Business Development Director EMEA- UK
NB: You must be curently working in Sales in the IT Industry in the UK, preferably with EMEA client
INTRODUCTION
My client is a highly successful and fast-growing technology services company. In the ten years since its formation, it has delivered more than $5 billion in service revenues. Its roster of clients is a “who’s who” of successful, forward-thinking technology companies.
My client is primarily serve technology and healthcare IT clients in over 100 countries and 30+ languages. It manages relationships with more than 400,000 buyers and has established unrivalled service sales management expertise and benchmark data across its client portfolios.
In the economic downturn, the company’s clients have benefited significantly by strategic focus on this latent source of income. The company’s financial results reflect the traction that the downturn has provided in client companies eager for business improvement opportunities.
They have seen services annuity streams that can account for up to 50% of a client’s annual revenue. The company delivers these benefits by managing its clients’ services business end to end. By outsourcing the process, clients can concentrate resources on their primary revenue source and avoid substantial organisational and capital investment in service management.
My client is truly a thought-leader and significantly impacts the financial performance of its clients. Its Service Share Index, an industry benchmark for measuring the amount of revenue captured from a company’s total available market for service maintenance and renewals, provides comparative data against which clients can measure performance and track progress.
Position Purpose:
Based in the UK, The focus of the role will be to lead the company’s Business Development sales activities at C level within key target accounts in the EMEA region within Global IT telecommunications and Healthcare groups
THE ROLE
The individuals appointed to these critical roles will ensure that the business in EMEA achieves the level of growth achieved in the USA and most recently, APAC. A key aspect of the roles will be to champion the value proposition within target markets throughout EMEA and to execute the company’s winning sales strategies with skill and professionalism.
KEY RESPONSIBILITIES
The key challenges of the role are to:
- Make a significant personal contribution to the EMEA sales effort, ensuring that the high performance levels achieved globally are emulated in the region.
- Achieve and exceed personal sales targets both in terms of client acquisition and client development. (New Business Development)
- Raise the bar in terms of sales process and best business practice.
- Participate in a culture of dynamism, energy and achievement.
- Working with many of the leading technology companies in EMEA to create strong relationships which provide good value, innovation and excellent service. Each Sales Director has responsibility for approximately 40 client accounts.
- Apply analysis skills to the sales process to ensure the rationale for all sales propositions is underpinned by a strong business case which is patently supportive of the client’s business goals.
- Apply the company’s proven sales strategies to improve metrics across all aspects of client acquisition and client development
THE PERSON
· The Sales Directors will be hunters by nature who are excited by the opportunity to take an already fast-growing business to new levels.
· The will be self-starters, able to work on your own initiative and able to operate successfully in the dynamic and fast-moving corporate environment without the support of an extensive bureaucratic support system.
· Experienced and wholly credible at the CxO levels of client organisations, these individuals will be capable of supporting a multi-level sales strategy (I.E. Selling and gaining buy in of multiple executive across multiple senior management levels across multiple regions) by supporting the team and driving the process.
· Both an opener and a closer of deals capable of making client relationships happen.
· A consummate sales professional with the intellectual ability to engage with clients’ business and develop and improve upon the company’s sales processes.
· Excellent communication and interpersonal skills with the confidence and credibility to represent the company at all levels internally and externally.
· Ideally, blue-chip background in a global technology company familiar with complex, multi-level, consultative selling combined with the ability to operate in an entrepreneurial high-growth culture.
JOB DIMENSIONS
The Sales Professionals will report along with the existing sales team, to the VP Sales EMEA. The operations centre is based in Dublin however the sales team is based in the Thames Valley. It is anticipated that there will be some travel within EMEA.
REMUNERATION
This is a key role and the company is offering a very attractive compensation package commensurate with the importance of the role. This will include salary, performance incentives and equity participation.
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