Enterprise Sales Manager
As one of the largest providers of Telecommunications operating in the Irish Market, our client is going through a period of investment in their Business Development, Account Management & Sales Support functions.
The successful candidate will be energetic, have proven success working in a fast-paced, high-growth
environment and understand the competitive landscape and market trends.
You will become part of the sales team, with autonomy to shape & grow the sales function, reporting
directly to the Director of Business Development.
What I'll be doing – your accountabilities
* As an enthusiastic and dynamic Strategic Account Director for Business Development, you will be developing winning conversations with potential major customers, who you will identify and close in a consultative manner in order to start them on their journey with us to Digital Transformation.
* Creating a dynamic network future for your customers business with our Network, Cloud Infrastructure, ICT and intelligent monitoring & managed service solutions
* Helping your customers build an agile and effective digital workforce with our collaboration solutions
* Balancing the risk and reward for your customers with tailored private and public cloud offers
* Accountable for delivering and exceeding Sales targets, based on Revenue & Gross Margin to our agreed key target acquisition customer base
* Accountable for maintaining a broad architectural knowledge and have opinions on leading & emerging technologies that our customers require to support their day-to-day business operations
* Accountable for building complex solutions that meet and exceed customers' business needs, delivering business outcomes, to maximum profitability achievable for the company.
* Accountable for influencing incremental sales opportunities across the company portfolio
* Accountable for creating a pipeline of 3X (three times) target to ensure adequate cover to consistently deliver target
* Accountable for successfully developing and driving sales plans with Account Managers, using agreed methodologies, to retain existing business and develop & grow new revenue for the company.
* Accountable for developing and maintaining an accurate forecast with a qualified/robust pipeline
* Working with Finance & Pricing to understand the P&L in detail for the customer solutions being sold to ensure margins on all deals are maximised and component pricing parameters are aligned to market expectations
* Ensure internal business responsibilities are completed including CRM, forecasting, reporting, TAS Opportunity Plan reviews, Account Development Plans & opportunity pipeline management
* Create strong relationships with key client stakeholders at C Level in both Government & Enterprise accounts
* Regular participation at both external & internal events to promote our product & service offerings to clients
* Central point of responsibility for the coordination for all the companies' activities in the assigned account base
* Work with customer and operational teams to align the delivery of services and the company Business relationship with the strategic needs of the customer.
Skills required for the job
* Strong analytical skills, to include forecasting, pipeline achievement, P&L details, detailed understanding of customer trading & buying process/cycles and the ability to analyse competitor proposals as required
* Good knowledge and understanding of company propositions, and the business outcomes they deliver to customers e.g. Data Comms, Managed Infrastructure, Hosting/Cloud, Customer Contact, Voice & UC, Security & Managed Services
* Proven track record of delivering against targets within a technical solution sales specialist role
* Managing change, aligning and prioritising multiple demands
* Excellent communication, presentation and interpersonal skills with strong influencing and negotiation skills
* Ability to engage at board level with customers to strategically position the company, our offerings & our competitive advantages
* Excellent financial & commercial acumen
* Be resilient and able to achieve consistently, against challenging targets
* The ability to work with the minimum of supervision, as part of a team and present a quality image of the company.
* Be willing to travel and work from customer and other company sites
Key decisions
* A proven track record of success and experience in selling profitable deals to large corporate & government customers in a consultative manner
* A strong team player with capability to take the lead with cross functional teams on customer opportunities.
* Demonstratable ability to quickly and succinctly identify business requirements and match solutions along with Strong commercial capability, excellent communication, relationship building and interpersonal skills.
* Commercial, Technical & Service Solution Design – proven track record of selling complex multi-tower solutions to Large Enterprise & Government accounts in Ireland
* Management of resources to ensure correct solution and pricing for customer needs and offer
* Bid price / offer price oversight, providing thought leadership with authority
* Strategic standard & bespoke solutions with managed services
* Partnering on bid responses with multiple cross-functional teams
* Demonstratable understanding of the competitive market and ability to present that internally to help shape the business portfolio to ensure continued competitiveness in the market
* Demonstratable consistent success in achieving weekly, monthly & annual sales and activity quotas
* Outstanding analytical and problem-solving abilities
* Proven ability to manage multiple projects and work to tight deadlines
Experience you would be expected to have
* Typically Engineering, Science or Computing degree, or equivalent job experience.
* 10+ years in technical solution sales
* Leadership / People Skills: Must possess exceptional leadership skills, demonstrating an ability to move and influence a large team towards a common goal & business objective
* Strong commercial acumen & experience of delivering financial targets
* Strong experience in Enterprise Sales, characterised by consultative selling to senior-level management that resulted in complex technical project delivery.
* Strong technical leadership skills in managing technical bids.
* You will stand out for your energy and pro-active attitude and be a positive force for change
Our reference: MI326
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