Overall purpose of the job:
You will be responsible for mitigating and reducing all risks and barriers to successful deal closure. You will hold ultimate responsibility for ensuring that the proposed Vysiion solution meets the customer’s requirements and is priced accurately and in keeping with the customer’s expectations.
Key responsibilities for this job:
Deliver growth through acquisition of new customers that attain the sales target for Vysiion and Exponential-e solutions
Build qualified pipeline supporting growth to ensure successful delivery of the sales target
Sales qualification in order to ensure the company’s resources are applied to the most likely opportunities.
Updating the company’s sales pipeline management/CRM tool and accurately forecast opportunity value (In year and recurring), close date, bid status and margin.
Leading teams towards the same goal, including liaising with bid management professionals, technical staff, delivery and service management teams.
You will be responsible for managing communications on pursuits to all key stakeholders and to Vysiion’s leadership team, and for obtaining sign off and approval at each stage of the sale.
Development of sales and account plans that demonstrate achievement of performance against sales target and update these plans as required.
You will be personally responsible for identifying, quantifying and building relationships with key decision makers and influencers within each identified prospect and securing an opportunity pipeline which is ideally three times target.
You must establish the real customer drivers, not just what is written in bid documentation.
You must communicate win themes to the supporting bid teams and lead the pursuit with confidence and with a strong strategy.
You will be a highly regarded member of a well led team and make a passionate and concerted effort to build the success of the organisation and developing that same culture among all team members.
Key to the success of the role will be the management of opportunity from “suspect” to “prospect” and ensuring that deals are qualified including consideration of criteria including but not limited to:
Capability match to customer requirements
Client relationship
Tactical and strategic fit
Budget/Total contract value
Cash flow
Complexity
TUPE requirements
Commercial and Legal considerations
Bid cycle
Alliances and Partners
Price to Win
You will always be able to articulate:
How Vysiion’s solution will deliver benefits to the customer
How our proposition provides the best mix of affordability, capability and business benefit to the customer
How the deal will deliver revenue AND margin contribution to Vysiion
How the competition is likely to address the opportunity and our mitigating counter tactics
Knowledge and experience required:
Demonstrable success in selling ICT Infrastructure and managed services
Demonstrable success in multi‐year deals
Proven history of building relationships with key customer stakeholders
A sound understanding of the Vysiion products and markets
Strong written and numerical skills
Track record of on target achievement over several years
The successful candidate will have a highly professional approach and good presentation skills.
Energy, enthusiasm and a “can‐do” attitude
Bright spark with initiative
Hard working, determined and tenacious
Strong commercial and negotiation skills
Results driven
People person and team player
High degree of personal loyalty & integrity
#J-18808-Ljbffr
You will be responsible for mitigating and reducing all risks and barriers to successful deal closure. You will hold ultimate responsibility for ensuring that the proposed Vysiion solution meets the customer’s requirements and is priced accurately and in keeping with the customer’s expectations.
Key responsibilities for this job:
Deliver growth through acquisition of new customers that attain the sales target for Vysiion and Exponential-e solutions
Build qualified pipeline supporting growth to ensure successful delivery of the sales target
Sales qualification in order to ensure the company’s resources are applied to the most likely opportunities.
Updating the company’s sales pipeline management/CRM tool and accurately forecast opportunity value (In year and recurring), close date, bid status and margin.
Leading teams towards the same goal, including liaising with bid management professionals, technical staff, delivery and service management teams.
You will be responsible for managing communications on pursuits to all key stakeholders and to Vysiion’s leadership team, and for obtaining sign off and approval at each stage of the sale.
Development of sales and account plans that demonstrate achievement of performance against sales target and update these plans as required.
You will be personally responsible for identifying, quantifying and building relationships with key decision makers and influencers within each identified prospect and securing an opportunity pipeline which is ideally three times target.
You must establish the real customer drivers, not just what is written in bid documentation.
You must communicate win themes to the supporting bid teams and lead the pursuit with confidence and with a strong strategy.
You will be a highly regarded member of a well led team and make a passionate and concerted effort to build the success of the organisation and developing that same culture among all team members.
Key to the success of the role will be the management of opportunity from “suspect” to “prospect” and ensuring that deals are qualified including consideration of criteria including but not limited to:
Capability match to customer requirements
Client relationship
Tactical and strategic fit
Budget/Total contract value
Cash flow
Complexity
TUPE requirements
Commercial and Legal considerations
Bid cycle
Alliances and Partners
Price to Win
You will always be able to articulate:
How Vysiion’s solution will deliver benefits to the customer
How our proposition provides the best mix of affordability, capability and business benefit to the customer
How the deal will deliver revenue AND margin contribution to Vysiion
How the competition is likely to address the opportunity and our mitigating counter tactics
Knowledge and experience required:
Demonstrable success in selling ICT Infrastructure and managed services
Demonstrable success in multi‐year deals
Proven history of building relationships with key customer stakeholders
A sound understanding of the Vysiion products and markets
Strong written and numerical skills
Track record of on target achievement over several years
The successful candidate will have a highly professional approach and good presentation skills.
Energy, enthusiasm and a “can‐do” attitude
Bright spark with initiative
Hard working, determined and tenacious
Strong commercial and negotiation skills
Results driven
People person and team player
High degree of personal loyalty & integrity
#J-18808-Ljbffr
