Senior Sales Manager

  • Location:

    Malvern, Worcestershire

  • Sector:

    IT

  • Job type:

    Permanent

  • Salary:

    Negotiable

  • Job ref:

    BBBH116682_1578322642

  • Published:

    13 days ago

  • Client:

    Undisclosed Company

Senior Sales Manager - Enterprise Cyber Security

About Us

Our client are experts in defence, aerospace, security and related markets. We draw on our extensive technical knowledge and intellectual property to provide the know-how and support to solve some of the world's most challenging problems. Our people make the critical difference to customers by providing unique approaches to problem solving. Why don't you join some of the world's finest scientific and technical minds and help us make tomorrow work today?

Responsibilities

This individual will be required to win business in a particular delivery stream maximising deliverability and profitability at business unit level and across the wider business, where required. The role will be aligned with the Enterprise Cyber Security Integrated Delivery Teams.

Previous demonstrable sales & business development experience in a UK Cyber Security business environment is a perquisite for this challenging role. Recent experience in one or more verticals (Public Sector, Critical National Infrastructure, Financial etc) of the UK Cyber Security market desirable. Public Sector experience would be a distinct advantage but not essential.

Key Accountabilities

  • Maximise deliverability and profitability of sales within Foundation Sales area for a major client or group of clients. Sales target will typically exceed £5M+
  • Accountable for personal and team sales progression Foundation Sales area of major opportunities (typically including >£2M deals) into client(s)
  • Works collaboratively with wider sales teams to support and project manage cross sales team initiatives
  • To balance effort and focus in a matrix-based sales organisation
  • Leadership and progression of a portfolio of opportunities
  • Leading and wining major business - changing deals
  • Support the growth and development of the sales in a delivery stream ensuring ability to achieve on promise
  • Ensures that their own performance positively impacts the performance of the wider sales and delivery teams
  • To manage internal and external stakeholders
  • To demonstrate high value selling in all opportunities and activities
  • Development and delivery of the sales pipeline
  • Accurate forecasting and delivery of target.

Key Capabilities / Knowledge

1. Broad Thinking - Thinks broadly and creatively about the industry and customer landscape, effectively considering wider factors and identifying longer-term opportunities that fit within core capabilities

2. Relationship Building - Actively seeks to build and maintains trusting relationships with a wide network of relevant people in the industry, customer and internally, leveraging these relationships appropriately

3. Customer Focus - Ensures they understand the customer's perspective and needs - both professionally and personally - focusing on what will deliver value to them.

4. Commerciality - Evaluates issues and situations in terms of what will optimise growth and profitability over the medium and long-term, taking into account the wider commercial landscape

5. Personal Impact - Adapts their approach to communicate clearly, credibly and positively when engaging different stakeholders, focusing on earning trust and getting buy-in

6. Resilience - Maintains a positive and 'can do' approach in difficult situations and over a long period of time; delivers difficult messages constructively when required

7. Takes Ownership - Takes accountability for organising themselves and others to deliver for the customer and the business; consistently takes the initiative and ownership to drive outcomes

8. Collaborates Across Boundaries - Drives and facilitates effective working across organisational boundaries to achieve mutually beneficial outcomes

Experience / Qualifications

  • Previous demonstrable experience in a sales role
  • Excellent understanding of and ability to apply sales concepts, tools and principles
  • Highly developed ability to effectively negotiate at a senior level both internally and externally
  • Detailed knowledge of capabilities, skills and products offered at Business Unit level as well as a good understanding of company-wide capability
  • Highly skilled at managing relationships and conflicting priorities
  • Strong communication and interpersonal skills with a proven track record of being able to influence at senior levels
  • Excellent knowledge of industry - knowledge of capabilities, skills and products applicable to the UK cyber security market is highly desirable.
  • Good knowledge of other functional disciplines related to selling (eg finance).
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