As a senior internal sales executive, you will be responsible for enabling your external sales colleague(s) to hit their sales target and also be a source of knowledge and support for other less experienced internal sales executives.
The primary objective is to provide such a high level of service to our customers that your external sales colleague(s) can confidently attend numerous meetings or events without worrying about their customers being attended to.
You will represent your external on customer calls, through e-mails, sometimes on client visits, and will play a crucial role in successfully hitting the sales team target.
You will work as a team with your external and the below responsibilities will be covered by your external during your annual leave and shared during busy periods.
You will be available to help, assist and mentor your colleagues in the internal sales roles, leading by example and pointing them in the right direction.

Key deliverables of this role include:

• Booking external meetings for your external colleagues to attend with current senior stakeholders or new stakeholders across their customers
• Proactively book meetings with new contacts within our existing customers to expand our delivery of services. E.g locating contacts within an existing client’s organisation to set up meetings for your external to cross sell other products, e.g DFIR or Cloud services.
• Proactively contact lapsed clients and create meetings for your external to attend.
• Where your external has established a net new logo client, setting up meetings to secure and deepen the relationship.
• Booking and attending quarterly review meetings with relevant stakeholders for larger customers
• Project managing engagements end to end including any calls required to enable the project to run smoothly
• Managing BAU work from start to finish to allow the external time to focus on new business requirements.
• Managing external’s backlog of work, to ensure work is being booked in.

Booking and hosting kick off calls & wash up calls from engagements, capturing any follow up recommendations for future work.

• Using your knowledge to create complex proposals for customers when needed
• Creating proposals to a standard that minimal QA or amendments are needed
• Ensuring invoices are submitted and paid quickly, efficiently and handling any objections that could delay payment.
• Partnering with the finance team to ensure smooth, accurate and on time payments are made from customers.
• Working with the scheduling team to get the best dates for your customers and PTP
• Working with the scoping team to get the scope detail that your customer requires
• Identifying sales opportunities within current customers and working with your external to convert these into won work.
• Build and maintain strong relationships with key stakeholders
• Managing challenging client requests, issues or escalations
• When the external is on leave, being the main point of contact to ensure work is seamlessly continuing in their absence.
• Managing your diary to ensure you and your externals have adequate cover across all accounts at any time, ie staggering annual leave arrangements.
• Role modelling and supporting your internal sales colleagues with processes and procedures
• Assisting the sales leadership with upskilling internal sales colleagues to be able to action all of the above responsibilities to a high standard
• Being empowered to make continuous improvements to the new internal sales role