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Nottinghamshire UK


Full time

Date posted

Jul 3, 2017

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Pension details


Senior New Business Development ManagerLocation - UK wideSalary - Competitve, double OTE, car allowance plus benefitsOverview of the role The role is a primarily new business acquisition key to the continued growth of the Corporate sales businessThe role holder may be office or home based with at least 2 days per month in our York Head Office along with extensive national travel to customer meetings and Trustmarque officesThe successful candidate will be an established sales person, with a strong background in software licensing, cloud and services solutions - preferably MicrosoftResponsibilitiesThe main responsibilities are detailed below, although the post holder would also be expected to perform any other duties which might reasonably be required by the business.Mandatory CredentialsMin 3-years consistent overachievement of appropriate sales performance targetsIn depth practical understanding of best practice enterprise solution sales methodologiesIn depth understanding of Microsoft portfolio - volume licencing, Cloud IaaS/PasS/SaaS portfolioPerformance referenceabilityClient referenceabilitySalesPerform in accordance with monthly, quarterly and annual sales targetsIdentify, qualify, develop and maximise all opportunities for sales growthApply solution sales methodologies and approach to uncover and meet customer needsSecure a richer revenue mix through higher margin cloud and services solution sales including longer term managed service annuity revenuesOwn, manage and control the preparation of bids and formal RFI/P submissions effectively coordinating support and enablement resourcesComply with company sales governance model incl Pipeline data integrity/CRM accuracy, qualification, forecasting accuracy and sales/account planningMeet and exceed performance KPI metrics including performance, pipeline and conversion measures essential to consistent and full year performanceEnsure all actions from customer communication and meetings are distributed to the relevant personnel, and follow up outputs in a timely and efficient manner.Deliver the standard Trustmarque Solutions company sales presentation as appropriate in Customer/Prospect meetings.Planning and ForecastingBuild and manage a short-medium-long term qualified pipeline of opportunities in accordance with target, company and individual conversion performanceProvide consistently accurate sales forecasts conductive to target demand, evidencing understanding and control of customer buying criteria and processDemonstrate the effective use of planning, tools and resources available to achieve performance targetsAll employees are responsible forAbiding by TMS Security policy & procedures as set out in the Employee Handbook, and implementing security directives from relevant managers (for example Senior Managers, HR & IS Managers) from time to time.Reporting all incidents and concerns, no matter how small the potential threat.KnowledgeYou must demonstrate that you possess:Knowledge of value based/solution sales methodology and process and practical applicationAn understanding of basic solution return on investment (ROI) positioning to support customer cost quotationsA sound understanding of Trustmarque product and service portfolio and clear articulation of value proposition and messagingIn-depth knowledge of Microsoft licensing and Cloud portfolio incl Azure and O365Demonstrable successful track record of Professional services and Managed services salesA clear understanding of Trustmarque strategy and value propositionsA good understanding of Private Market sectors, current influences & trends, and the competitive landscape.Broad understanding of IT in general - e.g. networks and business critical systems.Understand the dependencies of IT on business efficiency and convert this into customer value.SkillsThis role operates in a fast-paced and fast-changing environment, and you must be able to:Recognise and demonstrate business value to customers.Manage complex sales through multiple stakeholders.Qualify opportunities, in order to forecast accurately and close sales effectively.Analyse sales data accurately and quickly.Manage multiple tasks and conflicting priorities effectively to deliver against the Sales goals.See tasks through to completion within agreed timescales.What's in it for you?At Capita, training and development aren't optional extras: they're how we do our job. We will motivate you to perform at your peak, recognising your achievements and rewarding them appropriately. As well as a generous basic salary we also give you a discretionary annual bonus, pension scheme and access to voluntary benefit options including; child care vouchers, share plan schemes, life assurance, holiday buy and many more designed to suit your own personal lifestyle. All of this, in a professional but fun environment.What we hope you will do nextHelp us find out more about you by completing our short application process - click apply now.Listen | Create | DeliverFollow Capita on twitter @capitacareersFollow Capita on facebook @careersatcapitaCapita Resourcing welcome applications from all suitably qualified people regardless of gender, race, disability, age or sexual orientation.Capita Resourcing is a trading name of Capita Resourcing Ltd. Services offered are those of an Employment Agency and Employment Business. Applicants will be required to register with us.If you are successful with your application, you will need complete Capita's vetting and screening checks. This will include, but not be limited to, Reference Checks, a Criminality Check, Financial Probity Check, Sanctions Check and Media Check.

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Capita Internal Resourcing

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