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Hancock and Parsons
,
London, Greater London
Business Development Manager- MS Gold Partner- Remote- £70-90,000 Comms
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Job Type: Full-time |
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Salary: £70,000 per annum |
Overview
Purpose of Job My client is currently seeking an ambitious, experienced and proven sales professional to play a key role in developing my clients Microsoft Cloud Platform and Managed Services business. The job will be responsible for driving new sales and in developing the accounts that the successful candidate secures. The postholder will be responsible for all key processes in the sales cycle including prospecting, pre-sales, proposal development, deal completion and after sales relationship and account management. Given the high percentage of the work that my client attracts via the partner channel, it is expected that the post-holder will capitalise on our strong relationships with our service delivery partners such as Microsoft and KPMG. The post holder will also be expected to play a key role in the delivery of pre-sales projects and engagements that will ultimately lead to further business development opportunities. Typically, these pre-sales engagements include but are not limited to; -Cloud Readiness Assessments -Business / Investment Case Development -Proof of concepts and technology pilots -Strategic technology reviews. The successful applicant will be an experienced business development professional and will be expected to conceive and develop sales campaigns designed to attract cloud-based professional and annuity-based managed services. The post holder will need a genuine enthusiasm and aptitude in report writing and consultancy skills and with a proven capability for meeting challenging deadlines. Ideally, they will also have experience and knowledge of Private Sector sales, and experience of working with technical teams delivering a range of cloud-based solutions. Above all the candidate will need to be able to demonstrate excellent people and consultancy skills and be self-motivated to both lead and support a range of pre-sales opportunities and projects, and in converting sales prospects into revenue generating work. My client provides a wide range of cloud-based services to our clients, and the successful applicant will ideally have experience in sales and business development within the following areas; ·Digitally enabled service transformation ·Cloud-based solution and managed services (and associated technologies) ·Technology-focussed consultancy services ·Bid writing with exposure to commercial risk assessment. Principal Responsibilities · New sales generation: via direct sales; my clients partner channel; responses to formal ITT’s and existing accounts · Partner channel exploitation: fostering relationships with our key channel partners to develop new and existing sales opportunities · Developing new business opportunities: exploiting leads and contacts to nurture and develop new business development opportunities (principally within the private sector) · Developing accounts: secured through new sales generation · Overseeing consultancy engagements from a sales lead perspective: e .g. Cloud Readiness Assessments · Bid management/bid writing: ranging from large complex ITT responses to work package creation. This will involve working with both internal members of staff and external partners. · Leading and supporting: a range of pre-sales engagements. · Leading and directing client pitches and presentations: including the preparation of presentations and supporting collateral · Organising and carrying out bid qualification: in conjunction with the Sales and Marketing director · Contributing to a central bid collateral repository: including model bid responses, diagrams and case studies · Contributing to the development of sales and marketing and consultancy collateral: and re-usable products and services. · Where required, quality assessment and proofing of bid responses: those produced by other team members e.g. technical and sales Experience, Knowledge, Qualifications and Training Mandatory ·Exemplary inter-personal skills ·Excellent communication and writing skills. ·Proven and demonstrable direct sales skills ·Good understanding and knowledge of Microsoft Cloud platform technologies and services ·Engagement and relationship management with good team-working skills and ability to take the initiative ·Familiarity with bidding in an IT services and solution delivery environment ·A track record of successfully managing bids through to award of contract ·A thorough understanding of the full sales cycle and good working knowledge of procurement frameworks and legislation (private and public sector) ·Ability to work with solution architects and business delivery teams to gain a high level understanding of relevant cloud-based technologies, approaches and products ·Good understanding of commercial risk and contractual requirements within a bidding context ·Proven ability to work under pressure, prioritising tasks and delivering effectively against tight deadlines ·Flexible approach to work, with an ability to manage changing priorities and workload effectively ·Team player, with a willingness to support and assist other members of the Sales team and colleagues from the across the company where required. Desirable ·Practical and delivery skills and understanding of common technologies and solutions delivered via the cloud including Microsoft (e.g. MS Azure, Office365) ·Proven consulting experience ·Experience/understanding of one or more of the following: digital services, service transformation, cloud platforms and provision of SaaS/IaaS/PaaS type solutions, software implementation, IT networking and security. ·Understanding of IT development and service delivery, common methodologies & techniques (e.g. MSP, PRINCE2, Agile, ITIL, etc.).