Public Sector Sales Lead

6 days ago

London, Greater London, United Kingdom Exponential-e Full time

About Exponential-e

Exponential-e is a UK-based pioneer in Cloud, Connectivity, and Communications. Our company has a history of leveraging leading-edge technology to deliver innovative services to clients and prospects, resulting in industry recognition and a world-class ICT services company.

Role Overview

The Public Sector Account Director plays a crucial role in supporting and executing the new business acquisition strategy of Exponential-e Public Sector Sales. This involves achieving assigned margin, revenue, and contract value targets, and delivering exceptional sales professionalism while exceeding performance against measurable key performance indicators.

Key Responsibilities

  • Develop and execute short, medium, and long-term business plans to exceed targets
  • Achieve and exceed margin, contract value, and revenue targets
  • Deliver against key performance indicators and objectives
  • Prospect, qualify, negotiate, and close key new business deals
  • Build and maintain a solid and robustly qualified pipeline of sales
  • Forecast monthly and quarterly sales achievement
  • Maintain opportunity pipeline and deal positions on CRM (Salesforce)
  • Develop strategy, produce win-plans, and execute on major deals
  • Define target list and engage suspects based on clearly defined criteria
  • Carry out and record target prospect meetings in line with agreed KPIs
  • Develop an in-depth knowledge of factors impacting the technology market, adoption, and trends for assigned verticals
  • Generate strong relationships with senior executives within the customer and prospect base
  • Develop and sustain a network of contacts and key individuals within assigned verticals and target market arena
  • Identify and develop opportunities for strategic step-change revenue growth
  • Produce quotations and lead Exponential-e responses to tenders, RFI's, RFPs, and other response formats
  • Build and provide clear leadership to virtual teams in pursuit of major business opportunities
  • Collect and understand target client requirements, building commercial propositions based on Capex, Opex, and other commercial needs to gain competitive advantage
  • Understand and be able to articulate deal-level P&Ls
  • Attend, present, and host at industry events
  • Build and maintain a strong technical and commercial understanding of key Exponential-e product propositions
  • Build and leverage an understanding of competition and their propositions to Exponential-e advantage
  • Formulate and complete client presentations to an exceptional standard
  • Complete monthly reports and other administrative requirements to quality standards and required timeframes

Requirements

  • Experience in developing business within the Public Sector
  • Proven track record of identifying, developing, and closing major opportunities
  • Good understanding of Public Sector buying practices and relevant frameworks
  • Extensive experience within the Connectivity, Cloud, Hosting, Managed & Professional Services
  • Strong sales skills (prospecting, qualifying, campaign management)
  • Detailed understanding of the sales process and demonstration of world-class sales rigour
  • Proven and consistent track record of target over-achievement
  • Excellent networking ability and natural communication style
  • Excellent communicator with strong presentation, numeracy, and written skills
  • Strong problem-solving abilities; able to facilitate discussions and outcomes
  • Able to travel within designated territory and able to work with the minimum of supervision
  • Microsoft XP (Excel, Word, Email, Access, Power Point)
  • Salesforce CRM experience advantageous but not essential
  • Degree-level education advantageous, but track record of success in aligned career more important

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