Business Development Executive

BUSINESS DEVELOPMENT EXECUTIVE Job Summary: Summary of key job responsibilities Responsible for generating and sustaining £1.1m of software (or equivalent in SaaS) and first year support revenue, £1m services and £250k of associated hosting fees annually after ramp up. Focus on new accounts. Effective use of support & resources to find and close business. Scope includes marketing, prospect search, qualification, sales cycle progression and closing of business. Sales Consultant will interact with IBM (and other vendors), Engagement Managers, Customer Support, Professional Services, Vetasi executive management and marketing to optimise use of resources. Focus on IBM Maximo for Asset Management , ( Planon Integrated Work Management Systems) opportunities in either Facility Management or Oil & Gas Industries. Essential Duties and Responsibilities: In order of priority/importance Generate timely licence revenue of £1.1m, £1m services and associated hosting fees after initial ramp-up. Process whole sale cycle inc. developing marketing plan, prospect, generate leads, qualify, demonstrate, present, propose, progress, negotiate and close business. Manage the pipeline Liaise closely with Engagement Managers to provide total solution for prospect Additional Duties And Responsibilities: In order of priority/importance Work with marketing manager (and telemarketing agency) to ensure thought leadership programme supports prospecting activities into target companies and improved market perception of Vetasi, Maximo (Planon) & associated brands Work with Operations and Engagement Management to build and maintain references sites ESSENTIAL KNOWLEDGE & SKILLS Knowledge and Experience Requirements: In order of priority/importance Vetasi envisage the role to be filled by either of two types of individual : Person coming from non-sales background but with tenaciousness required for selling and deep domain expertise in the relevant industries; could be working in either pre-sales or management consulting. Experienced sales person with strong consultative skills, probably with a business background prior to sales Core Characteristics: ACHIEVER, COMPETITOR, DISCERNER, PROACTIVITY, COMMUNICATOR, PERSUADER, RELATOR Industry Knowledge: Either Oil & Gas or Facility Management - associated systems (Maximo, Property Management (IWMS), CAFM, Energy Management, Engineering applications, etc.) An advantage to have knowledge of Maintenance, Asset Management or other engineering business processes. Procurement/supply chain (and ITIL) knowledge also an advantage but not essential Specialized Knowledge & Skills: In order of priority/importance Familiar with web-based application software Unimpaired driving license Type of Equipment used: Standard Vetasi desktop tools SalesForce.com CRM application IBM PartnerWorld tools WebEx/Teams or similar remote demonstration tools Mobile devices for mobile applications Additional Information: Travel requirements, environmental factors, etc. Expected to travel within UK frequently Must be type of individual who enjoys working within a small organisation where speed of response and customer care is an important differentiator and there is not a big infrastructure. Sales and business mentoring will be provided Extensive coaching on Value-based selling methodology will also be provided Comfortable and motivated with remote working Other Questions Ramp up targets : 25% of quota for Q1 (£68,750); 50% of quota for Q2 (£137,500). Base salary : based on experience : £50k-£65k Variable : FY20 plan £72,250 OTE : £122k - £137k Home based role but with regular team meetings in Newbury/Swindon/Bristol Business travel and business phone costs reimbursed Company pension scheme Closing Date for applications 13th April 2020