Business Development Manager - Recurring Services (Audio Visual)

at  Kinly

Role: Business Development Manager – Recurring Services
Location: London (Kinly operate a hybrid working policy allowing for a mix of office and home working)
Salary: Strong basic (dependent on experience), comfortable six-figure OTE (uncapped) and company benefits
Kinly is a leading integrator of audio-visual and unified communications solutions, and the largest in Europe, serving as a globally trusted technology advisor to leading organisations. For more than 25 years, we have been designing, developing, integrating and supporting complex audiovisual solutions and businesses rely on us to deliver consistently secure and flexible meeting experiences.
As we further develop on our successes, we have created a brand new opportunity for an experienced sales professional to join our highly collaborative sales function, to take responsibility for growing new recurring revenues across a number of Kinly’s service and managed service offerings.
The role will focus on generating new opportunities through a targeted GTM approach; consultatively selling the value of Kinly’s Service offerings, while being a strong advocate of the Kinly brand and associated core values.

SKILLS AND EXPERIENCE:

• Extensive past experience of working within an account base across varying end user verticals, IT Service Providers, Telecoms and Video Service Providers
• In depth understanding of services sales and recurring revenue within the AV/VC and collaboration market is essential
• Excellent interpersonal communication skills; able to deal with stakeholders from various internal departments and external partners
• Ability to present at all levels of business up to CxO level stakeholders
• A demonstrated ability for problem solving and decision making
• Is analytically minded, structured and can work both independently as well as in a team
• Proven ability to drive the sales process from plan to close, including growth of revenue
• Self-driven individual with a get up and go attitude, face to face customer engagement is critical
• Excellent people, time and communication management skills
• Excellent attention to detail both written and commercially

• Increase Recurring Services revenue with existing and new customer base
• Develop relationships with established Kinly Service Integrator partners, expanding awareness and positioning Kinly services proposition to grow and expand the recurring revenue footprint
• Work with Deal Architects to develop and drive innovation through Service Improvement Strategies
• Follow-up on leads, contacts and impressions from demand generation campaigns to position Kinly’s service proposition
• Work closely with service and sales leadership to iterate, develop and improve the service proposition both from a value proposition and commercial perspective
• Think strategically - seeing the bigger picture and setting objectives to develop and improve the pipeline
• Assist promotional and Marketing strategy and activities
• Help develop the business sales strategy and execute the GTM to access new customers
• Research and identify new business opportunities – including new markets, new customers, potential partnerships, or new ways of reaching existing markets
• Negotiate commercial pricing with customers and think of innovative ways to position pricing that meets the customers’ needs and supports deal closing
• Develop detailed understanding of the Kinly support services proposition and present to senior customer stakeholders in targeted customers and IT partner/ Systems Integrator businesses
• Target ARR growth, increasing sales and overall annuity revenues
• Present sales forecasts and analysis to Divisional Head/ Senior Management/UK Leadership team