Marketplace Sales Specialist

We are actively building diverse teams and welcome applications from everyone.

Location: National - Any SCC office including Birmingham, Leeds, London, Bracknell, Manchester (SCC operate hybrid working, which comprises of a mix of office and home working)

Contract Type: Permanent

Salary Package: Competitive base salary, OTE, Company Car/Allowance plus large company benefits, a broad flexible benefits scheme, and 2 paid-for volunteering days a year

Hours: 9.00 am – 5.30 pm Monday – Friday

Interview Process: 2-stage process

Why SCC?

• An inclusive workplace
• Excellent package: solid basic and company benefits
• Hybrid working & core hours in line with role requirements
• Career development and life-long learning opportunities
• Opportunity to join Europe's largest privately-owned IT Company

Role purpose:

To build strategic relationships with new and existing customers, creating incremental sales by advocating for SCC Software UK’s customer portfolio. Marketplace Specialists work collaboratively with the account team and are responsible for the business opportunity until it is contracted, ensuring a smooth transition into delivery/transaction. Working closely with Microsoft, AWS and SCC’s strategic vendors, you will uncover marketplace opportunities within the SCC customer base and transact these opportunities using marketplace private offers.

Key responsibilities:

• Sales Cycle Management: Oversee key aspects of the sales cycle, from customer engagement through to deal closure and handover to delivery.
• Achieve Targets: Meet or exceed annual gross margin targets as set by SCC at the beginning of the financial year.
• Pipeline Management: Develop and maintain a robust and accurate pipeline within SCC’s CRM system Sales Hub working in collaboration with SCC’s Branch Teams, sufficient to achieve or exceed target.
• Territory Planning: Create and execute a Territory Plan that maximises returns from customers and identifies product and solution whitespace in your territory.
• Vendor Relationships: Cultivate strong relationships with relevant vendors and vendor management teams to create co-sell opportunities and drive vendor-generated pass-through deals.
• Revenue Recognition: Maximise revenue recognition by constructing optimal commercial terms.
• Market Insight: Understand the competitive landscape and position SCC to win by emphasising our differentiators.
• Product/Service Evolution: Contribute to the development of product and service roadmaps by identifying repeatable customer challenges that can be profitably addressed.
• Cross-Selling: Demonstrate working knowledge of other SCC products and services to support the generation of collaborative pipeline for other divisions.

Skills and experience:

• Demonstrable sales experience within the technology sector.
• Proven track record of delivering margin growth.
• Experience of selling one or more of Software UK’s solution themes.
• Background in working with both commercial and public sector customers.
• Proficient in engaging with key solution vendors and ISVs.
• Knowledge of purchasing and budgeting processes to drive the sales process.
• Experience with AWS and Azure Marketplace private offers.
• Capable of constructing complex license deals and positioning software-based solutions.
• Possesses a systematic approach to building, expanding, and deepening customer relationships.
• Ability to manage multiple priorities and meet deadlines.
• Strong organisational and time management skills.
• Vendor aligned certifications to demonstrate vendor knowledge and engagement.

SCC is Europe’s largest privately-owned IT business, based out of the new £7m HQ office in Birmingham and we help clients succeed through IT transformation and exceptional customer experiences. We are a business where innovation is greater as we combine unique ideas, people and disciplines. We are a global company that is passionate about IT and where we look to simplify the complex.

SCC is committed to providing equal opportunities and a proactive and inclusive approach to equality and diversity in employment. No applicant or employee will be treated less favourably than another on the grounds of a protected characteristic which are defined as sex, sexual orientation, age, disability, gender reassignment, trade union membership or non-membership, marriage and civil partnership, pregnancy and maternity, race and religion or belief. If you are selected for interview, and need any reasonable adjustments made for your interview, please let the SCC Talent Acquisition team know, at the point of scheduling.