Public Sector Account Manager

Exponential-e

Founded in 2002, Exponential-e swiftly established itself as a UK Cloud, Connectivity and Communications pioneer. Throughout our history, a focus upon leveraging leading-edge technology to deliver profitable and innovative services to our clients and prospects has resulted in industry and peer recognition for our ground-breaking approach, a truly world-class ICT services company.

We’re a company of innovators who think big and achieve bigger! Our people are crucial to the continuing success of our company. From our CEO to our new Graduates, each of our people demonstrates our PRIDE principles which are at the core of everything we do.

Overall purpose of the job

• To support and execute the new business acquisition strategy of Exponential-e Public Sector Sales ensuring achievement of all assigned margin, revenue and contract value targets.
• Deliver consistent and exceptional level of sales professionalism whilst exceeding performance against measurable key performance indicators.

Primary product focus areas

• Managed IT & Professional Services
• Hosting & Cloud
• WAN Portfolio: VPLS, Data Connectivity and Wireless

Key responsibilities for this job

• Develop and execute short, medium and long term business plans to exceed targets
• Achieve and exceed margin, contract value, and revenue targets
• Deliver against key performance indicators and objectives
• Prospect, qualify, negotiate and close key new business deals
• Build and maintain a solid and robustly qualified pipeline of sales
• Forecast monthly and quarterly sales achievement
• Maintain opportunity pipeline and deal positions on CRM (Salesforce)
• Develop strategy, produce win-plans and execute on major deals
• Define target list and engage suspects based on clearly defined criteria
• Carry out and record target prospect meetings in line with agreed KPIs
• Develop an in-depth knowledge of the factors impacting the technology market, adoption and trends for assigned verticals
• Generate strong relationships with senior executives within customer and prospect base
• 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
• Produce quotations and lead Exponential-e responses to tenders, RFIs, RFPs, and other response formats
• Build and provide clear leadership to virtual teams in pursuit of major business opportunities
• Collect and understand target client requirements, building commercial propositions based on Capex, Opex and other commercial needs to gain competitive advantage
• Understand and be able to articulate deal level P&Ls
• Attend, present and host at industry events
• Build and maintain a strong technical and commercial understanding of key Exponential-e product propositions
• Build and leverage an understanding of competition and their propositions to Exponential-e advantage
• Formulate and complete client presentations to an exceptional standard
• Complete monthly reports and other administrative requirements to quality standards and required timeframes.
• Other tasks as required and commensurate with role

Knowledge and experience required

• Experience in developing business within Public Sector
• Proven track record of identifying, developing and closing major opportunities
• Good understanding of Public Sector buying practices and relevant frameworks

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