About The Role
Essential duties and responsibilities
- Collaborate with Account Managers and Business Development Managers to create and close cross-selling and up-selling opportunities
- Provide growth opportunities with subject matter expertise, driving successful achievement of both Business Development and Customer Growth revenue targets
- Elevate growth conversations by educating customers on and selling the value of the products and services in our portfolio
- Support re-contracting activities and transformation of customer solutions to minimise churn
- Work with Marketing to ensure campaigns are positioned in line with customer messaging around our products and services
- Partner with the Bid Management team to progress and support bid activity requiring technical expertise
- Leverage a CX first mindset to help ensure all customers receive a consistently excellent experience
- Facilitate customer meetings and build positive relationships with customers
- Work to standardised sales methodologies utilised by the Customer Success & Growth function
- Provide regular updates to the Managed Accounts Lead on performance, opportunity revenue and other KPIs.
About You
Behavioural competencies - organisational and behavioural fit.
- Flexible and creative to take considered risks
- Learn and adapt quickly to changing situations
- Self-motivated and able to work under pressure
- Ability to travel to different sites and locations on a weekly basis
- Manages conflict and challenges in an open and constructive manner.
Critical competencies - technical fit
- You will have extensive knowledge and experience of selling Cloud solutions and services confidently and consistently without supervision
- Demonstrable success in driving revenue growth and closing cross-sell and up-sell opportunities
- Expertise in one of our strategic portfolio areas
- Detailed understanding of customer challenges and the solutions we offer to solve the
- Ability to translate complex technical concepts into simple user-friendly language
About Us
Working for Claranet
Here at Claranet we pride ourselves on going the extra mile for and with our employees (yes, we really mean with). We offer an extensive benefits package that you can tailor to your needs, inclusive of a matching contribution pension scheme, healthcare, insurance, dental, discounted gyms and app supported benefit access.
But what we think makes us different is 'Team Claranet,' our dedicated internal part of the business that supports you with matters close to your heart. We proudly support local charities in each of our office locations, support employees with paid charity leave, organise key charity fundraising event per year and have a dedicated committee responsible for supporting employee's fundraising efforts.
Claranet are one of the 10 founding members of TC4RE (Technology Community for Racial Equality.) Being a part of a group of leading UK technology organisations, we are dedicated to building a more diverse and inclusive workforce. We are also very proud members of Tech Talent Charter, a government supported, industry-led membership group created to address the UK's tech talent shortage and diversity gap through collective action.
Our Vision
Our vision is to become the most trusted technology solutions partner; renowned for being the best and brightest, having lasting impact with our customers and delivering exceptional returns to our stakeholders.
Position Summary
As a Cloud Sales Specialist in the Customer Success & Growth function you will be responsible for combining technical pre-sales capability with sales opportunity ownership, supporting Business Development Managers and Account Managers to successfully take opportunities from initial customer engagement through to deal closure. You will have a deep understanding of the Cloud Portfolio and be able to match the portfolio to the customer's stated business challenges and be able to sell and communicate the benefits to them. You will do this by educating customers on the more detailed technical aspects of our products and services, helping to successfully grow revenue from both new logo customers and from cross-selling and up-selling opportunities within our existing customer base. The role is quota bearing and targeted on the successful realisation of revenue growth opportunities.
Role Mission
Claranet's strategy is to grow primarily from our existing base. The Sales Specialist will play a critical role in this strategic objective, helping to facilitate cross-selling and up-selling opportunities across our full portfolio through the technical knowledge and expertise you will bring.
Objectives and Key Results
- Drive an increase in service penetration through closure of cross-selling and up-selling opportunities
- Drive closure of opportunities with new logo customers through technical expertise
- Operate with a CX first mindset, putting customer outcomes at the heart of how you operate.