Job Description
Overall purpose of the job:
1. Support the company growth plan and business unit targets by applying sales and portfolio expertise to win new Cloud, Managed Services and “full stack” services
2. Use a high impact winning mindset to meet assigned annual targets through successful contract closure
3. Maintain a mindset of 100% of target is the minimum acceptable exit position
4. Focus on Selling Cloud Product & Service Portfolio across all sales areas: Enterprise Hosting Solutions, Public Cloud (Azure/M365), Infrastructure as a Service (IaaS), Storage & Data Platforms, Backup, Disaster Recovery, Hyper Converged (Private Cloud), and Virtual Desktop Infrastructure (VDI) offerings
5. Focus on Selling Managed IT Services and Professional Services offerings – Managed Infrastructure, Service Desk, IT Outsourcing, Managed EUC etc
6. Identify and develop opportunities across existing Expo-e Customers and targeted campaigns to drive net new business areas
7. Support relevant event and marketing activities to promote Exponential-e services and capabilities
8. Lead and champion Cloud & Managed Services within Exponential-e to ensure opportunities are uncovered and capitalised upon.
9. Act as a Subject Matter Expert within Exponential-e Group Sales for Cloud and Managed Services, demonstrating ongoing expertise and a continual desire to develop relevant knowledge
Key responsibilities for this job:
10. Achieve individual assigned Sales Incentive Plan across Overlay & Net New Business
11. Develop and present high-quality presentations to articulate the Exponential-e Value propositions
12. Support Marketing in raising brand profile and messaging within the Media Sector
13. Work with the wider Exponential-e account teams to drive customer engagements to successful closure
14. Drive sales campaigns and lead sales engagements coordinating internal teams.
15. Maintain strong and demonstrable knowledge of Cloud & Managed Services Portfolio to drive opportunities and win against the competition
16. Maintain a practical understanding of the competitive landscape to support sales position and improve win ratios
17. Work with strategic partners that underpin the Cloud Portfolio to drive Opportunity and Win plans
Knowledge and experience required:
18. Previous Cloud (Private, Hybrid & Public) and Managed Services Sales Experience
19. Ability to effectively engage at all levels, from C-Suite downwards
20. A strong understanding of Cloud Portfolio; Hybrid Cloud Platforms, Storage Platforms, Managed and Professional Services, and how they enable business success
21. Independent, motivated and competitive personality with a indomitable desire to succeed
22. Ability to drive customer engagement and understand the problems Expo-e Solutions solve
23. Experience of working across sales teams to coordinate & drive engagement progression
24. Capable of creating impactful customer proposals/presentations to influence outcomes
25. Ability to quickly interpret information and position the important elements to customers, stakeholders and project teams
26. Strong presentation and meeting management skills
27. Ability to maintain and develop an opportunity pipeline and win-plan
28. Knowledge of core offerings (examples):
Backup DR & Cyber Resiliency IaaS Hyper-Converged (HCI – VXRail, Azure Local) Virtual Desktop Infrastructure – Citrix, AVD, Horizon etc)
29. Ability to identify and capture critical volumetrics & information efficiently to enable a Technical Solutions Consultant to rapidly create solutions
30. Demonstration/ proven track record of previous sales wins where candidate has led the sale
31. Understanding of motivation for customers to move to service-oriented models and what influences decision makers