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Managed Service Sales Specialist (IT Outsourcing Services) (#SDMSSSIT_1537459102)

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Managed Service Sales Specialist (IT Outsourcing Services) (#SDMSSSIT_1537459102)

  •   Crawley

    Area Sales Manager

    • Salary £30000 - £38000 per annum + bonus, car, healthcare & pension
    • Sector Construction & Infrastructure
    • Type Permanent
    Read More ›
  •   Bristol

    Business Development Manager

    • Salary £30000 - £40000 per annum + Uncapped Bonus + Car + Other Benefits
    • Sector Construction & Infrastructure
    • Type Permanent
    Read More ›
  •   Manchester

    Business Development Manager

    • Salary £30000 - £42000 per annum + Car + bonus + pension
    • Sector Construction & Infrastructure
    • Type Permanent
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Reference #: SDMSSSIT_1537459102
Location: Berkshire
Salary: OTE £40k + benefits
Sector: Information Technology
Type: Permanent
Posted On: 20/09/2018

Job Title:

Managed Services Sales Specialist (Cloud, Hosting, Managed Infrastructure and Managed IT Services)


Home based/ London


IT/ Managed Services

Salary Package:

Attractive salary + OTE (uncapped) and benefits

  1. Job Purpose:

To drive incremental sales and growth for IT Outsourcing Services, including Cloud, Hosting, Managed Infrastructure and Managed IT Services

  1. Principal Accountabilities:

The Objectives are:

  • To work with the Technology Services Customer Sales team to identity, qualify, win and negotiate major new Managed Service contracts in existing clients and prospects
  • To work with the Digital Sales team to identify new services opportunities through proactive, joint customer engagement in existing clients and prospecting.
  • Increase contract base for IT services
  • Retain, renew and upsell existing contracts
  • Be a sales leader and specialist in the identification, qualification, proposing, negotiation and closure of key opportunities
  • Drive incremental opportunities through the vertical account teams and help drive and establish new services revenue streams in existing and new customers
  • Drive new services opportunities through proactive focus with key partners
  • Ensure internal education and awareness of Managed Services capability
  • Work collaboratively across the Technology Services and Digital Business Units in defining, developing and driving new service offerings and propositions

With the primary responsibilities being:

  • Define, develop and execute on strategic sales plan, including a structured partnering plan with our Digital business
  • Engage with customers in a consultative approach, building trust and credibility into positioning services and capabilities
  • Set bid strategies, including identification of tools, processes and partnering opportunities
  • Ensure opportunities match requirements against our core capability and commercial offerings
  • Effectively articulate overall value, ROI, and all key benefits that support the clients internal business case
  • Define the overall solution, proposing innovative solutions that match and push the boundaries of our capability
  • Co-ordinate activities across internal service providers and take a proactive approach to help develop standardised documentation and services in support of sales efforts
  • Oversee a cohesive approach to solution creation for the client, through communication, guidance and steering of all stake holders to ensure commercial risks and opportunities within the solution represent best value to the company and the client
  • Lead the creation of, and be a key member of the team, delivering presentations and supporting bid material at a senior customer level
  • Drive the commercial negotiation around the deal, identifying risks and mitigating these
  • Ensure transparent handover to service delivery teams of the finalised contract, and other supporting information

  1. Reporting Relationships:

Reporting to Solution Sales Director

  1. Essential Competencies:

Has successfully led complex managed services sales from opportunity identification to closure

Can demonstrate a strong technology understanding, particularly of Public Cloud & Hosting services and Microsoft offerings

Experienced in driving sales through partnering

Ability to work well in and lead a virtual team, including marketing, sales, senior management and technical

Excellent proposal writing and presentation skills

A solid understanding of the Public Sector IT market

  1. Preferred Skills:

Understanding of: Partner business models, business strategy, cloud solutions, financial analysis, marketing planning and customer management frameworks

Sound legal, contract and commercial knowledge

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