New Business / Acquire Sales Player Manager

Details

Job ID: 35005

Location: UK

Function: Sales Enterprise, Sales & Marketing

Job Level: M2

Why we need this role

New Business/Acquire is absolutely critical within the new UKI LE GTM model in order to move the needle on our pipeline of large and transformational deals, to leverage the wider capabilities across the new Colt business and in turn deliver sustainable growth for the UKI Large Enterprise business over the next 3+ years. 

The UKI Large Enterprise Player Manager for New Business/Acquire is a dual role and reports to the Regional Sales Director UKI Large Enterprise. A growth mindset is a critical capability. 

Firstly, it encompasses the role of strategic sales lead targeting transformational potential and closing large new business deal SOV from the assigned account base. In addition, this role carries the responsibility for leading, inspiring and coaching two other New Business/Acquire professionals to success. 

The successful individual will be highly motivated, motivated to deliver against their own results as well as develop two New Business professionals through the implementation of their best practices and methodologies. 
 
This individual will benefit from extensive support and collaboration from across the business incl. Market Insights, various GTM Chapters and trusted external 3rd parties to define and refine the Colt Sweet Spot, building of a strong perspective and source of Colt differentiation and relevance within the assigned account bases strategic goals and outcomes. 

She / he will drive sales excellence through developing people, operate across functional boundaries and collaborating through International Collaboration to win Transformational Deals.  

What you will do

The key responsibilities include:

•  Responsible for defining the New Business / Acquire GTM strategy, identifying the “sweet-spot” organisations to target in phases, and completing discovery activity in a consistent and strategic / customer outcome centric way
•  Consolidate our learning of the customers goals and priorities into a clear approach which demonstrates we are customer first in our outlook, have built a perspective on the value we can add and can differentiate Colt
•  Define “out-reach” best practice and use the range of resources available to engage, influence and inspire senior and Exec level stakeholders in our target organisations 
•  Build and execute win strategies through collaboration across the business , and manage deals through the life-cycle through to negotiate and close to meet and then exceed annual SOV targets
•  Prepares sales forecasts, leads deal reviews, develops and executes close plans, joins your two sales professionals in customer meetings and plays a positive and challenging role as a member of the UKI Sales Leadership team
•  Manages financial and operational performance of regional accounts, participates in contract negotiations

Key performance indicators (financial and non-financial)

• Results-based Performance: Responsible for SOV target performance, winning new business, managing the pipeline in Colt tools
• Discovery and Qualification : Set and maintain quality of Win Strategy and Close Plans 
• Governance : lead deals through Early Warning System and Go! Processes
• Reporting : accurately forecast month, quarter and full year pipeline growth, conversion, Bookings 
• Client Engagement : actively engage a higher and wider group of customer stakeholders to support your team

What we're looking for

• Experience of selling successfully strategic solutions to large customers within the Telecommunications and/or IT Systems Integration industries, or related discipline
• Experience leading contractual, financial & commercial discussions
• Familiar with account strategy and regional account management governance
• Experience of leading and managing multiple projects, priorities and stakeholders simultaneously
• In-depth knowledge of the latest trends in terms of technology sales methodologies and approaches
• A proven track record in consultative selling solutions, plus broad knowledge and industry relevant expertise
• Exceptional relationship management skills at ‘C’ level
• Ability to work in often highly ambiguous, agile environments
• Proven ability to balance competing demands and priorities as well as operate independently while building a successful sales pipeline, plan and consistently delivering results

Ready to make an impact?

Apply today and help us drive growth in the UK market!

Don’t worry if you don’t feel you tick all of our requirements, we’d still love to hear from you. We are really interested in transferable skills, so if you possess clear and persuasive communication, the ability to build and maintain long-term relationships, and strong time management then we would welcome an application.