Business Development Manager - #148470

Business Development Manager

Hybrid work model

Want to be part of a leading British-owned tech and engineering company? Established in 1996, we are achieving year on year revenue growth and reinvesting 95% of our profits back into our people and technology.

Overview

Securing new name business across all sectors within the South West region of the UK and nationally within the Blue Light, Critical National Infrastructure and Defence vertical markets. Selling across our broad end-to-end product set including Networking, Cloud & Managed IT Services, Operational Technology (OT), Data Centre Services, Unified Communications and Cyber Security.

Responsibilities

• Deliver growth through acquisition of new business that attain the sales target for Vysiion and Exponential-e solutions of a target between £2-5M First Year Revenue.
• Build qualified pipeline supporting growth to ensure successful delivery of the sales target.
• Sales qualification in order to ensure the company’s resources are applied to the most likely opportunities.
• Updating the company’s sales pipeline management/CRM tool and accurately forecast opportunity value (In year and recurring), close date, bid status and margin.
• Leading teams towards the same goal, including liaising with bid management professionals, technical staff, delivery and service management teams.
• You will be responsible for managing communications on pursuits to all key stakeholders and to Vysiion’s leadership team, and for obtaining sign off and approval at each stage of the sale.
• Development of sales and account plans that demonstrate achievement of performance against sales target and update these plans as required.
• You will be personally responsible for identifying, quantifying and building relationships with key decision makers and influencers within each identified prospect and securing an opportunity pipeline which is ideally three times target.
• You must establish the real customer drivers, not just what is written in bid documentation.
• You must communicate win themes to the supporting bid teams and lead the pursuit with confidence and with a strong strategy.
• You will be a highly regarded member of a well led team and make a passionate and concerted effort to build the success of the organisation and developing that same culture among all team members.

Key to the success of the role will be the management of opportunity from “suspect” to “prospect” and ensuring that deals are qualified including consideration of criteria including but not limited to,

• Capability match to customer requirements
• Client relationship
• Tactical and strategic fit
• Budget/Total contract value
• Cash flow
• Complexity
• TUPE requirements
• Commercial and Legal considerations
• Bid cycle
• Alliances and Partners
• You will always be able to articulate how Vysiion’s solution will deliver benefits to the customer.
• How our proposition provides the best mix of affordability, capability and business benefit to the customer.
• How the competition is likely to address the opportunity and our mitigating counter tactics.

Key skills

• Demonstrable success in selling all solutions into specified accounts
• Demonstrable success in multi‐year deals
• Proven history of building relationships with key customer stakeholders
• A sound understanding of the Vysiion products and markets
• Strong written and numerical skills
• Track record of on target achievement over several years

Personal Attributes

• The successful candidate will have a highly professional approach and good presentation skills.
• Energy, enthusiasm and a “can‐do” attitude
• Bright spark with initiative
• Hard working, determined and tenacious
• Strong commercial and negotiation skills
• Results driven, people person and team player
• High degree of personal loyalty and integrity