Business Development Manager- IT Services

5 days ago

London, Greater London, United Kingdom Executive Talent Full time £60,000 - £100,000 per year

Business Development Manager - IT Managed Services

Location: Home with Travel - UK - £60-80k plus double OTE

Are you looking for a Business Development Manager role selling IT Managed Services within new & existing clients within the Public Sector

Help our client continue to build on 18 years of unbroken growth and maintain their position as a Top 2, UK software company delivering improved outcomes for public services around the world.

1. Role PurposeCreates and expands new business opportunities by prospecting, wins sales by gaining buy-in to change and transformation.

You quickly establish rapport and credibility with stakeholders and influencers within a target organisation. You help these prospective clients to deepen their understanding of their challenges through probing questions. You engage others in an exciting vision of change, supported by interesting and relevant market insights. You possess the ability to assimilate different perspectives to develop a range of viable strategies. You position a broad view of the offer and the value that can be added, talking in the language of business outcomes. You are motivated by the thrill of the chase.

Currently seeking an ambitious, experienced and proven sales professional to play a key role in developing IT Managed Services business. The job will be responsible for driving new sales for Professional Services and Managed Services into existing accounts and new logos.

You will be responsible for all key processes in the sales. 

The role is responsible for broadening the solutions sold into the territory through upsell and cross-sell activity, in addition to the retention and growth of existing profitable contracts. You will be responsible for raising the breadth and seniority of engagement with key stakeholders in each account.

 2. Principal Accountabilities
  • Achieve annual incremental gross margin targets, as set by the Company at the outset of the financial year.
  • Build and maintain a strong and accurate pipeline, sufficient to achieve/exceed target.
  • Deliver accuracy of +/- 10% in your sales forecasts.
  • Build, then execute a Territory Plan to explain how you will maximize the return from the prospects and products/solutions in your territory.
  • Generate a deep understanding of the challenges facing target organisations in your market and the tangible, quantified business outcomes your solutions can achieve for them.
  • Work closely with your sales leader and marketing to define and execute new business sales campaigns.
  • Manage every aspect of the sales cycle, from initial preparation and customer engagement through to deal closure and handover to delivery.
  • Qualify every opportunity using recognised tools, to ensure effort is only expended on deals with a strong likelihood of closure.
  • Construct and lead multi-discipline teams, to demonstrate to the prospect that we can meet their requirements and deliver on commitments.
  • Understand the competitive landscape you are operating in, be capable of positioning to win by emphasizing our differentiators.
  • Contribute to the evolution of product/service roadmaps in your market, by identifying repeatable customer challenges that can be profitably addressed.
  • Demonstrate working knowledge of other products/services to support the generation of collaborative pipeline for other business units.
  • Maximise revenue recognition by constructing optimal commercials terms.
3. Reporting Relationships
  • Sales Director
4. Essential CompetenciesExcellent business acumen with commercial and strategic focus.
  • Sound contractual knowledge and highly competent negotiator.
  • High quality written and oral communication.
  • Experience of working with Microsoft cloud technologies
  • Professional services and managed services sales experience
  • Up to date product and industry knowledge
  • Demonstrable track record of successfully achieving sales targets
  • Knowledge of Public Sector/Local Government purchasing behaviours and processes
  • Strong solution sales methodology, focused on delivering outcomes
  • Ability to travel in execution of role.
  • Full UK driving license, or equivalent.
5. Preferred Skills
  • 5 years' experience.
  • Experience of working with public sector clients desirable but not essential.

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