Industry Lead
6 months ago
ANS are a strong team of straight-talking tech and business experts. Our mission is to make digital transformation accessible to all.
We make enterprise-grade technology, knowledge and processes accessible and affordable for all companies, large or small, no matter the size of their budget. We bring the technology that's usually reserved for large corporates first, to small and medium organisations too. We’re on a mission to help companies Think Bigger.
We’re trusted by our customers because we help them achieve their goals. Be it a digital transformation project for a 2000-person government body or helping a 10-person labels maker take their business online.
Our people are the lifeblood of our business. They dream up solutions that have never been delivered before. They dare to tackle problems no one else can. Every day they wake up and challenge the status quo.
ANS Group are looking for a Sales leader to lead and develop our the Government sector of our Public Sector Sales team.
**What is the point of this role?**
You will be responsible for owning, developing and growing the Government Public Sector vertical within the ZANS Enterprise sales division. You will manage a high performing team to deliver agreed targets for both new business and growth of existing customers.
**What will I be doing?**
**Find**
- Identify growth opportunities within your industry vertical - know who the competitors are and keep one step ahead
- Hire high potential talent into the team to drive sales
- Engage with Microsoft, counterparts to maximize the ANS product set into their accounts
- Ensure the go to market solutions are relevant to the customers
- Work closely with ANS Marketing to organise events, agree topics and ensure the right people attend
- Work with other ANS Sales teams to maximize the ANS product set into their accounts
**Win**
- Set stretching but realistic targets for the team to maximise growth for both new business & existing
- Contribute to the sales targets when needed
- Follow up with event attendees to close new or grow existing business
- Deliver the annual number for MS & PS
**Grow**
- Inspire and motivate the team to grow and develop enterprise and mid-market accounts within the vertical or sector
- Coach and upskill team members to enable them to meet their numbers, help them remove blockers and go one better
- Oversee the delivery throughout the project and own the commercial relationship
- Ensure a smooth transition into delivery and then a smooth transition into Service Delivery
- Provide a single point of contact, engagement plans with both customers and Microsoft
- ANS product and service penetration Matrix for each account - baselines, opportunities o Work closely with the CSM and CSA including attending Service Reviews, QBRs, project updates, project boards to ensure a fantastic CX
- Facilitate the renewals with the CSM, CSA & renewals team
- Fully understand the landscape and people, identify share of wallet across our services
- Work with MSFT account teams on both new logo and existing accounts
**What will I bring to the Role?**
- High degree of motivation, goal-oriented, high-energy, and highly focused
- Proven successful sales experience with a proven track record of quota over achievement, direct sales experience preferred
- Experience in a solution sales environment preferably in IT, services, and managed projects and through to support
- Possess a strong understanding the the software market, either of the Hosted Applications, managed hosted, software solutions, CRM, SaaS, electronic office products sectors, or one closely related where customer service is of paramount importance
- Significant track record of developing routes to the Enterprise & Mid-Market place and driving exceptional sales performance
- Thrive in high energy, fast paced, challenging environment
- A proven track record of new business acquisition - likes the thrill of new business, recognition from contributing
- Thinks of selling as running your own business
- ‘owns the number, 100% focused on number’
- Fast on feet, quick learner, comfortable with mínimal resources and wearing several hats through the sales process
- Proven business to business sales experience
- Classically sales trained with a reputable organisation e.g., Meddic or similar, Spin, TAS, Huthwaite, Major Account Selling
- High achiever in current organisation
- Experience of client presentations at director level Exposure to CRM programs and how to position them in customer accounts to solve business problems
- Ability to discuss business benefits and results at an executive level, as well as articulate the value of partner services
- Demonstrate ability to organize and prioritize, while working with a sense of urgency against a weekly and monthly quota
- Must have exceptional organization, communication, inter-personal and customer service skills
- Personal attributes should include high degree of motivation, goal-oriented, high
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