UK/Remote
Hybrid Cloud
Competitive

About The Role

  • Leading the Business Development Team by providing clear objectives and regular performance reviews to ensure that the Cloud BU’s sales performance is meeting/exceeding the business plan objectives.
  • Develops new Enterprise focused Business Opportunities against an individual Quota leading to long term Revenue Generation for the Cloud Business Unit.
  • Working closely with the Marketing team to plan, lead and develop campaigns, review impact of business development activities on pipeline creation and pipeline growth, as well as conversion into won opportunities.
  • Manage and support our Alliances function as they engage with our strategic partners to open and drive sales opportunities whilst engaging, owning and participating directly in sales opportunities and working with customers, prospects and partners to win large scale enterprise opportunities, resulting in multi-year high value contracts.
  • Continuously build on and expand expertise in specified vertical market to present as a specialist with deep industry knowledge when dealing with partners and prospects alike.
  • Align with other leaders and members of the sales community to identify and pursue target accounts in key verticals.
  • Attend key industry and partner events to establish relationships with relevant stakeholders and prospects leading to pipeline generation and ultimately to achieving revenue and profit targets.
  • Proactively exploit and expand existing network of industry contacts to position Claranet’s Cloud BU and generate sales opportunities.
  • Proactively providing feedback and suggestions to the Cloud BU Leadership Team on the development and evolution of the portfolio of services.
  • Support and contribute to the development of the third-party and partner relationship strategy with key organisations for further development of the business and services.
  • Ensure that data is accurate, and opportunities are closely managed through Salesforce to provide visibility for forecasting and reporting purposes.
  • Collaborate with HR Team to attract and develop great talent as needed and for key employees, ensure the appropriate retention and development plans are in place.
  • Collaborate with the Marketing, Alliance and Portfolio functions to define and execute required training plans to deliver the Cloud BU business plans.

About You

Essential

  • The Head of Business Development should demonstrate excellent inter-personal and Organisational skills, must work fluidly both at a Senior Peer, Partner and Customer ‘C Level’ building trustful and successful relationships to drive the Cloud BU’s sales efforts.
  • The Head of Business Development should be an excellent communicator at all levels, with strong Oral and written communication skills, able to present to large and small audiences and create a compelling proposition/story as appropriate to engage decision makers, influencers, internal staff and alliance partners alike.
  • The Head of Business Development should be commercially astute with knowledge of the enterprise cloud services market and its market participants as well as a deep understanding of the target verticals that Claranet’s Cloud BU wish to grow in;
  • The Head of Business Development should have demonstrable experience and track record in driving and winning large, transformational multi-year cloud contracts ideally in the Enterprise Managed Service and Cloud Technologies space.
  • The Head of Business Development is a person with gravitas and strong personality and influencing skills, able to build credibility at all levels and manoeuvre tricky customer negotiations.

     

     

         In addition, the following are highly desirable:

  • Educated to degree level or equivalent experience
  • Five or more years proven track record of successfully generating and closing large scale, multi-year new logo opportunities
  • Faces conflict and challenges in an open and constructive manner.
  • Flexible, creative and innovative, willing to take considered risks and learn and adapt.
  • Is self-motivated and able to work under pressure.

About Us

Claranet combine pioneering technologies, practices, and expertise to propel our customers ambitions. Through a vibrant customer centric culture of collaboration, learning, and opportunity, we nurture a dynamic community of the best technology and service expertise spanning cloud, cybersecurity, networks, and unified communications. 

Founded in 1996, Claranet has evolved into a multi-disciplinary technology services provider with global reach. The company has annualised revenues of circa £350 million, over 6,500 customers, and more than 2,000 employees in nine countries. In the UK we have over 500 staff working in London, Gloucester, Warrington, Bristol, and Leeds, or as homeworkers.  

Claranet consistently appears in The Sunday Times Top Track 250 as one of the fastest growing privately-owned businesses in the UK. Our international success is driven by local service, out of local offices, using a mixture of local and international infrastructure, including hyperscaler clouds.

Businesses of all sizes need to get the most from the latest cloud technologies, tools, automation, and development practices to solve their toughest business challenges. We provide consulting and management services covering the full range of hybrid cloud options. Claranet is one of the only two companies in the world to hold premier partner status with AWS, Google, and Microsoft as well as providing our own Claranet Cloud solutions.

The Cloud Business Unit represents over £50m+ in annual revenues from a wide range of small, medium and large Enterprise Customers and specialises in Enterprise Scale Cloud Adoption and Migration projects, with a focus on delivering next generation Managed Services to our Customers.

This is a player/coach role within the commercial practice of the BU which focuses on exploring and developing new as well as expanding existing established lead and opportunity generation channels. The Head of Business Development is a seasoned sales professional who focusses on generating and exploiting business opportunities leading to new revenue bookings for the Cloud BU by engaging with partners, alliances, consultants and prospects alike to position the Cloud BU’s messaging and capabilities with the goal of achieving the pipeline and booking targets. 

The role holds an individual target tied to Sales Outcomes and is expected to operate both as an Individual Seller, and as a player/coach of a senior team of Sales Professionals with the same mandate.

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