About The Role

We have a strategic objective to grow our SMB business in the UK. One key initiative that underpins this is the development of bundled propositions that support our go to market plan of offering new and existing customers the opportunity to consume the benefits of our broad portfolio in standardized and scalable packages.

In this pivotal role, you will help to execute our SMB go to market strategy and be responsible for acquiring new logo customers via direct sales activity and building effective referral networks. We aim to differentiate in a competitive market place through delivering clear business outcomes for small and medium sized businesses. You will identify and engage new prospects, creating value for them and ensuring our offerings are easily understood, implemented and adopted.

As a direct contributor, you will work alongside the account management teams and business unit specialists to identify and evaluate sales opportunities, capture customer insights ensuring new targets are achieved and customer and market insights are captured.

You will have access to and leverage the relationships we have with global partners such as Fortinet, Microsoft and Sentinel1, along with Claranet’s own subject matter experts in Network Security, Cloud and Secure Comms and Collaboration to differentiate and add value that enables mutual and sustainable growth.

Essential duties & responsibilities

  • Acquire net new logo customers through direct sales activity.
  • Generate and maintain the appropriate pipeline of new customer opportunities to ensure achievement of targets
  • Present regular pipeline progress.
  • Produce accurate sales forecasts to management team
  • Utilise SF.com to keep accurate records of progress and development areas
  • Take ownership of developing a working knowledge of our products and value proposition.
  • Identification and mapping of business strengths to customer needs.
  • Research and identify new referral opportunities.
  • Work alongside SMB Sales and Marketing Teams to establish and maintain the relevance of our offerings.
  • Work with SMB Marketing to shape the positioning, messaging and creative of related marketing activity.
  • Understand and be a strong voice of the SMB customer in all internal interactions.
  • Develop and manage relationships with key stakeholders across Claranet Group.
Work alongside our technical and engineering teams to identify opportunities for process enhancement that enrich the customer experience or reduce our operational costs.

About You

Position specifications

  • Strong and demonstrable commercial acumen, able to evidence how their work has created value for their business and their customers.
  • An excellent level of insight into the SMB market, technology trends, SMB customer needs and the drivers of customer experience.
  • Proactive and organised approach to identifying new business opportunities.
  • A minimum of 3 years .experience in a similar role, winning new customers for any of the following MSSP, MSP, ISP, Communications provider or Microsoft related service provider.
  • Creative mindset with a thirst for using data and customer insight to solve problems.
  • Excellent written and verbal communication and presentation skills.
  • Ability to proactively feedback on competitor pricing & propositions in a structured manner.
  • The ability to work at pace on multiple customer opportunities at any given time through effective prioritisation and time management.
  • Strong team player keen to work across departments.
  • The ability to manage & influence internal & external stakeholders at different levels of seniority, to get things done and take accountability for delivery.

In addition, the following are highly desirable:

  • Ability to create compelling presentations and content.
  • Experience of identifying and nurturing referral partners.
  • Familiarity with SF.com and Pardot systems for reporting and analytics.
  • Experience of working in a matrix organisation.

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.

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