Cyber Solutions Sales Specialist - Mid Market

Cyber Solutions Sales Specialist – Mid Market

Hybrid – Leatherhead, Reading or London

About the job

Established in 1982, Bytes has grown rapidly and now employs over 800+ people across 6 locations in the UK and Ireland. Our turnover in Financial Year 2024 was in excess of £2bn. We work with SME’s, corporates and public sector organisations to modernise and digitally transform their IT infrastructures.

We invest in our employees through on-going support, training and advice to help them achieve their career aspirations, rewarding success both financially and personally. There is opportunity to grow and move internally which can be seen through our long-standing employees who have developed existing and new skills to move into senior positions in the organisation leaving space for new team members to begin their journey.

Your Future Starts Here

Why Bytes?

• Over 800 staff (plans to double in size over the next 5 years)
• Operating from modern, hybrid working environments with offices in Leatherhead, Reading, London, Manchester, Port Solent and Dublin.
• Winners of an array of industry awards
• Sunday Times Top 100 Best Places to Work
• Excellent training and career prospects offered
• Fantastic office with gym, canteen, open plan, smart casual dress code, regular incentives and company events
• Supporters of 85+ charities with strong commitment to diversity and sustainability

PURPOSE OF JOB:

As a Cyber Security Solutions Specialist, you will play a pivotal role in driving revenue & GP growth and expanding market presence within a defined customer segment. The primary goal will be to proactively identify, develop,andclose new business opportunities – both within existing trading accounts and through the acquisition of net new customers. This will be achieved through a collaborative, sell-through approach alongside the Bytes account management team.

To be successful in the role key activities will include, but are not limited to:

• Sales Execution: Leveraging the tools and resources you have available, proactively uncover, develop and drive net new or cross-sale opportunities to close. Participate in customer meetings and create proposals to demonstrate Bytes services and solutions for the sub-proposition area.
• Sales Enablement: Deliver solution-based sales enablement and vendor enablement when required, to support the Bytes account managers in opening opportunities within the customers.
• Relationship Management: Establish and sustain strong relationships with the sales teams of Bytes and vendors sales teams to optimise sales execution and performance.
• Sales/Financial Performance Management: Deliver and go beyond the financial targets and KPI’s that the business establishes, in a productive and profitable way. Maintain accurate records of customer interactions, sales activities, and forecasts using CRM.
• Marketing: Generate new ideas and thoughts to the overall marketing plan. Acting as a thought leader, showcasing Bytes value externally to increase overall brand.
• Proposition Development. With your line manager, work collaboratively and consultatively across the vendor solutions team, Sales, customers, vendors, and solution partners, to uncover appropriate commercial solutions that enhance Bytes’ propositions and relevance to customers. This should be with emphasis on identifying and developing additional revenue streams aligned to strategic vendors.

KEY RESPONSIBILITIES:

• Maintain and develop knowledge in aligned proposition, acting as a subject matter expert.
• Maintain a good understanding of the main proposition area and how opportunities can be uncovered for the wider team.
• Build and maintain strong relationships with Bytes Account Managers to ensure the right level of messaging and knowledge is understood.
• Ensure the focus on customer engagement is with net new and cross-sale opportunities. Uncovering opportunities via pro-active whitespace, sales enablement, vendor account manager engagement, and inbound requests.
• Ensure relationships with key customer contacts are maintained throughout the team, to ensure excellent customer service and increase opportunity to expand the wallet share.
• Working across sales, marketing, the wider vendor solutions & alliances team, and through key vendors/ partners, build a pipeline of Solutions and Services revenue, maintaining an opportunity level of 3 x target.
• Joint responsibility with the Bytes account manager to ensure all opportunity data in CRM is up to date and correct.
• Sole responsibility to ensure all engagement data in CRM is up to date and correct.
• Build content and deliver sales enablement.
• Willing to play a vital role in inbound and outbound marketing efforts.
• Attend priority customer Quarterly Business Reviews.
• Champion the importance and influence that Bytes values have in the development of a successful, responsible, and ethical business.

INDIVIDUAL RESPONSIBILITIES:

• Customer Sales: Attend and present at customer meetings in line with Bytes’ sales methodology and client acquisition strategy. Drive aligned sub-proposition solutions and services through the account management team, and support the wider proposition growth through collaboration.
• Sales Relationships: Develop and build relationships with Bytes accounts managers and sales managers in order to promote sub-proposition and main proposition area.
• Knowledge: Maintain awareness of industry trends, vendor solutions and emerging technologies to grow individual knowledge as a subject matter expert.
• Enablement: Support various types of sales enablement: sales teams, new team members, existing team members, sales management.
• Marketing: Provide content, articles, and presentations for use in sales events, marketing collateral, website content, or social media posts.
• Financial Metrics: Meet and strive towards exceeding GP and KPI Targets. Ensure accurate forecasting data to the Practice Lead.
• Personal Development: Ensure a personal development plan is in place with clear and set objectives and OKRs.

Educational Qualifications:

• Minimum A-Levels (A-C) English, Mathematics, and technology related subject – DESIRABLE

Years of Experience

Greater than two years of demonstrable sales experience within software or cyber technology industry – REQUIRED

Other Requirements

• Deep commercial and technology understanding across the Cyber Security & Networking market – REQUIRED
• Experience of selling into Mid Market customers (0-2K users)
• High-level understanding of other key IT areas: Modern Workplace, Public Cloud (Azure or AWS), Hybrid Infrastructure (including data, storage, and platforms), FinOps, AI, Data Analytics, Automation, Software Asset Management, or Service Management – DESIRABLE