Our client is a highly profitable UK headquartered business intelligence and data analytics software vendor. The solution is a SAAS market-leading data analytics platform for workplace unified communications (UC) and collaboration solutions. Existing clients include companies like HSBC, Santander, Airbus, Maersk, Travis Perkins, Prime Minister’s Office, Companies House, UCL, and The Royal London Hospital.
Given Covid-19 has accelerated the trend of remote working there is a real demand for our client's products so that companies can effectively monitor their UC / Collaboration tools allowing them to measure productivity, size their infrastructure capacity appropriately, and reduce costs. Therefore the role can involve selling to various departments within target clients; CIO, HR, CFO, and business functions.
We seek a talented and committed Business Development Manager to increase our footprint across multiple market segments. Reporting to the Sales Director, this role will, primarily, be responsible for driving new logo engagements. Working directly with clients and channel partners across the enterprise, mid-market, and public sectors, the role has annual sales targets and an attractive commission plan.
Coinciding with the release of our latest software, this is an excellent opportunity for a candidate with extensive field sales experience and a demonstrable track record of selling software and cloud SaaS solutions into private and / or public sector accounts.
Client Geography – London, South East, M4 corridor, Midlands.
The role can be home-based with the person managing their own time to hit targets and the expectation is that they will be field based - visiting prospective customers in person.
Develop a detailed understanding of our clients software propositions and be able to articulate into different market segments both the key features and benefits and how these differentiate from the competition
Construct sales strategies and plans to build sustainable net new sales pipeline
Achieve or exceed annual sales targets
Developing customer and partner relationships at multiple stakeholder levels for long-term success
Use Salesforce CRM for tracking all opportunities and forecasting Coordinate and manage high quality responses to tenders and RFPs
Own customer escalations to ensure that all aspects are resolved through to completion
Build strong peer relationships with colleagues across all internal teams
Educated to degree level and possess relevant
Minimum 3+ years new business field sales experience, preferably in Software / SaaS Sales
Demonstrable track record of hitting or exceeding
Sales targets selling IT solutions
Experience of creating sales strategies, campaigns and winning new logo accounts into specific market verticals
Capable of selling complex solutions - deal sizes are between 15K - 100K per year with target customers having at least 500 end points / seats.
Our client is sub-100 people and therefore whilst lead generation / marketing is ramping up the expectation is for the successful candidate to reach out themselves directly to potential customers.
Structured, self-sufficient, disciplined approach to building sustainable sales pipeline and maintaining accurate sales forecasts
Plan and execute sales activity with consistency and intensity to hit and exceed sales targets
Detailed understanding of the sales process and the sales techniques required to consistently drive opportunities forward
Excellent communication and negotiation skills, both written and verbal
Able to build strong stakeholder relationships at multiple levels with customers and partners (like Atos, BT, Maintel). The role could also involve recruiting new partners although the focus is really on direct touch sales (that then might be facilitated through a partner).
Excellent pitch presentation skills, both in person and via video applications
Pension Scheme (after probationary period)
Salary offered is related to experience, comprising a base salary + benefits + commission (uncapped)