Public Sector Account Director

Overall purpose of the job:

• To support and execute the new business acquisition strategy of Public Sector Sales ensuring achievement of all assigned margin, revenue and contract value targets.
• Deliver consistent and exceptional level of sales professionalism whilst exceeding performance against measurable key performance indicators

Primary product focus areas:

• Managed IT & Professional Services
• Hosting & Cloud
• WAN Portfolio: VPLS, Data Connectivity and Wireless

Key responsibilities for this job:

• Develop and execute short, medium and long term business plans to exceed targets
• Achieve and exceed margin, contract value, and revenue targets
• Deliver against key performance indicators and objectives
• Prospect, qualify, negotiate and close key new business deals
• Build and maintain a solid and robustly qualified pipeline of sales
• Forecast monthly and quarterly sales achievement
• Maintain opportunity pipeline and deal positions on CRM (Salesforce)
• Develop strategy, produce win-plans and execute on major deals
• Define target list and engage suspects based on clearly defined criteria
• Carry out and record target prospect meetings in line with agreed KPIs
• Develop an in-depth knowledge of the factors impacting the technology market, adoption and trends for assigned verticals
• Generate strong relationships with senior executives within customer and prospect base
• Develop and sustain network of contacts and key individuals within assigned verticals and target market arena
• Identify and develop opportunities for strategic step-change revenue growth
• Produce quotations and lead responses to tenders, RFI\’s, RFPs, and other response formats
• Build and provide clear leadership to virtual teams in pursuit of major business opportunities
• Collect and understand target client requirements, building commercial propositions based on Capex , Opex and other commercial needs to gain competitive advantage
• Understand and be able to articulate deal level P&Ls
• Attend, present and host at industry events
• Build and maintain a strong technical and commercial understanding of key product propositions
• Build and leverage an understanding of competition and their propositions to the company\’s advantage
• Formulate and complete client presentations to an exceptional standard
• Complete monthly reports and other administrative requirements to quality standards and required timeframes.
• Other tasks as required and commensurate with role

Knowledge and experience required:

• Experience in developing business within Public Sector
• Proven track record of identifying, developing and closing major opportunities
• Good understanding of Public Sector buying practices and relevant frameworks
• Extensive experience within the Connectivity, Cloud, Hosting, Managed & Professional Services
• Strong sales skills (prospecting, qualifying, campaign management)
• Detailed understanding of sales process and demonstration of world class sales rigour
• Proven and consistent track record of target over-achievement
• Excellent networking ability and natural communication style
• Excellent communicator with strong presentation, numeracy and written skills
• Strong problem solving abilities; able to facilitate discussions and outcomes
• Able to travel within designated territory and able to work with the minimum of supervision
• Microsoft XP (Excel, Word, Email, Access, Power Point)
• Salesforce CRM experience advantageous but not essential
• Degree level education advantageous, but track record of success in aligned career more important