About The Role

This is a Network and Communications Sales Specialist role, you must be passionate about understanding the customers business challenge, have a desire to understand the industry and be aligned to interpret our services and/or identify new services to resolve those challenges.
You are responsible for driving growth and optimizing profitability within an evolving service portfolio and customer base. Be able to maximize the opportunity quickly, adapt the proposition and drive the upsell across the portfolio.
Priority of the role is to grow profitable business from existing customers which will lead to a growing contract book of long-term customer engagements.
Essential duties & responsibilities
• Delivery of agreed revenue targets
• Manage Virtual teams, with the Customer Success Team, Solution Design and other virtual team members to ensure commercial opportunities are captured, tracked and managed to close
• Be an expert in the Network, Communication and Collaboration technology stack enabling you to understand the customer challenge and identify an opportunity that is aligned to our service
• Generate new Network, Communication and Collaboration sales and up-sell service sales to the existing customer base thereby ensuring an increase in service penetration, revenue and margin performance
• Successful sales execution on dedicated named accounts
• Effective development of Network and Communication business unit value propositions
• Delivery of effective campaigns to drive pipeline and growth
• Responsible for establishing Sales Specialist best practices within the team by working with peers across the business
• The role includes complex technical solution selling, multi-level selling with a strong business outcomes focus
• Build positive and consistent relationships with customers to grow and optimize customer revenue
• Be capable of writing effective sales proposals, arranging and managing customer meetings and utilizing agreed sales methodologies
• Identify, develop and manage the required level of opportunities to consistently achieve sales targets
• Maintain an accurate forecasting and active pipeline in Salesforce by ensuring all activity, communication and customer data is logged in Salesforce
• Work with Marketing to develop case studies, referrals, gain attendance to events and seminars from customer base, develop contact strategies and specific campaigns to customers and groups of customers within territory
• Proactively engage with strategic partners to enhance our market position, build pipeline and deliver a richer experience to customer base

About You

Position specifications
• Broad industry knowledge with specialisms in Network and/or Communication/Collaboration services
• Proven and demonstratable track record of selling Network and/or Collaboration/Communication solutions to UK customers with a turnover between £35mil - £500mil
• Active and evidenced use of recognized sales methodology
• Experience and proven track record of working and closing complex sales in a consultative manner
• Experience with selling bespoke managed services
• Ability to communicate at all levels, both written and verbal
• Ability to analyse varied information and draw conclusions on areas of strategic focus
• Strong team player with capacity to lead the virtual team and make decisions when required
• Ability to forecast accurately and manage a sales pipeline
• Strong negotiation skills
• Full UK driving license and access to a car for business purposes
• Service penetration into customer base
• Revenue and profitable growth
• Re-contracting where directed
• CRM completion
• Manage weighted pipeline for target coverage

About Us

Claranet’s IT services help our customers do amazing things. We simplify the management of IT services so our customers can concentrate on what they do best. By working with us, our customers gain access to a wide range of integrated collaboration, cloud and cyber security managed services, as well as our support and expertise 24x7.
Claranet is one of Europe’s leading managed IT Managed Services Providers with annual revenues of around £325 million and over 1800 employees in 24 offices across Europe and in Brazil. We offer businesses hosting, networks, communications and security services. We have over 500 staff in the UK with offices in London, Gloucester, Warrington, Bristol and Leeds.
The Network and Communication business unit – Make a difference, empower customers to be more productive, creative and change the way they serve their communities. Imagine working in a start-up, but without the risk of it not taking off. That’s what our team is like. The team are innovative and coached to try new things to help our customers. Everyone wants to challenge technology, “the old way of doing things” and help customers transform to make the most out of technology. No one in the team is afraid of hard work which unites a mix of very interesting backgrounds. It’s not the job for everyone, but if you want to feel like you’ve contributed and achieved something each day, this is the team for you.

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