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