Enterprise Cloud Sales

Type of role: full time permanent

Location: London

Hours: Monday-Friday 09:00-17:30

Holidays: 25 days

Overall purpose of the job:

  • To develop, support and execute the new business acquisition strategy of Exponential-e Cloud Sales ensuring achievement of all assigned margin, revenue and contract value targets
  • Sales role focused on driving new business growth in Cloud solutions. It’s an overlay position enhancing the sales teams with a higher level of knowledge & expertise
  • Deliver consistent and exceptional level of sales professionalism whilst exceeding performance against measurable key performance indicators
  • Act as an Cloud evangelist within the sales floor

Key responsibilities for this job:

  • Achieve and exceed margin, contract value, and revenue targets
  • Deliver against key performance indicators and objectives
  • Develop and execute short, medium and long term business plans to exceed targets
  • Provide support to the Sales teams (direct and channel) on Cloud opportunities (Cloud Computing, Cloud Transformations, Public/Private/Hybrid Cloud builds, IaaS, Server Replication, Online Backup, Cloud Storage, Managed IT Services, Professional Services).
  • Build and maintain a solid and robustly qualified pipeline of sales opportunities within target markets growing to a level of 3x target coverage (net new and overlay)
  • Forecast monthly and quarterly sales achievement within accuracy of +/- 10%
  • Religiously maintain opportunity pipeline and deal positions on CRM (Salesforce)
  • Develop strategy with the Heads of, produce win-plans and support on executing on major deals
  • Define target list (existing/cross sell/up sell & new logos) and support engagement of suspects based on clearly defined criteria
  • Build and maintain a Cloud opportunity matrix for existing accounts and drive specific campaigns to target them
  • Develop an in-depth knowledge of the factors impacting the business
  • Work with the sales team to generate strong relationships with senior executives within customers / partners / prospects
  • Develop and sustain network of contacts and key individuals within assigned verticals and target market arena
  • Identify and develop opportunities for strategic step-change revenue growth
  • Support responses to tenders, RFI’s, RFPs, and other response formats
  • Build and provide clear support to virtual teams in pursuit of major business opportunities
  • Understand and be able to articulate deal level P&Ls
  • Build and maintain a strong technical and commercial understanding of key Exponential-e product propositions
  • Complete monthly reports and other administrative requirements to quality standards and required timeframes

Knowledge and experience required:

  • Extensive experience within the Cloud, Managed IT services
  • Experience in developing business in assigned industry verticals
  • Understanding of Cloud adoption strategies and Cloud Readiness Assessments.
  • Experience in Public Cloud Services such as Azure & Amazon 
  • Knowledge of Hybrid Cloud Principles and Architectures
  • Sound understanding of Backup, Disaster Recovery & Virtualisation
  • Strong understanding of technology application in the Hosting, Managed Services and Cloud arenas
  • Able to demonstrate strong commercial understanding and business acumen
  • Strong sales skills (prospecting, qualifying, campaign management)
  • Detailed understanding of sales process and demonstration of world class sales rigour
  • Proven track record of identifying, developing and closing major opportunities
  • Proven and consistent track record of target over-achievement
  • Excellent networking ability and natural communication style
  • Excellent communicator with strong presentation, numeracy and written skills
  • Strong problem solving abilities; able to facilitate discussions and outcomes
  • Able to travel within designated territory and able to work with the minimum of supervision
  • Microsoft Suite (Excel, Word, Email, Access, Power Point)
  • Salesforce CRM experience advantageous but not essential
  • Degree level education advantageous, but track record of success in aligned career of higher importance

Desirable knowledge and experience:

  • High energy, positive, and achievement driven with passion for success
  • Committed to taking personal ownership and responsibility
  • Confident and empathic individual with ability to build rapport with team, clients and internally to C level
  • Customer focused with passion for delivery of excellent service
  • Analytical thinker, with structured approach to resolving issues
  • Able to work with minimal supervision but also to contribute to team goals
  • Committed to ongoing learning and personal development
  • Flexible work ethic

Mission Statement

"Achieve the status whereby Exponential-e 4.0 is formally acknowledged among our peers, competitors and clients as the most advanced and innovative business technology enabler in The World. A World-class company..."

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