Public Sector Account Director

Exponential-e Ltd.

We’re looking for a candidate to this position in an exciting company.

• 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 4x target coverage.
• Forecast monthly and quarterly sales achievement within accuracy of +/- 10%
• Religiously maintain opportunity pipeline and deal positions on CRM (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 target market arena
• 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 (VPLS, Point to Point), Hosting and Cloud, Managed IT services; Hosted Voice and Unified Comms.
• 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 quality standards and required timeframes.
• Other tasks as required and commensurate with role

• Extensive experience within the Connectivity, Cloud, Hosting, UC, and Vendor environment
• Experience in developing business in assigned industry verticals
• Strong understanding of technology application in the Hosting, WAN, Cloud, UC and Voice arenas
• Able to demonstrate strong commercial understanding and business acumen
• Strong sales skills (prospecting, qualifying, campaign management)
• Detailed understanding of sales process and demonstration of world class sales rigour
• Proven track record of identifying, developing and closing major opportunities
• Proven and consistent track record of target over-achievements
• 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 outcomes
• Able to travel within designated territory and able to work with the minimum of supervision
• Microsoft XP (Excel, Word, Email, Access, Power Point)
• Salesforce CRM experience advantageous but not essential
• Degree level education advantageous, but track record of success in aligned career more important