Key accountabilities and decision ownership:
– Significant customer engagement including consulting selling, thought leadership, C level presentations and building our value based customer engagements.
– Interpret technical issues into business needs; be the technical translator and guide for the Sales team.
– Manage the Pre-Sales team’s priorities, workload and customer commitments to ensure high quality and timely support of sales activities.
– Assist the Sales team to achieve defined sales goals/revenue targets and act as a trusted advisor to Sales Executives.
– Advocate and enforce process internally and feedback into the process based on experience gained.
– Promote transparency and knowledge sharing across Sales and Pre-Sales teams.
– Support and advise on sales campaigns in conjunction with marketing and ensure the delivery of all technical resources into the sales campaigns.
– Manage the production and review of RFP’s, ROI models, business benefit and other proposals with thoroughness and absolute attention to detail.
– Lead the hiring and mentoring of the Pre-Sales team.
– Undertake appropriate line management responsibilities for the Pre-Sales team.
Key performance indicators:
– Sales target : In Year New Business Revenue
– Win rate – % conversion of submissions
– Net Promotor Score
Core competencies, knowledge and experience:
– Significant experience of working at a Director/Senior Manager level.
– Self-sufficient with the ability to manage and prioritize workload and that of the Pre-Sales team.
– Excellent communication skills; oral and written communications to technical, business and executive audiences. Including effective demonstration and
– Develop customer relationships by listening to, understanding and anticipating, and providing solutions to customer needs in a consultative fashion
– Customer service orientated.
– Motivated, honest and results driven.
– Educated to degree level within a technical field.
– Expert in Enterprise Mobility, Enterprise Fixed Services (domestic and International), Cloud & Data Centre Services and Smart Cities Technology