Salary: DOE
Location: London
Job type: Permanent
Job reference: PCTH/638866
Date posted: 13.10.2011 16:41

Our client is searching for a talented Sales individual who will be responsible for further developing there Government business in the UKI/Nordics region by creating a pipeline of new business opportunities that supports an annual software licence target of £1.6+Million.

Our client has very close working relationships with a number of highly influential partners including IBM, Accenture, Deloitte & others. However, the majority of our business is done directly with the end customer. Candidates should be comfortable with 500,000 to 1,000,000 + license sales and 9-month sales cycles in addition to dealing with the highest level of contacts within prospective customers.Major Responsibilties

• Exceed £1.6+Million in annual software revenue, producing quarter by quarter revenue growth through new business opportunities.

• Further develop our the companies value propositions in Central and Local Government.

• Build understanding and knowledge of our clients competitive advantage within the sector and be fully confident presenting and demonstrating this to prospects and partners, as well as internally within the business.

• Contribute to the company partner strategy in the sector, communicating the value proposition and building productive relationships to develop revenue generating opportunities.

• Develop new business opportunities through specific marketing campaigns/seminars using extensive market knowledge and leveraging our partner network.

• Manage the commercial & legal negotiation process.

• Map and build senior level relationships across the sector and partner organisations.

• Manage all stages of the bid process to utilize resources in the most effective way.

• Maintain accurate account, contact and opportunity records in Salesforce.com on a weekly basis, utilise TAS methodology on major opportunities and forecast accurately.

• Build and maintain a sales pipeline giving foundation to exceed fiscal revenue targets.

• Develop sector-marketing plan with marketing and telemarketing groups.

• Accurate forecasting using Salesforce.com

• Maintain Account plans for major opportunities and target accounts.

• Maintain positive 360’ feedback from pre-sales, consulting, F&A and Management teams.

• Build and maintain a set of productive partnerships.

• Exceed sales targets.

• Proven track record selling high value software licenses into UK Government organisations, central and local, is highly desirable.

• It would be highly advantageous to have a good understanding of:

• ECM & BPM Solutions

• Web and Mobile Content Management

• CRM (One to One marketing, 360’ view of a customer etc)

• Document Composition Solutions

• Proven success in building relationships with key influencers and ability to leverage his/her sector network in both the Partner and Prospect communities.

• Proven ability to interpret client’s business requirements into a solution & ROI to create compelling events that will drive buying decisions.

• Excellent presentation, verbal and written communication skills.

• Sound technical understanding of the company solution and how it fits into SOA architecture.

• Ability to demonstrate solution and talk through highlights of the systems architecture.

• Resilient during competitive evaluations, and demonstrates robust commercial decision making and negotiating skills.

• Consultative sales approach with an inspirational ‘Can do-will do’ attitude.

• Comfortable with Salesforce.com and Target Account Selling (TAS) sales methodology.

• Bounce-back-ability

• Ability to travel

• Analytical Ability – effectiveness in analyzing situations and identifying key issues.

• Planning and execution – monitoring progress, taking action when necessary to rectify situations / meet deadlines.

• Proactive – taking responsibility for making things happen.

• Social Magnetism – taking actions, which show awareness of one’s own impact on others.

• Teamwork – collaborating with and promoting collaboration between different parts of the business.

• Technical expertise – keeping up to date technically within one’s own functional area.

• Adaptability – stability of performance under uncertainty and pressure.

• Communication & influence – using appropriate interpersonal styles and methods of communication to influence others positively to obtain agreement between different interests.

If you are interested in this position or would like more information please contact Nicole (nicole.hochmuth@uk.hofmann.info) for an early interview.

Hofmann Recruitment UK Monmouth House 93 The Parade High Street Watford Telefon 01923 236444 Telefon 01923 246960