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About The Role

This is a managerial position within the Security Business Unit responsible for leading the Business Development Team. As the team leader you will provide inspirational and forward-looking leadership to support the sales efforts in engaging with customers and prospects in the positioning and sales of the portfolio of services.

Claranet Cyber Security is a rapidly evolving function with ambitious transformational plans for the coming years. This, coupled with the wider Cloud and Network capabilities of Claranet, provides our customers with a unique and very relevant proposition that enables their growth with "secure by design".

As the Business Development Sales Manager, you will work with the Security Business Unit (SBU) Head of Sales in defining long term sales strategies that harnesses the opportunity ahead of us within the “Mid-market / Sub Enterprise market space. It will be your responsibility to execute this sales strategy through the SBU Business Development Team. This will involve management of your Business Development (BDM) team, cross team collaboration with our Cloud and Network Business Units along with the co-development and delivery against our ambitious marketing plans.

The Business Development Sales Manager should have experience and be able to lead by example and act as a coach, mentor, and support to the Business Development Team; engaging in key opportunities directly and supporting all sales activities required for achieving the Security BU sales and retention objectives in line with the overall annual growth plans.

You will need to understand, articulate, and have experience of the market trends specific for Cyber Security and be able to support in defining specialist portfolios and market messaging to ensure that Claranet remains relevant and competitive.


Duties &Responsibilities:

Reporting to the Security Business Unit Head of Sales, your duties and responsibilities, either delivered directly or through your team, will include:

  • Leading the Business Development Team by providing clear objectives and regular performance reviews to ensure that the SBU’s sales performance is meeting/exceeding the business plan objectives.
  • Lead the development of the sales plan. Prepares forecasts and KPI reporting for the sales leaders, SBU Head of Sales, and upper management, for use in organisational planning, financial forecasting, budget setting and strategic planning
  • Analyse pipeline and lead data, deliver periodic reporting to the Leadership and Sales Teams providing key business insights: typical reporting relates to Demand Generation, Pipeline Forecast and Trends, Conversion Rates, Target Account development, Market Segmentation, Win/Loss, Age.
  • Working collaboratively with other managers bringing a unified and consistent approach to management across the SBU sales team.
  • Develop new mid-market focused business opportunities leading to long term larger revenue generation for the Security Business Unit.
  • Deliver a best-in-class Mid-Market sales organisation through development of the whole team along with the management of underperformance
  • Develop a detailed understanding of market and competitor, risks, and opportunities.
  • Understand and effectively communicate the company's value proposition, portfolio, processes, and current partnerships
  • As required, oversee the planning and recruitment of new staff and teams to support the achievement of business goals
  • Working closely with the Marketing team to lead and develop campaigns, review impact of business development activities on pipeline creation and pipeline growth as well as conversion into won opportunities.
  • Align with other leaders and members of the sales community within alliances and partners 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 Security BU and generate sales opportunities.
  • Proactively provide feedback and suggestions to the SBU Leadership Team on the development and evolution of the portfolio of services.
  • Develop your team’s knowledge of new services along with maintaining an understanding of the Cyber Security Market proactively.
  • Set individual targets in line with the wider business growth plans.
  • Providing clear objectives and regular performance reviews to ensure that the teams sales performance is meeting/exceeding the business plan objectives
  • 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.

About You

  • Educated to Degree level or equivalent experience in a range of technologies or IT delivery
  • Sales management experience within the mid-market customer base as part of a fast-paced and dynamic business environment, preferably working in the position of a Sales Manager
  • Exceptional leadership skills and confidence
  • Experience evaluating product/market situations and analysing data and information, transforming it into actionable sales strategies and approaches
  • A thorough grounding in sales and awareness of process
  • Ideally experience working for a rapidly expanding company
  • Exceptional people skills and ability to communicate effectively with all levels of seniority
  • Previous experience building a Mid-Market sales team
  • Good time management and self-organisational skills

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 £400 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.

Claranet Cyber Security is a world class business unit within Claranet, designed to give customers access to market-leading information security services spanning; training, consulting, and managed services.

We’re working on building an ever-improving company based on openness, diversity, collaboration, and empathy as our core values, a company that aims to be inclusive for the diverse group of people we get to work with, and where everyone supports each other and celebrates successes together. We want our people to feel engaged, comfortable, and healthy—and to know that they can belong here, no matter their story or background. If this resonates with you, then come and join us.

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