Who are Eque2?
Eque2 is one of the most innovative providers of construction specific software solutions to the UK and Irish Marketplace, leading the way in delivering specialist software and services across multiple sectors and industries, Eque2 has developed industry leading applications across estimating, job costing and service & maintenance, bringing value to every business and user we work with.
Eque2 has also built a reputation for professional, on-time and on-budget deployments, excelling in outstanding Account Management and excellent Support services process.
Now our continued growth has surpassed £30m turnover, we are looking to strengthen our sales team with the addition of a Business Development Manager for our SMB New Business Division. This role will report into the Head of SMB Sales and will require the successful candidate to manage key deals with a range of contractors in a fast-paced sales division.
We are also proud to announce that we've earned the "Great Place to Work" certification for two consecutive periods: April 2023 to April 2024, and now May 2024 to May 2025, with numerous employee benefits, and personal development opportunities.
Position Summary
As the SMB New Business Development Manager, you'll be responsible for delivering engaging and informative value-based sales presentations to C-Level executives. With access to all of Eque2’s resources, you'll be equipped with a proven framework for success, including support from a top-tier bid team to ensure seamless and successful engagements.
This is a national role giving you opportunities for travel and, whilst the ability to easily commute to an office is a slight advantage, this role will reflect the modern working practice of hybrid working, mixing home and office working with prospect site visits when/where required.
Eque2 also believe in nurturing talent and as a valued member of the team you will be provided with full training on products and processes, ensuring that you are developed and supported and able to be confident in the delivery of your role.
About you
As a dynamic self-starter, you will be an influential member of our new business sales team, leading and closing opportunities in our sector, working exclusively within the construction sector.
In this exciting role, you will effectively communicate the value of our software and deliver engaging, informative presentations of the Eque2 solution portfolio. Focused on SMB solution selling, you will work closely with the Head of Sales for the SMB division to develop strategies that drive the success of the division.
As a dedicated team player, you'll have access to all the necessary resources within the business to support your work. With a proven track record in this type of delivery, you'll excel in a fast-paced enterprise environment and inspire those around you with your drive to succeed.
Knowledge and experience
* Manage fully qualified new business opportunities that have been submitted to you via your Sales Development Representative (SDR)
* Access to and support from CRO, CEO, Marketing teams, Product Teams, and of course, Pre-sales technical resource
* Understand and be able to manage the Eque2 Business Discovery presale process, supported by your dedicated pre-sales team
* Build relationships with new clients, gauging their needs and developing proposals to address these needs
* Collaborate with the marketing team to create all supporting materials for your proposal, including prospect/client sample data for use in demonstrations or workshop sessions.
* Lead all product demonstrations and workshops to senior teams within the prospect
* Work closely with our product development/strategy teams to identify and assist with future roadmap enhancements for our solution based on feedback from new business presentations and feedback to the development team
* Work closely with our professional services and support teams with responsibility of the “handover” process from the commercial bid team once a deal is closed
* Create and maintain competitor battle cards to ensure our value proposition is understood throughout the organisation
* Weekly forecasting process with the Sales Director, Head of SMB New Business and the SMB New Business sales team
* Update and manage opportunities in CRM
Prerequisites
* A minimum of 3 years’ experience in a software sales role preferred.
* Ability to work within a structured sales delivery process
* Understanding of key sales delivery models such as SPIN.
* Credible, articulate, confident and tenacious, with the gravitas and credibility to build relationships with executives at all business levels up to C-Level
* Commercially aware with an understanding of the solution sales process
* Outstanding PowerPoint and software presentation skills
* Strong problem-solving skills and the ability to introduce and upsell additional products into the sales process
* Experience of writing detailed proposals identifying explicit needs that drive change and provide ROI
* Experience of using “close plans” to provide credible close sequences
* Use of CRM to manage your sales pipeline & customer engagement
* Understanding of sales metrics to maximise efficiency and close rate
Advantageous
* Understanding of the Construction sector
* Understanding of financial solutions such as Sage & Xero solutions
Qualifications
* A degree or similar level of higher education is preferred for this role.
What we offer
* Generous salary and commission scheme
* 25 days holidays and an additional day for your birthday off
* 2 paid Volunteer days
* Generous Pension
* Enhanced Maternity Pay
* Enhance Paternity Pay
* Electric Vehicle Scheme
* Cycle to Work scheme
* Perk box – includes a wide range of incentives such as gym memberships and free online workout classes
* Healthcare plan
* Employee Assistance Programme (EAP)
* Death in service
Closing date for applications Tuesday 11th February 2025.
**Please note we may close this vacancy earlier if we receive a high number of applications**