Business Development Manager

• World class ICT services company who provide Cloud, SD-WAN networks, Unified Communications services, and cybersecurity.
• New business role with focus on winning enterprise level clients
• Hybrid role - 1 day per week in Central Manchester office
• People focused culture with emphasis on personal development

Business Development Manager

Based central Manchester, covering Northern England

80-95k basic / OTE double basic / full benefits package

Overall purpose of the job:

To support and execute the new business acquisition strategy ensuring achievement of all assigned margin, revenue and contract value targets by selling Business Managed IT Services in a high-pressure environment, while delivering consistent and exceptional level of sales professionalism whilst exceeding performance against measurable key performance indicators.

Primary product focus areas:

• WAN Portfolio: SD-WAN, SASE, VPLS, Data Connectivity and Wireless
• LAN Portfolio
• Unified Communications portfolio
• Cyber Security Services
• Hosted Unified Communications (UCaaS) & Hosted Contact Centre (CCaaS).
• Private, Public & Hybrid Cloud offerings.
• Managed IT Services and Equipment Sales

Key responsibilities for this job:

• To make a significant contribution to the company's business sales revenue.
• To define, develop and own key client relationships and contact strategy.
• Develop and execute short, medium and long term business plans to exceed targets.
• Achieve and exceed margin, contract value, and revenue targets.
• Deliver against key performance indicators and objectives.
• Prospect, qualify, negotiate, and close key new business deals.
• Build and maintain a solid and robustly qualified pipeline of sales opportunities within assigned industry verticals growing to a level of 3x target coverage.
• Forecast monthly and quarterly sales achievement within accuracy of +/- 10%.
• Diligently maintain opportunity pipeline and deal positions on Salesforce.
• Develop strategy, produce win-plans and execute on major deals.
• Define target list and engage suspects based on clearly defined criteria.
• Carry out and record target prospect meetings in line with agreed KPIs.
• Develop an in-depth knowledge of the factors impacting the technology market, adoption and trends for assigned verticals.
• Generate strong relationships with senior executives within customer and prospect base.
• Develop and sustain network of contacts and key individuals within assigned verticals and geographical target market area.
• Identify and develop opportunities for strategic step-change revenue growth.
• Produce quotations and lead Exponential-e responses to tenders, RFI's, RFPs, and other response formats.
• Build and provide clear leadership to virtual teams in pursuit of major business opportunities.
• Collect and understand target client requirements, building commercial propositions based on Capex, Opex and other commercial needs to gain competitive advantage.
• Understand and be able to articulate deal level P&Ls.
• Attend, present and host at industry events.
• Build and maintain a strong technical and commercial understanding of key Exponential-e product propositions particularly: WAN (MPLS, SD-WAN, SASE), Hosting and Cloud, Managed IT services; Unified Comms & Security.
• Build and leverage an understanding of competition and their propositions to Exponential-e advantage.
• Formulate and complete client presentations to an exceptional standard.
• Complete monthly reports and other administrative requirements to a high standard and within a required timeframe.

Knowledge and experience required:

• Extensive experience within the Telecoms industry or Managed IT Services.
• Experience in developing new logo business.
• Experience selling cornerstone services as a managed service. Those services being: Network, UCaaS/CCaaS, Cloud Services & Cyber Security.
• A consultative salesperson who can identify and sell against key business drivers.
• Highly skilled and experienced negotiator who is able to quickly build relationships with senior, key influential decision makers.
• An innovative approach and an expert grasp of technology and technical solution which will drive business value.
• Able to demonstrate strong commercial understanding and business acumen.
• Strong sales skills (prospecting, qualifying, campaign management).
• Detailed understanding of the sales process and proven sales methodologies.
• Proven track record of identifying, developing, and closing major sales opportunities.
• Proven and consistent track record of target over-achievement.
• Excellent networking ability and natural communication style.
• Excellent communicator with strong presentation, numeracy and written skills.
• Strong problem-solving abilities; able to facilitate discussions and business outcomes.
• Able to travel within designated territory and able to work with the minimum of supervision.
• Degree level education advantageous, but track record of success in aligned career of higher importance.