Wednesday, 11 July 2018

Business Development Manager - London - £45k - 55k per year + Double OTE + Benefits (NewBizUCC)

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Business Development Manager
London, Greater London, England
£45k - 55k per year + Double OTE + Benefits

Business Development Manager – New Business – Unified Comms

FUNCTION

The goal is to deliver new business sales from mid-market and enterprise organisations.  This is an excellent opportunity for a driven sales professional who enjoys the challenge of new business sales in a fast-moving, ever-evolving technology sector. Your success in this role will be rewarded with an excellent package and uncapped earning potential. 

Responsibilities

  • 100% net new logo business acquisition.
    • Field sales based role. Office based when not out meeting prospects.
  • Finding and closing new customers in the mid-market and enterprise space across the UK & Ireland, covering all verticals and both domestic and international organisations.
  • Larger Benelux, Middle-East and African companies can be prospected if required, with a view to meeting virtually.
  • Build a customer base by targeted database prospecting, prospect contact mapping, cold calling, social media contact, qualifying opportunities and securing first discovery meetings (face-to-face whenever possible) with the objective to meet with key decision makers across multiple departments, i.e. Heads of IT, Procurement, Marketing, Internal/External Communications, IR, PA’s, C level.
  • To consult and position collaboration solutions that meet the needs of the client and add great value to their businesses and close the sale.
  • To utilize the sales support resources available to you to identify the pains and challenges facing a prospect and position our benefits to resolve these and win the deals.
  • Building high-level strategic relationships with key users and decision makers with the aim to secure revenue and software license sales through net new business.
  • Structured Working Week; Monday - cold/warm calling booking prospect meetings, Tuesday-Thursday - meeting with prospects (if not out on meetings, then prospecting and cold calling from the office), Friday - pipeline management, admin/actions, training and prospecting and blueprinting into SalesForce ready for Monday call out day.
  • Maintain high activity levels at all times.
  • Creating x4 Quota of net new opportunities per week/month into Salesforce opportunity manager.
  • Ensuring that once all revenue and ACV SAAS opportunities have been properly administered in SalesForce and have been realized in the committed timescales.
  • Creating, developing and seeing through account strategy plans for the larger mid-market and enterprise prospect.
  • Submitting timely and accurate sales reporting and forecasting.
  • Achieve all individual sales KPI targets set by the company.
  • Exceed the Net New Business Quota target for Revenue and software sales.
  • Maintain an expert knowledge of all products, services, pricing, contract terms, key applications, the Market we operate in, our competitors and their offerings at all times.
  • Attend sales meetings, seminars or educational activities to stay up-to-date on the latest trends, competitors and technologies.

ESSENTIAL EXPERIENCE

  • Minimum 3+ years of direct new business B2B sales experience in a relevant technology sector.  Preference for experience in the conferencing & collaboration market, UCaaS, Cloud Telephony / Cloud Voice. With a demonstrated record of success in recurring revenue and/or software solution sales.
  • A proven track record of over achievement of sales quota and fast-paced high volume KPI targets, success in new business sales and experience selling to the corporate mid-market and the enterprise across different verticals.
  • Demonstrated experience in building a targeted prospecting list, researching key contacts, reaching out to these cold contacts and then developing new business relationships at all levels of the corporate and enterprise.
  • A true “hunter” mentality who strives for the close, self-driven and highly motivated to succeed.
  • Experience with contract and subscription model sales, in telecoms and/or SaaS would be an advantage.
  • Strong technical aptitude would be an advantage.

 ESSENTIAL SKILLS

  • Ability to converse in a knowledgeable manner on various industry topics and internet technologies in order to ‘sell’ opportunities to prospective customers.
  • Ability to close sales with the most appropriate and shortest sales process/cycle.
  • Excellent communication skills.
  • Must have the skills to develop relationships quickly with prospects, at all levels.
  • Must be comfortable working in a fast-paced, quota-driven and ever-changing technology environment.

Professional experience with Salesforce, Microsoft Outlook, Word, Excel, and PowerPoint and Web conferencing software.

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