External Account Manager - Local/Central Government Sales - Public Sector vacancy in Remote + travel (245lw)

At an exicting time of team growth, our client is seeking 3 External Account Managers. This will be a fantastic opportunity for you, if you are a Service Leaver (with a technical background), interested to utilise their transferrable skills and develop a career in sales/account management. OR be a Graduate with 1-3 years’ experience OR 3-5 years+ experience, working within a successful ICT company with an exceptional team working environment, well-structured to set you up for success, team orientated and collaborative & extremely employee supportive/focused.

Ideally you will have an IT background ie. infrastructure, cloud, security, networking, storage etc HOWEVER those with an aptitude & interest in IT/Technology will be considered.

Our client was established in 1983 and has over 39 years’ experience of delivering innovative and cost-effective Information Technology solutions and services. Their financial strength, heritage, knowledge and experience is supported by their investment in internationally recognised ISO quality standards, specifically designed to protect and support the delivery of high-quality solutions and services to their customers.

Our client’s primary focus has always been to deliver cost efficient IT solutions that are tightly aligned with customers aspirations/objectives. Their comprehensive solution portfolio and deep understanding of Public Sector Procurement and Framework requirements has allowed them to build many long-standing Partnerships with some of the UK’s leading Central and Local Government bodies. Their cash reserves, recent strategic acquisitions and the quality of contracts held are an assurance of their future growth.

Throughout their history, they have evolved to meet market demands and now offer a comprehensive portfolio of Managed and Technical solutions specifically designed to complement and enhance their own products and services.
Our client actively seeks to attract talented and ambitious individuals, to nurture and develop throughout their career. Our client’s Group comprises of wholly owned companies and a joint venture business, providing ample opportunity for staff members to develop a wide and varied career path. All employees can learn from successful, highly capable business professionals with extensive knowledge and experience to learn first-hand how a thriving privately owned business operates.

ABOUT THE ROLE
Working in the rapidly growing and successful Public Sector Sales team, the ideal candidate will demonstrate a keen understanding of the IT Sales process with specific emphasis on Account Management/Development.

To excel in this role, you will be an active listener, have a compelling sales personality, and a passion and determination to succeed. Excellent communication and interpersonal skills are essential as are comprehensive negotiation and collaboration capabilities. You will be comfortable building relationships, influencing and managing complex situations/requirements, presenting compelling/persuasive sales pitches and liasing with key contacts and external stakeholders to get things done.
Responsible for management of both new and existing clients, you will proactively generate individual Account Development plans with the specific goal of expanding reach and increasing profitability through lines of business, growth, upgrades and long-term account development in line with Company values and vision.

Working in partnership with the Technical Services team, you will become a strategic partner and trusted advisor to customers, delivering a consultative, solution led approach, helping customers to identify/benefit from new, cost-efficient technology solutions. You will build and maintain long-lasting, mutually beneficial relationships, always striving to find the best solution/service for our clients. The role is for a driven individual who will be responsible for driving business via proactive support and management of customers, creating a win/win situation for both.

The candidate will be expected to competently make cold and warm calls without hesitation and consistently send compelling emails and proposals, directing the next steps in the engagement– with the aim of building trust and rapport to benefit the sales cycle. Initially conversations will involve End User Compute products and services, however priority will be focussed on the identification and promotion of our client’s wider services and solutions portfolio, delivering a comprehensive “end-to-end” IT user experience.

The Candidate will develop a good understanding of the business issues facing Public Sector customers but more specifically within the context of the Central and Local Government sector. It is expected that the candidate will become the subject matter expert, promoting end-to-end IT solution portfolio, with a particular emphasis on clients catalogue of Hybrid Cloud, Disaster Recovery and Business Continuity products and solutions.

Ideally, you will be competent using Microsoft Dynamics CRM and will have experience within the I.T. Solution/Services sector. This role requires an understanding of Local and Central Government Procurement Frameworks and the associated on-line systems and procedures.

The candidate will be exposed to every element of the sales cycle, including but not limited to:
• Lead generation
• Opportunity identification
• Proposing the solution
• Quotation/proposal creation
• Sales negotiation
• Closing sales

Key Objectives:
• Deliver against and exceed sales targets
• Achieve agreed KPI’s
• Identify and build effective influence networks
• Promote the product and solution portfolio
• Proactively grow and maintain an account base in partnership with Technical Services team
• Manage and maintain performance levels to achieve targets
• Work effectively as part of the Government Sales team, but also the company as a whole
• Build trust, communicate effectively, drive execution, foster innovation and demonstrate integrity

Responsibilities:
• Partner with customers, adding value to their business and solving problems, through technology
• Identify and nurture leads and opportunities using effective and persuasive communication
• Active involvement in company marketing and business generation initiatives
• Maintains accurate records of all sales/prospecting activities on Dynamics CRM
• Deliver lead and opportunity updates via CRM during Friday sales meeting
• Sell consultatively and make recommendations to prospects and clients
• Identify and report any performance issues to allow for prompt remedial action
• Maintain effective communication with existing customers on a regular basis
• Ensure Business Unit Manager and Internal Account Managers receive regular activity updates
• Continually improve knowledge and capabilities to support job function
• Ensure that any hindrances to sales performance are reported and resolved

Essential
• A passion to learn and understand key IT concepts and trends
• Demonstrable sales skills
• Previous sales experience making cold and warm calls with confidence and ease
• Excellent communication skills (verbal and written)
• Able to effectively articulate value propositions through telephone calls
• Good time management and administrative/organisational skills
• Building relationships and customer understanding and conversion into sales opportunities
• To be able to manage existing accounts and to create new opportunities
• Effective objection handling
• The ability to thrive in competitive situations and negotiations
• Good general IT knowledge
• Minimum A-C in GCSE Math and English

Desirable
• An understanding of the Public Sector marketplace
• An understanding of the latest trends around End User Compute
• Familiarity with IT Solutions/Services
• A degree in a business, IT or related subject
• A vocational qualification providing the ability to communicate effectively with customers e.g. NVQ Level 2 Customer Services

If you are interested in applying, please send a copy of your CV with a covering letter outlining why this would be the ideal opportunity for you, by email to [email protected]