New Business Consultant

6 months ago

London, United Kingdom ITC Secure Full time

**Reports to**: Head of Sales

**Job purpose**: We have a fantastic opportunity for an energetic and proven new business consultant to join ITC’s New Business Sales Team.

The role involves building C-level relationships with new business prospects within selected verticals and building a Sales pipeline to meet and exceed KPI’s and sales targets.

This is a key role within ITC’s sales engine and will help ITC to continue its current drive and growth strategy within its UK and European markets. As a New Business Consultant, you will be responsible for building out your own pipeline as well as working on opportunities brought to through our channel and marketing lead generation engines.

**Key interfaces**: Head of Sales, Sales Engineering, Channel Director, Sales Support, Finance, Professional Services Team, nominated contacts from external technology vendors, Customers.

**The role will involve**:

- Developing relationships with customer, CxO level Business and Technical Decision Makers. Driving security and compliance solution sales scenarios through understanding the customer’s long and short-term strategy, the industry, and the competition.
- Owning the development, creation and updating of the account security plan, aligning with the overall account/opportunity plan strategy.
- Responsible for deal orchestration, deal structure, developing value-based propositions, crafting and selling solutions mapped to customer business outcomes.
- Drive pursuit strategies including precise opportunity close plans working closely with ITC Account and Specialists teams, as well as key external technology partners, such as Microsoft, as part of an extended bid team.
- Ensure opportunities are accurately qualified and mapped to customer budget cycle.
- Providing timely and accurate executive reporting on forecasting and customer trends in the market.

**We are looking for someone with**:

- 3-5 year’s recognised and rewarded experience selling enterprise security business solutions to large/global enterprise customers.
- Proven track record of effective account management: planning, opportunity qualification and creation, stakeholder, and executive communication, needs analysis, value engineering, services/partner engagement, opportunity management, pipeline management, large deal negotiation.
- Solid understanding of Microsoft Cloud offerings and/or complementing solutions. The position requires the ability to articulate and present the business value of Microsoft's solutions and have a firm understanding of Microsoft's strategies, together with security and compliance offerings relative to major Microsoft competitors. Having worked at Microsoft previously would be a major advantage.
- Strong understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs.
- Demonstrated experience and expertise selling to senior business leaders by aligning & reinforcing the value of cybersecurity solutions to address the customer’s overall business pain points and/or strategic opportunities and decision criteria.
- Strong knowledge of enterprise software security solutions and platform competitor landscape. Including specific knowledge in key security domains across the entire customer environment, like Zero Trust Identity and Access Management, Threat Protection, Information Protection.
- Ability to orchestrate and influence virtual teams to pursue sales opportunities and lead virtual teams to deliver positive customer outcomes.
- Experience in using CRM systems such as Salesforce.
- Formal sales training - e.g. SPIN, Miller Heiman
- Strong presentation skills
- Numerate and commercially astute ability
- High level of verbal and written communication skills

**Working hours**: Normal working hours are 7.5 hours a day, Monday - Friday**.**

**Working location**:This role is based in our Canary Wharf office, which is operating a hybrid model of remote working with two days in the office.

**Travel**:Frequent travel to customer sites across the UK with occasional international travel

**Benefits**:

- 25 days annual leave.
- Pension scheme.
- Private health insurance.
- Enhanced maternity and paternity leave.
- Death-in-service life cover.
- Shopping discounts.
- Cycle to work scheme.
- Season ticket/gym loans.
- Online wellbeing centre.
- Free tea, coffee, and fruit.
- And more

This job description is intended to convey information essential to understanding the scope of the role and it is not intended to be an exhaustive list of skills, efforts, duties, responsibilities or working conditions associated with the position.

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