Business Development Manager

at  Exponentiale

EXPONENTIAL-E

Founded in 2002, Exponential-e swiftly established itself as a UK Cloud, Connectivity and Communications pioneer. Throughout our history, a focus upon leveraging leading-edge technology to deliver profitable and innovative services to our clients and prospects has resulted in industry and peer recognition for our ground-breaking approach, a truly world-class ICT services company.
We’re a company of innovators who think big and achieve bigger! Our people are crucial to the continuing success of our company. From our CEO to our new Graduates, each of our people demonstrates our PRIDE principles which are at the core of everything we do.

Knowledge and experience required:

• Extensive experience within the Telecoms industry or Managed IT Services.
• Experience in developing new logo business.
• Experience selling our 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

To support and execute the new business acquisition strategy of Exponential-e ensuring achievement of all assigned margin, revenue and contract value targets by selling our 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.

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.
• Other tasks as required and commensurate with role

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

Knowledge and experience required:

• Extensive experience within the Telecoms industry or Managed IT Services.
• Experience in developing new logo business.
• Experience selling our 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.