Enterprise Sales Manager Monday 20 September 2021 - Glasgow

£70k plus OTE

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You will be responsible for building and maintaining executive-level relationships whilst building an in-depth understanding of our customers/prospects’ needs, goals, and business objectives. You will develop and secure opportunities with new and existing customer accounts to meet sales order targets and build an opportunity pipeline.

This role requires someone who can prospect, qualify, and lead a cross-functional team with ease while leveraging the right resources to optimize outcomes. You will have experience with enterprise sales to large Financial Services organizations.

Key Responsibilities

  • Developing and executing the go-to-market strategy for your accounts and prospects
  • Secure large-scale opportunities with new and existing customer accounts
  • Developing and executing the go-to marketing strategy and sales plans to meet/exceed sales order targets.
  • Build and develop a robust pipeline of opportunities to support and deliver sustained growth.
  • Establish and maintain strong relationships with accounts (allocated customers and prospects) and assigned -Microsoft contacts.
  • Discover and effectively articulate customer pains and desired outcomes so that the most appropriate solutions are designed.
  • Work together with our presales team to present solutions that deliver business value for customers.
  • Facilitate customer proposal production.
  • Follow sales governance to ensure quality and manage risk.
  • Maintain accurate real-time information on opportunities to enable effective forecasting and planning.

Day to Day

  • Promptly respond to leads and opportunities, maintain regular contact with prospects and customers, and work within the Business Unit Lead to coordinate bid responses.
  • Proactively drive regular contact and activity within allocated accounts, including developing strategic account plans, holding regular account meetings, and sharing relevant information.
  • Conduct regular account planning sessions with allocated Microsoft managed accounts with Microsoft contacts, jointly target, develop offerings, and secure Microsoft funding.
  • Deliver presentations and coordinate demos and proposals that address the customer’s identified desired business outcomes.
  • Prepare internal presentations for Opportunity Review Boards and Commercial Review Boards.
  • Produce and oversee customer proposals and related internal commercial documentation.
  • Essential that CRM is used effectively and efficiently and is up to date.

Experience

  • 3 years’ experience selling CRM or Business Applications to Enterprise Customers
  • Identifying unique and complex business challenges and solutions.
  • Successfully displacing competitors.
  • Has managed and closed large (over £500k) and complex deals
  • Can carry and deliver against a significant quota (above £3m pa)
  • Can balance the needs of closing near term deals whilst building longer-term strategic opportunities
  • Can handle senior stakeholders and build relationships at a senior level