Join a winning team
Wavex Technology is one of the most established IT providers, a multi-award winningManaged Service Provider based in central London, offering services to prestigious businesses around Microsoft cloud (Azure), support, IT security and IT transformation.
Wavex is a growing and evolving company, growing in 2023 and again in 2024. With 2023 being are most successful year for new clients, 2024 is currently on track to exceed this success. Net customer organic growth of 14% in 2023 and expected achieve 20% in 2024, with profits on track to grow by 300% in 2024 compared to 2023.
Wavex works hard on bringing new innovative services to customers, launching Security Operations Center (SoC) in 2023, and most recently our IT Risk & Governance services.
Our target market is businesses with between 50-500 staff, with a typical new business TCV of £300k-£1m
Be the best
The Business Development Manager will focus on generating and winning new business. You will sell Wavex IT services and solutions to clients primarily in the City of London.
Once you have won new business, you will pass it on to the Account Management Teamwho holds the responsibility for managing and upselling within the accounts.On larger deals, you are likely to work in a team alongside the Wavex CEO.
To be successful in this role you need excellent organisational & time-management skills, be a good listener and demonstratea friendly, professional and consultative sales approach.
Our current marketing initiatives deliver a large number of "warm" leads (which currently translate to 20-30 new logo meetings/month). You will need to research further and develop these into active opportunities. You will also be expected to generate your own leads through traditional sales activities (cold calling, linkedin research).
A typical week would be:
- Prospect meetings 20%
- Proposal writing 20%
- Lead generation/development40%
- Internal activities 20% (working with operations on solutions, meetings, forecasting, updating CRM, etc.)
Responsibilities
Lead Generation
- Generate leads through traditional activities (cold calling, research historic leads within the CRM system, networking, sector targeting etc.)
- Research and follow-up on warm leads (generated by the Wavex marketing initiatives and website inquiries)
Qualifying/ Need Assessment
- Qualify leads through information gathering, discovery and qualifying calls
- Responding promptly to new lead opportunities and qualify out any unsuitable leads
- Assess the prospects needs and timeline
- Assume full responsibility for driving leads forward throughout the sales cycle
- Reach out to prospect decision makers and organise face to face meetings
- Ensure lead do not go quiet
Sale Pitch (Meetings & Presentations)
- Build strong rapport with prospects to understand their objectives and issues they are facing as a business
- Attend meetings, identify pain points, key decision indicators, and demonstrate Wavex value to key decision makers. Build strong relationships.
- Deliver professional and impactful presentations. Paint picture of value proposition and compelling solutions
- Write proposals which demonstrate the suitability of our services against the client objectives.
- Plan your time effectively to deliver these in timely manner for reviews before submission
Convert Prospects into Customers
- Assume full responsibility for driving efficient and timely tender process
- Work with Operations to deliver accuratesolutions that are align to the client requirements
- Lead the negotiation process to ensure timely closure of the deals
- Keep track of the financial margin and ensure the highest profitability is achieved
- Maintain strong relationship to understand changing requirements, remove obstacles, to close opportunity.
Other duties
- Prepare monthly sales reports and forecasts to demonstrate successful progress and a full sales pipeline
- Ensure all information is recorded accurately and timelyin the CRM, and that it remainsup-to-date
- Effectively plan your time to ensure you always deliver on agreed actions
- Build robust knowledge of the Wavex products and services. Call on available resources (e.g. engineer, pre-sales etc.) to ensure all questions are answered promptly
Key relationships
- Project Management / Architecture - call on engineers, pre-sales, etc. for technical information
- CEO - work together on larger deals
- Finance -demonstrate financial performance
Qualification and Experience
- Degree educated
- Experience of selling managed IT services and a track-record of winning new business
- Experience of working in a rapidly evolving and entrepreneurial SME business
- Experience of working towards a financial target, within a defined sales processes with a good understanding of the importance of building a robust sales pipeline
- Experience of delivering professional presentations
- Experiencing of using a CRM (leads, accounts, opportunities)
- Experience of writing proposals and collaborating with other business functions on their completion
About the person
- Clear and fluent (spoken and written) English
- Professional appearance and demeanour
- Excellent time management
- Diligent in maintaining good records on CRM
- Articulate with gravitas (credible in front of CxO)
- Energetic with a positive attitude
- Adaptable (understands the entrepreneurial business and can work within fast-pace environment)
- Is keen to continue to learn and develop
The package
- Target OTE of £150k
- 23 days' holiday(plus 8 days bank holidays)