Overall Job Purpose

To develop and maintain ongoing revenues and margin contribution from a named account (s) through pro-active sales of the full range of IT products & services

Main Duties

•             Identify, create, campaign and close sales opportunities within new customers. These sales will focus on infrastructure products, services and solutions
•             Provide Commercial Leadership
•             Maintain interaction with the customer by fostering multi-level relationships
•             Provide Campaign leadership: Manage the leadership of the virtual team on all sales opportunities within the customers
•             Manage Partner & Vendor Engagement: Maintain, expand and extend engagement of vendors and partners, managing these engagements to drive sales growth
•             Analyse Competition
•             Perform Account Targeting and Planning: undertake campaign and opportunity planning to maximise sales effectiveness and agree the activities performed by the virtual team
•             Update the forecast on a weekly basis
•             To work effectively with solution experts in defining the right proposition for a specific client requirement
•             To effectively manage and maintain long-term customer relationships at the highest level
•             To manage the entire deal lifecycle from campaign to commercial close
•             To adapt style to customer requirements
•             Liaison with internal departments to facilitate the above whilst monitoring and managing any specified S.L.A.’s.
•             Increasing the scope of products and services being taken by the named customer(s).
•             Identification of Risk – both Operational and commercial in relation to all sales opportunities within the designated accounts.
•             Ensuring the highest levels of customer satisfaction through professional engagement at all times and at all levels within the customer.
•             Maintaining a high level of knowledge around the products and services offered.
•             Maintaining a working knowledge of all internal systems.
•             Maintaining a high level of knowledge of the general I.T. marketplace and the specific marketplace within which the named customer operates.
•             Maintaining up-to-date records of all activities with regard to the named customers including (but not limited to) completion of customer records on the internal sales tool.

Skills, Experience, Knowledge

•             Extensive Sales and Account Management experience and track record gained within the IT industry
•             Strong credibility, hunger and passion
•             Used to personally planning and owning multiple sales campaigns
•             Demonstrable infrastructure solution and services sales experience
•             Credible technology and services knowledge and can articulate this well whilst communicating effectively with the client up to CIO level
•             Enthusiasm, dynamism and initiative
•             Proven experience of selling IT Managed Services / solutions and/or Enterprise class solutions
•             Good business acumen and commercial awareness
•             Experience gained working for a recognised IT reseller and/or vendor /manufacturer
•             Proven record of successful negotiation at senior level
•             Persuasive, motivated and tenacious

Business Development Executive - DXC