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Business Development Manager

Business Development Manager

LOCATION: BRENTFORD, LONDON
DEPARTMENT: SALES
SUB FUNCTION: NEW BUSINESS DEVELOPMENT
POSTED: 1 JANUARY 2017

 

Job Summary 

Reporting to the UK Managing Director, the role is to support and execute the new business acquisition strategy of Global Cloud Xchange focusing on specific target accounts in the enterprise markets.

Deliver consistent and exceptional level of sales professionalism whilst exceeding performance against measurable key performance indicators.

Duties & Responsibilities

Essential Functions

  • Sell Global Cloud Xchange business-to-business services within a geographic territory.
  • Prospect, qualify, negotiate and close key new business
  • Build and maintain a solid and robustly qualified pipeline of sales opportunities within assigned industry verticals growing to a level of 3x target coverage.
  • Develop sales strategies and tactics to successfully achieve or exceed sales goals.
  • Achieve monthly increment revenue
  • Carry out and record target prospect meetings in line with agreed KPIs
  • Establish and cultivate effective on-going relationships with senior executives in key client organizations to gain a thorough understanding of customer needs.
  • Develop an in-depth knowledge of the factors impacting the technology market, adoption and trends for assigned verticals
  • Manage multi-functional teams of Global Cloud Xchange personnel (Engineering, Bid Management, Operations, etc.)
  • Forecast and communicate to the Sales Director all customer opportunities, ongoing activities with the sales’ tools provided, most notably – Salesforce.com.
  • Create and coordinate proposals and responses to RFPs, with particular emphasis on response to large opportunities.
  • Conduct sales presentations.
  • Qualify opportunities and negotiate terms and conditions.
  • Close forecasted opportunities utilizing all company resources.
  • Develop, implement and maintain a territory management plan
  • Build and leverage an understanding of competition and their propositions to GCX advantage

Key Performance Indicators

  1. Build and maintain new business pipeline.
    Drive sales results in terms of monthly recurring revenue. Build and maintain a new business pipeline of 3x target.
  2. Clients
    Develop and maintain strong, positive senior relationships with prospective clients within target prospect base.
    Collect and understand target client requirements, building commercial propositions based on Capex , Opex and other commercial needs to gain competitive advantage.
    Formulate and complete client presentations to an exceptional standard.
  3. Prospecting
    Develop prospecting, marketing and sales plan for assigned territory. Work with Marketing, Solution Development and Sales Management to develop a plan to increase the brand awareness, market penetration and lead generation. Leverage existing tool set (i.e. Salesforce.com) to maximize both the quantity and quality of prospecting activity.
  4. Activity
    Meet cold calling targets and prospect meeting targets as directed by Sales Manager
  5. Market Intelligence
  • Build and maintain a strong technical and commercial understanding of key GCX product propositions particularly: WAN, MPLS, VPLS, Point to Point, Point to Multi-Point, IPLC, low latency connectivity, Ethernet, CDN, Network Security, Hosting and Cloud, Managed IT services; Hosted Voice and Unified Comms.
  • Build and leverage an understanding of competition and their propositions to GCX advantage
  • Develop an in-depth knowledge of the factors impacting the technology market, adoption and trends for assigned verticals
  • Develop and sustain network of contacts and key individuals within assigned verticals and target market arena

Contact with Others

  • Internal – All disciplines and stakeholders within GCX eg, New Business Sales, Account Management, Marketing, Commercial Finance, Operations, Project Management, Sales Director, Country Manager and Sr. Management.
  • External – Direct contact with client contacts at both operational (IT management, purchase, IT coordination, technical consultants as well as  the ‘C’ levels (i.e. CEO, CFO, CIO, CTO. Also direct relation with consultancy firms, integrators/partners, solution partners et.

Qualification & Experience (“E” denotes Essential and “D” denotes Desirable)

Educational / Academic Qualification

  • D = Degree or relevant equivalent experience

Experience(Min. years)

  • Minimum of 5 years experience in consultative solution sales

Other Criteria(If not addressed above)

  • Finance Sector Experience an advantage

Candidate Specification

  • Extensive experience within the Telecoms, Hosting, UC, and Vendor environment. A minimum of 5 years commercial experience with at least 2 years experience in new business sales focusing on selling and closing complex solutions in the technology sector.
  • The candidate will have gravitas and instant credibility at C/C-1 level with the ability to present the GCX proposition to clients
  • Able to demonstrate strong commercial understanding and business acumen
  • Strong sales skills (prospecting, qualifying, campaign management) and experience of successfully handling/negotiating complex and demanding client relationships ideally in the enterprise market
  • Proven track record of identifying, developing and closing major opportunities. Proven and consistent recent history of target over-achievement
  • Evidence of being a self starter who is readily able and willing to take control of challenging client situations
  • Strong communicator and team leader with good virtual, teaming experience and ability to operate in a matrix organisational structure
  • Ability to succeed in a fast paced, dynamic, evolving and demanding environment
  • Degree level education advantageous, but track record of success in aligned career of higher importance.

Competency & Behavioral Skills (“E” denotes Essential and “D” denotes Desirable)

  • Analytical thinker with structured approach to resolving issues.
  • Able to lead teams whilst being an effective contributor as part of teams led by others
  • Self starter with new strong business development credentials and ability to operate successfully without needing a large support team/environment
  • Strong negotiator on several business levels
  • Ability to work under pressure of strong deadlines without losing quality of output  High energy, positive, and achievement driven with passion for success
  • Committed to taking personal ownership and responsibility
  • Committed to ongoing learning and personal development
  • Flexible work ethic
  • Excellent communicator with strong presentation, numeracy and written skills

Contact: careers@globalcloudxchange.com

Job Type: Full-time

Employment Type: Permanent