IT Sales New Business Development Manager who has experience selling IT services with a proven track-record of winning new business preferably within the B2B SME sector is required for a multi-award winning Managed Service Provided based in the City of London.
SALARY: £150,000 OTE + Benefits (see below)
LOCATION: Hybrid working / 3 Days per Week working from the office (or face-to-face meetings) in the City of London (Near Liverpool Street and Fenchurch Street Stations) and 2 Days per Week from home.
JOB TYPE: Full-Time, Permanent
ONLINE TEST: To demonstrate your sales acumen and how you compare to hundreds of worthy candidates you'll need to complete the company's popular online new business test, which you will be taken to when you apply for this role. Please ensure you leave yourself enough time to complete the test. Your score will also be shown at the end of the test, so you can see how well you did.
Get more than 18 correct is considered good, more than 20 is the pass-mark, and only a select few have scored 22 or above! Wishing you the best of luck with it.
JOB OVERVIEW
We have a fantastic new job opportunity for an IT Sales New Business Development Manager who has experience selling IT services with a proven track-record of winning new business preferably within the B2B SME sector.
Working as the IT Sales New Business Development Manager you will join a company that is one of the most established IT providers, a multi-award winning Managed Service Provider based in central London, offering services to prestigious businesses around Microsoft cloud (Azure), support, IT security and IT transformation.
The company design, deliver and manage IT solutions to meet their clients strategic needs across Cloud (predominantly Azure), Cyber-Security, Infrastructure, Networking and End-User services. They have also developed a range of innovative systems covering areas from IT automation to governance and security, all helping them distinguish their services from other providers.
The company is a growing and evolving business, growing in 2023 and again in 2024. With 2023 being their 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.
The company works hard on bringing new innovative services to customers, launching Security Operations Center (SoC) in 2023, and most recently their IT Risk & Governance services.
BE THE BEST
The IT Sales New Business Development Manager will focus on generating and winning new business. You will sell managed services to clients primarily in the City of London.
Once you have won new business, you will pass it on to the Account Management Team who holds the responsibility for managing and upselling within the accounts. On larger deals, you are likely to work in a team alongside the CEO.
To be successful in this role you need excellent organisational & time-management skills, be a strong presenter, a good listener, and demonstrate a friendly, professional and consultative sales approach.
The 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, qualify, and make contact with decision makers to develop these into active opportunities. You will also be expected to generate your own leads through traditional sales activities (cold calling, online research).
A typical week would be:
Prospect meetings 20%
- Writing Proposals / presentations / RFPs /quotes 20%
- Lead generation/development 40%
- Internal activities 20% (working with operations on solutions, meetings, forecasting, updating CRM, etc.)
DUTIES
Your duties as the IT Sales New Business Development Manager include:
- Lead Generation - Follow up on warm leads and generate leads through traditional activities (cold calling, research historic leads within the CRM system, networking, sector targeting etc.)
- Prospect Qualifying / Need Assessment - Qualify leads through research, discovery and qualifying calls
- Sale Pitch (Meetings & Presentations) - Attend meetings, identify pain points, key decision makers, build strong rapport with prospects to get a clear understanding of their objectives and issues, deliver professional and impactful presentations, articulate the value proposition, and writing proposals
- Convert Prospects into Customers - Assume full responsibility for driving efficient and timely tender process, work with Operations to deliver accurate solutions that align to the client requirements, and lead the negotiation keeping a close track of the financial margin
- Other Duties - Prepare monthly sales reports and forecasts, manage your own diary, manage pipeline, develop robust product knowledge and work with the CEO on larger deals
CANDIDATE REQUIREMENTS
- 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 and 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
- Clear and fluent (spoken and written) English
- Professional appearance and demeanour
- Diligent in maintaining good records on CRM
- Articulate with gravitas (credible in front of CxO)
BENEFITS
- Target OTE of £150,000
- 23 days' holiday (plus 8 days bank holidays)
- Additional day off on your birthday
- Earn holiday with your years of service
- Private Medical Insurance
- Pension scheme
- Cycle to work scheme
- Technology discount scheme