Networks and Communications Senior Sales Specialist
Claranet
Leeds
1d ago

Position Summary

This is a Network and Communications Sales Specialist role, you must be passionate about understanding the customers business challenge, have a desire to understand the industry and be aligned to interpret our services and / or identify new services to resolve those challenges.

You are responsible for driving growth and optimizing profitability within an evolving service portfolio and customer base.

Be able to maximize the opportunity quickly, adapt the proposition and drive the upsell across the portfolio.

Priority of the role is to grow profitable business from existing customers which will lead to a growing contract book of long-term customer engagements.

Roles and Responsibilities

  • Delivery of agreed revenue targets
  • Manage Virtual teams, with the Customer Success Team, Solution Design and other virtual team members to ensure commercial opportunities are captured, tracked and managed to close
  • Be an expert in the Network, Communication and Collaboration technology stack enabling you to understand the customer challenge and identify an opportunity that is aligned to our service
  • Generate new Network, Communication and Collaboration sales and up-sell service sales to the existing customer base thereby ensuring an increase in service penetration, revenue and margin performance
  • Successful sales execution on dedicated named accounts
  • Effective development of Network and Communication business unit value propositions
  • Delivery of effective campaigns to drive pipeline and growth
  • Responsible for establishing Sales Specialist best practices within the team by working with peers across the business
  • The role includes complex technical solution selling, multi-level selling with a strong business outcomes focus
  • Build positive and consistent relationships with customers to grow and optimize customer revenue
  • Be capable of writing effective sales proposals, arranging and managing customer meetings and utilizing agreed sales methodologies
  • Identify, develop and manage the required level of opportunities to consistently achieve sales targets
  • Maintain an accurate forecasting and active pipeline in Salesforce by ensuring all activity, communication and customer data is logged in Salesforce
  • Work with Marketing to develop case studies, referrals, gain attendance to events and seminars from customer base, develop contact strategies and specific campaigns to customers and groups of customers within territory
  • Proactively engage with strategic partners to enhance our market position, build pipeline and deliver a richer experience to customer base
  • About You

    Position Specifications

  • Broad industry knowledge with specialisms in Network and / or Communication / Collaboration services
  • Proven and demonstratable track record of selling Network and / or Collaboration / Communication solutions to UK customers with a turnover between £35mil - £500mil
  • Active and evidenced use of recognized sales methodology
  • Experience and proven track record of working and closing complex sales in a consultative manner
  • Experience with selling bespoke managed services
  • Ability to communicate at all levels, both written and verbal
  • Ability to analyse varied information and draw conclusions on areas of strategic focus
  • Strong team player with capacity to lead the virtual team and make decisions when required
  • Ability to forecast accurately and manage a sales pipeline
  • Strong negotiation skills
  • Full UK driving license and access to a car for business purposes
  • KPIs

  • Service penetration into customer base
  • Revenue and profitable growth
  • Re-contracting where directed
  • CRM completion
  • Manage weighted pipeline for target coverage
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