Our client is a specialist consulting firm in the telecommunications, media, and technology sector with a client base including the likes of BT, Liberty Global, Sky, Vodafone, AT&T, Cisco, Ericsson, and many more customers.
The client is medium-sized (split between UK / USA) and therefore looking for candidates that can have a big impact on their business - this opportunity is not with one of the major service integrators/outsourcing companies but a focused European business that is strong within its niche domains across Telecommunications, Media and Technology. They are looking for someone who is a hands-on new business consulting salesperson (the role is not managing a team etc).
Candidates should therefore have some domain knowledge across (not all of) Management Consulting, Strategy Consulting, Telco Networks, OSS/BSS, Cloud Evolution, Investment, Telco M&A, video/Media/broadcast, Infrastructure Migration, Legacy Decommissioning. Experience working in business development of a smaller services company would be a good background, especially if the person has some management consulting delivery experience.
Location: UK – the client has a London office but home working is permitted
The successful candidate will work across our clients existing consulting business, leveraging their brand and mature proposition set, to build and deliver a pipeline of new business across the territory with ambitious growth targets. The person will have a target for new business sales of 1.5-2 million GBP across Management Consulting, Strategy, Media and Security (they have an existing customer in France they would like to grow for Security). The person must be able to help work on the propositions / go to market for these areas as well working with the different business units.
Responsibilities? Own and deliver the new logo/white space plan for the UK and EMEA markets? Understand sector and customer business requirements with the ability to quickly determine how our client’s consultancy propositions can be applied – Driving proposition evolution where required? Develop and maintain the pipeline of new logo customers and opportunities? Drive the marketing strategy required to support the new business objectives? Inject new business/new logo acquisition discipline/process/behavior into the business? Achieve highly demand and ambitious new business targets
Required Experience/ Education:? A minimum of 10 years’ experience in selling management consulting services (or similar Professional Services) to UK and European Telecommunications, Media or Video playersand supporting businesses with an active ‘current’ network of contacts / leads
? Broad commercial and financial acumen and a track record of managing complex negotiations and client/procurement onboarding? A team-player able to work within a collaborative selling culture, where commitments are made and honored, learnings are shared and objectives are achieved? Great market awareness of the TMT sector and the challenges faced by the industry – Ability to clearly articulate the challenges and opportunities within the market and contextualisethe consultancy opportunity these present? A live ‘relevant’ contact network, with a trusted reputation for delivering? A seasoned professional with a track record of delivering new logo sales in a consulting environment, working and succeeding against ambitious sales targets? A thought leader who is credible whilst communicating with industry
Veterans/Champions/SMEs? Self-motivated and mature in managing new or existing business development opportunities to develop a “win strategy” to drive my Clients services’ penetration into new accounts.? Strong ability to negotiate and drive deals to their successful conclusion.? Builds, monitors and orchestrates sales pipelines to ensure continuous population and movement of near- and long-term opportunities? Have a creative and problem-solving mind, with a hunger for knowledge and a drive to push yourself to further your career.? First-rate communication and presentation skills? Strong influencer? Strong analytical capabilities? Exceptional presentation skills? Empathetic to the existing business/capabilities/plans – Does not cut across usurp the existing BD domain accountabilities
? Driven and capable to own/deep dive on specific threads
? Super motivational, energizer
? Experience of building/managing consultancy business sales pipelines
? Fresh ideas of how we drive increased momentum/vigour into the area