Sales Specialist – Productivity & Automation

at  BCN Group

Job title: Sales Specialist – Productivity & Automation
Location: Role can be worked from either our Manchester, Leeds or Reading offices (Hybrid working available)
Hours: Monday to Friday 9:00am to 5:30pm, 60-minute lunch
Salary: Competitive DOE + uncapped commission

PERSON, SKILLS & EXPERIENCE:

• 4+ years of experience with business development, sales, or account management
• Good experience managing the sales process, in particular new logo acquisition
• Knowledge of the Microsoft business process and development ecosystems including Power Platform, Sharepoint, .Net and Azure.
• Excellent communication, interpersonal, and negotiation skills.
• Proficiency in Microsoft 365 (Office) and use of CRM software.
• Highly organised individual with a solution-oriented mindset.
• Detail-driven with ability to prioritise.
• Self-starter and able to work efficiently under pressure.
• Proven success in new customer acquisition.
• Highly driven, focused and committed with a proven track record of consistent sales achievement.
• Positive “can do” attitude, who realises a sense of urgency and a strong desire succeed.
• Ability to operate in a high velocity, metrics driven sales organisation.
• Ability to establish and build trust with colleagues and clients at various levels of the organisational structure.
• Proven ability to work independently, as a member of a team with flexibility to adapt and manage change effective in an ever-changing environment.

FOCUS OF THE ROLE:

We are seeking a Sales Specialist with a focus on and deep knowledge of Microsoft’s productivity and automation solutions. The primary focus and ultimate success measure of the sales specialist role is to increase sales of BCN’s Power Platform and Sharepoint services to both new logo and existing customers.
You will be responsible and targeted for new logo acquisition working closely with our marketing and technical leadership teams, providing your product and industry knowledge to develop winning strategies and partnerships that deliver a consistent flow of new logo wins. Developing strong relationships with Microsoft’s sellers to position BCN as a leading Microsoft partner and to be ‘front of mind’ for referral and co-sell opportunities will be important to your success.
And from an existing customer perspective, BCN’s rapid growth means there is plenty of whitespace in our customer base for productivity and automation solutions. You will maximise sales into this whitespace by ensuring the sales team have the awareness of our services and have the capability to open opportunities (i.e. knowledge of use cases, effective discovery questions, storytelling). You must take a proactive approach to closing whitespace identifying which accounts have strong potential and facilitating discovery meetings with the customer and appropriate account manager.

RESPONSIBILITIES:

• Achieve your annual target of net new logo customer wins
• Delivery of sales enablement and training into account management teams that ensures a strong pipeline of cross sell opportunities for productivity and automation services.
• Support account management teams through entire sales process to maximises cross sell win rates.
• Build strong productive relationships with Microsoft sellers and wider teams.
• Identify and build partnerships with organisations that provide additional routes to market.
• Attend tech and industry events and other activities to represent BCN in our target market and build our reputation as Microsoft productivity and automation experts.
• Stay abreast of industry knowledge and competitors advising of changes required to remain competitive.
• Proactively manage monthly and quarterly forecasts and updates in Dynamics 365 Sales.
• Undertake appropriate Microsoft Learn, sales training and associated exams.