Sales Specialist-modern Workplace

**About The Role** **Position summary** As our Modern Workplace Solution Specialist, you will enable organisations to successfully implement their Hybrid working strategies using the Claranet Modern Workplace portfolio. The Claranet Modern Workplace portfolio delivers for our customers: - Improved effectiveness and productivity of their employees and therefore increased employee engagement - Improved end customers experience and therefore higher customer retention and share of wallet for our customers As a Consultative Solution specialists you will work alongside our Customer Success Team, Marketing and Partner Alliances teams to: - convert identified leads into opportunities, - increase the scope of these opportunities - successfully win these opportunities The role is a consultative sales role and includes complex solution selling, multi-level selling with a strong business outcomes focus. You must therefore be passionate about understanding the customer's business challenge, have a desire to understand theindustry and be aligned to interpret our services and identify new services to resolve those challenges. You are responsible for driving growth and optimizing profitability within an evolving service portfolio and customer base. Be able to maximize the opportunity quickly, adapt the proposition and drive the upsell across the portfolio which when done successfullywill grow our contract book of create a long-term customer relationship **Duties and responsibilities** - We deliver Growth by winning opportunities across existing customer by developing leads for new services, and/or cross-sell/upselling existing services - We extend/increase Lifetime value by "Resign or Re-imagine" - We own the opportunity Sales Plan and drive the opportunity forward using Consultative service led (moving towards industry over time) conversations. - We translate the customers business challenge into a solution outline and engage the wider Claranet sales team to drive the opportunity forward - We set the win price with the aligned level of service/features/solution and manage the tension between Commercial and technical along with customer value. - We provide a feedback loop into Portfolio - We manage the creation of practical sales proposals, contract schedules, statements of works and the creation of other customer-facing documentation to a high standard of accuracy and professionalism - We lead in the presentation of the proposed solution to our customer - Maintain an accurate forecasting and active pipeline in Salesforce by ensuring all activity, communication, and customer data is logged in Salesforce. - We work with Marketing to develop case studies and referrals, attend events and seminars from the solution/services base, and input to contact strategies and specific campaigns for customers and groups of targeted customers. - We proactively engage with strategic partners to enhance our market position, support the development of opportunities within the currentpipeline, help drive time-sensitive partner initiatives, and deliver a richer experience to the customer base. **About You** **Qualifications & Experience** - 5+ years' experience at a Large Service Provider or similar business within the IT industry - Alternatively, 2+ years’ experience in presales or technical account management roles at an MSP or Large Service Provider - Experience in selling or delivering services that fall under "Modern Workplace" including M365 (Direct or Indirect), Teams, SharePoint, Contact Centre and Traditional voice - Licensing experience and knowledge of the various Microsoft licensing agreements is highly regarded - Strong interpersonal and communication skills for interacting with team members and prospective clients up to the Board level through presentations, demonstration, and written communication - Strong ability to work and lead in a team environment, including Technical, commercial and operational resources to drive results - Strong ability to articulate and present the business value of Company solutions with a firm understanding of Company strategies and products relative to the Company's significant competitors - Ability to create and maintain formal and informal networks - Ability to use own judgment and initiative in problem resolution - Ability to present ideas, goals, problems, outcomes, and processes to be understood by a diverse audience - Ability to publicly represent Company with internal and external clients - The full UK driving license and access to a car for business purposes KPIs - Service penetration into the customer base - Revenue and profitable growth - Re-contracting where directed - CRM completion - Manage weighted pipeline for target coverage **About Us** Claranet combine pioneering technologies, practices, and expertise to propel our customers ambitions. Through a vibrant customer centric culture of collaboration, learning, and opportunity, we nurture a dynamic community of the best technology and serviceexpertise spanning network, communications, cloud and cybersecurity. Founded in 1996, Claranet has evolved into a multi-disciplinary technology services provider with global reach. The company has annualised revenues of circa £400 million, over 6,500 customers, and more than 2,500 employees in nine countries. In the UK wehave over 500 staff working in London, Gloucester, Warrington, Bristol, and Leeds, or as homeworkers. "We are Workplace" - The Workplace Business unit is focused on how we help organisations create Smarter Workplace Experiences. We focus on the Devices, Endpoints, Business Applications, Wi-Fi, Networking & Connectivity that powers the way we work whetherthat’s One the Move, At Home, In the Office or wherever you do business. Our mission is to create Secure Solutions that focus on how technology can improve the work experience for companies, their people and the customers they serve.