Enterprise Networking Solutions Lead

Randalls Way, Leatherhead KT22 7TW, UK Req #134

14 May 2024

Established in 1982, Bytes has grown rapidly and now employs over 600+ people across 5 locations in the UK and Ireland. Our turnover in Financial Year 2019 was in excess of £520M. We work with SME’s, corporates and public sector organisations to modernise and digitally transform their IT infrastructures.

We invest in our employees through on-going support, training and advice to help them achieve their career aspirations, rewarding success both financially and personally. There is opportunity to grow and move internally which can be seen through our long-standing employees who have developed existing and new skills to move into senior positions in the organisation leaving space for new team members to begin their journey.

• Over 600 staff (plans to double in size over the next 5 years)
• Operating from modern, hybrid working environments with offices in Leatherhead, Reading, London or Manchester
• Winners of an array of industry awards
• Sunday Times Top 100 Best Places to Work
• Excellent training and career prospects offered
• Fantastic office with gym, canteen, open plan, smart casual dress code, regular incentives and company events
• Supporters of 85+ charities with strong commitment to diversity and sustainability

POSITION DETAILS:

Position Title:

Reports to (POSITION):

Reports to (POSITION):

Team:

Department:

PURPOSE OF JOB:

The Practice Lead Function within the Solutions Sales Team is responsible for the development of sub-proposition/s, that are relevant to the main proposition pillar. Combined with effective leadership and the development of a team of solution specialists, who are focused on proactive sales activities to generate net new and cross-sale opportunities within new and existing accounts.

To be successful in the role key activities will include, but are not limited to:

• Team Leadership . Lead, mentor and coach a team of Solution Specialists, who are focused on valuable proactive sales activity. Ensuring Personal Development Plans are in place to manage team performance and personal growth effectively.
• Sales/Financial Performance Management . Meet and exceed financial targets and KPIs set by the business and encourage all appropriate activity to be updated in CRM for central visibility.
• Customer Sales . Lead by example to proactively uncover, develop and lead opportunities alongside the Bytes Account Manager. The focus is on driving net new opportunities via whitespace and cross sale into existing accounts. Support team members indirectly on customer opportunities, ensuring the Sales Methodology (“LEARN”) is adopted.
• Sub-Proposition Development . Work collaboratively and consultatively with the wider Solutions Sales Team, Vendor Operations, Sales, customers, vendors, and partners, to build appropriate sub-proposition solutions that enhance the main proposition area and that can support other areas across the business. Ensuring Head of Function/ Divisional Director of Function are consulted throughout.
• Sales Enablement. Develop consistent sales enablement plans, which align with the overall proposition and marketing strategy.
• Marketing Strategy Support. Actively support the overall proposition marketing plan and generate new ideas which will continually maximise how we reach our customers.
• Market Research . Stay informed about the competitive landscape, market trends and customer demands within the Sub-Proposition and main Proposition to constantly look to innovate.

Function Specific Attributes:

• Develop Enterprise Networking proposition, go-to-market, and sales delivery plan utilising internal and external (partner) resources as required.
• Work with Technical Presales and Services Delivery team to enable Bytes to engage and deliver against customer technical and commercial requirements across the Enterprise Networking space.
• For FY25 the focus of this role is on Cisco and related technologies and services.

KEY RESPONSIBILITIES:

• Create and set a clear sub-proposition mission statement, technology focus areas, and ongoing sales strategy that supports the overall Bytes goals.
• Support high-quality talent acquisition and management, including succession planning, and individual Personal Development Plans that align to company KPIs and objectives.
• Work strategically with Bytes Sales Managers and Divisional Directors to build sales enablement plans on the sub-proposition area, ensuring the messaging aligns with the overall proposition and marketing strategy.
• Ensure the focus on customer engagement is with net new and cross-sale opportunities. Uncovering opportunities via pro-active whitespace, sales enablement, vendor account manager engagement, and inbound requests.
• Ensure all opportunities are being proactively managed, alongside the Bytes AM, through to closure.
• Working across sales, marketing, the wider Solutions and Alliances team, and through key vendors/ partners, build a pipeline of Solutions and Services revenue, maintaining an opportunity level of 4x target.
• Stay updated on the latest trends and products within sub-proposition, and ensure the team has a deep understanding of the offerings to effectively communicate internally and externally.
• Outside of the main sub-proposition area, ensure the knowledge of the main proposition and wider Bytes value is maintained. Expectations that all areas will be supported and promoted to sales/customers.
• Identify, qualify, develop, and sponsor new services, solutions and hi-potential vendors that will enhance or extend Bytes’ value proposition and revenue streams.
• Consistently drive positive performance and motivation across sub-proposition and wider team.
• Ensure full visibility and tracking of opportunities and engagements across the team within CRM.
• Have regular team deal desk clinics to oversee pipeline management and encourage deal learning throughout the team.
• Support the creation of collateral and customer materials to support the sales process and events.
• Work collaboratively within team to build “thought leadership” content to enhance Bytes’ standing in the market with customers, vendors, and distribution.
• Coach and mentor team members, providing training, feedback, and support to enhance their sales skills and product knowledge.
• Build monthly and quarterly performance reports which are circulated to team members and the Head of Function/Divisional Director.
• Build and document proposals for customers, including content for RFPs as and when required.
• Attend key customer Quarterly Business Reviews.
• Attend strategic vendor Quarterly Business Reviews
• Improve engagement, performance and confidence and wellbeing of individuals.
• Champion the importance and influence that Bytes values have in the development of a successful, responsible, and ethical business.
• Regarding strategic vendors that sit within solution area responsibility as outlined in the following table:

Responsible

Accountable

• Vendor technology focus by sub-proposition
• Knowledge of vendors aligned to sub-proposition.
• Marketing planning
• QBR and ABR attendance
• Propensity data – Team follow-up
• Commercial sanitisation
• Business plan creation and execution
• Financial and non-financial vendor objectives

The description above reflects the core responsibilities/activities of the role but is not intended to be all-inclusive; other duties may be required in addition to changes in the emphasis of duties as required by the business from time to time.

Function Specific Attributes:

• Work with strategic vendors (Cisco) and Vendor Business Managers to build and execute a sales and marketing plan, coupled with sales enablement, that aligns to Bytes’ wider business goals and growth strategy.

INDIVIDUAL RESPONSIBILITIES:

• Team Leadership & Development . Set direction for the team and provide oversight relating to resource planning, and skills development. Coach team members through growth mindset, challenge individuals to maximise their full potential and drive innovation.
• Sales/Financial Performance Management . Collaborate with Head of Function/ Divisional Director of Function to set viable financial and performance targets for team members. Review the data sets available, adjust where necessary, and provide consistent updates both up channel and to the team, to ensure targets are met or exceeded. Expects and drives team to use Bytes systems to their best capacity (CRM, SmartInfo, Compass, Teams etc).
• Personal Performance Management. Understand the personal goals and aspirations of everyone within the team and actively support career progression. All individuals across the team to have clear and set OKRs and Personal Development Plans. Review these regularly to ensure personal/ business goals are met, individuals are taking personal performance responsibility and continue to plan for the future.
• Customer Sales. Be a customer-facing resource proactively engaging with Account Managers and end customers. Ensure LEARN methodology is adopted throughout each opportunity. Lead by example to demonstrate Bytes wider portfolio outside of main sub-proposition.
• Sub-Proposition Development . Maintain knowledge of key vendors, partners, services, customer challenges, use cases, trends and direct reseller competition within sub-proposition to ensure Bytes is focusing on the right areas, and to keep up with innovation. Collaborate with other proposition leads and Head of Functions/Divisional Directors to ensure consistent communication of any changes.
• Sales Enablement. Be a key sales resource for sub-proposition and main proposition sales enablement. Coach team members on their role in sales enablement and ensure all messaging is consistent.
• Marketing. Contribute to the main proposition plan with internal and external ideas, market research, vendor focus areas, emerging trends and key updates. Actively promote the Bytes brand via internal and external content (blogs, podcasts, socials, thought leadership keynotes etc).
• Vendor/ Partner Management. Develop, maintain and nurture key senior relationships within strategic vendors and partner community, alongside the aligned Vendor Business Manager.

Function Specific Attributes:

• Working in collaboration with relevant Enterprise Networking strategic vendor VBMs (i.e. Cisco VBM), vendors directly, and Head of Enterprise Networking, Vendor Alliances Director, and Solutions Sales Director, build, execute and track, investment, and sales plans to maximise sustainable Gross Profit.
• Build a sales engagement plan that underpins agreed go-to-market strategy across all sales teams, customer segments (i.e. Corporate, Public Sector, and Indirect) and customer tiers (i.e. Growth, Managed and Enterprise).
• Work cross-functionally with sales, marketing, vendor alliances, and service delivery, to create and execute a customer success plan that drives incremental customer value and revenues.
• Ensure completeness and accuracy of Enterprise Networking opportunities within CRM.

WIDER TEAM NETWORK

Internal

• Practice Lead roles across other proposition areas
• Account Managers
• Bytes Services Teams

External

• Strategic vendors stakeholders
• Strategic distributor stakeholders

QUALIFICATIONS, EXPERIENCE, & SKILLS:

Educational Qualifications:

• Educated to GCSE Level with an A-C Grade in Maths and English.
• Minimum A-Levels (A-C) English, Mathematics, and technology related subject.
• Batchelor’s Degree in technology or business management.

REQUIRED

DESIRABLE

DESIRABLE

Years of Experience

• Greater than five (5) years of demonstrable sales experience within the software technology industry.
• Previous Team Management Experience (Minimum 1 year).

REQUIRED

REQUIRED

Other Requirements

• Deep commercial and technology understanding across the main proposition area.
• Ability to pitch Bytes Value and key focus areas.
• High-level understanding of two or more of: Security, Modern Workplace, Public Cloud (Azure or AWS), Hybrid Infrastructure (including data, storage, and platforms), Networking, FinOps, AI, Data Analytics, Automation, Software Asset Management, or Service Management.

REQUIRED

REQUIRED

REQUIRED

• Commercial acumen and ability to construct and drive negotiated outcomes to achieve positive results.
• Intermediate-level skills in use of Microsoft Office 365 suite applications.
• Demonstrate skills in leading and coaching a team.
• Excellent written and verbal communication skills with excellent customer facing skills.
• Able to work under pressure and meet deadlines.
• Able to demonstrate a high degree of flexibility including occasional out of hours working.
• Excellent organisational skills - able to manage and prioritise and tasks and time of self and others.
• Able to manage sensitive and sometimes confidential information.
• Able to demonstrate initiative and a proactive approach to activities and tasks.
• Able to work with business and technical stakeholders within Bytes, customers, and vendors.

MEASURES & GOALS

OBJECTIVE

MEASURE

FREQUENCY

TARGET

Monthly

+/- 10%

Strategic Customer Targets

Closed Opportunities in defined Enterprise and Managed tier target customer list [1]

20% Closed

Win/Closure Ratio

% Deals Won vs Lost

25%

Number of new Opportunities created in CRM and aligned to Employee

30

Number of Opportunities in CRM aligned to Employee

60

Closed Won Opportunities

Number of Opportunities successfully converted to Closed-Won and aligned to the Employee

15

Average Deal Size

Average GP per Closed Deal aligned to the Employee

Deal Velocity

Average Time for Opportunities to Progress through Sales Stages within CRM aligned to the Employee

20 days

Internal Win Wire

Number of internal Case Studies (“Win Wires”) drafted and posted on Compass by the Employee

[1] Target customer list to be agreed with line manager and Divisional Sales Directors. List may be updated from time to time by mutual agreement.

[2] GP targets will be tracked monthly with performance managed in line with published Solutions Sales Overlay Performance Management policy.