BI Sales Vodafone Account Director

Business Intelligence Outsourcing Solutions

My client, is a global IT Outsourcing household brand, is looking for an Account Director to sell Business Intelligence and Analytics solutions to Vodafone.

The ideal candidate will have a demonstrable sales track record of success and will need to articulate major sales achievements of selling Business intelligence managed service solutions. Ideally our client wants applicants that have sold into a major mobile carrier or Telecommunications provider.

The successful candidate must have an extensive background of IT service sales around DATA mining, Software licenses, Analytics, BI.

You will be selling Information Management that advises and assists Vodafone on the strategy, assurance and management of enterprise wide information and data oriented initiatives, covering information architecture, Business Intelligence and Enterprise Content and Data Management.

Our clients Information Management practice has a proven track record of assisting Vodafone to derive greater value from their data and content – transforming it into a valuable corporate asset and enabling competitive advantage.

The Successful Sales Applicant will be selling:
The architecture of structured and unstructured information, and the definition and implementation of governance strategies to ensure the security, integrity, and availability of information
The strategies, methods and tools used to capture, manage, store, preserve, and deliver content and documents related to an Vodafone’s processes.
The derivation of intelligence from corporate data through analytics, mining, Enterprise Performance Management/ Dashboards, and real-time decision making applications
A successful candidate must understand a client’s business and be able to dive deeply into their business issues. Assignments will vary and will involve providing expert consultancy, mentoring, formulating strategy and policies and acting as a “trusted advisor” to clients. Relationships will run from senior board level through to IT and business specialists.

About the role:

New Business, Business Development within the Vodafone Account
Providing key BI Solution Sales advice to Vodafone within Business Intelligence & Data Analytics space;
Providing and seeking meaningful feedback to help others and self improve and develop;
Clearly conveying information to engage the audience, listening effectively, and negotiating with and influencing others;
Taking advantage of new opportunities for learning, sharing new knowledge, being intellectually agile and thinking creatively;
Delivering quality work for Vodafone, demonstrating an understanding of the client’s business and relevant professional standards and maintaining respectful client relationships;
Building internal and external relationships and networks, considering the needs of others and proposing effective solutions;
Developing and applying a high level of skills, knowledge and standards and staying current with business and industry trends;
Maintaining effectiveness during change and adjusting to new processes or requirements;
Demonstrating leadership, modifying behaviors to work effectively with others, respecting and valuing all people and encouraging different perspectives;
Promptly addressing problems, challenging the questionable behaviour of others and maintaining standards of professionalism;
Efficiently planning and delivering work, taking responsibility for budgeting, resourcing, billing and compliance and demonstrating an awareness of risk management issues.

Requirements:
* *Demonstrable Sales experience of successful client management;
* Demonstrable sales track record of selling BI, Data mining and Software solutions  

   Ideally contacts in Vodafone

Experience of selling Software solutions to a mobile carrier or to the telecommunications industry
*Ability to think creatively to solve client needs;
*Excellent interpersonal skills;
*Track record of working as part of a team;
*Demonstrated ability to develop new approaches and tools to solve client issues;

You must be able to demonstrate previous IT sector experience within a managed services sales environment with a success of overseeing the service delivery. You will be confident in initiating and overseeing the pre-sales and bid process and have the ability to understand your customers’ requirements and detailed value propositions that our client is trying to deliver. In addition to this you will be experienced in putting together proposals and cost models to meet those requirements in order to generate new business. The successful transition and delivery of the solution is also a key aspect of this role, making sure that it is delivered on time and within budget.

Opportunity analysis

• Works with sales (not ahead of, or instead of), customer IT, LOB  and CxO management to develop an accurate understanding of business needs
• Identifies business value creation implications
• Identifies customer-wide IT and business parameters and constraints that impact the solution

Solution Planning and Design

• Architects an appropriate solution to meet the customer’s requirements
• Optimizes a solution’s fit to the requirements of an opportunity plus the broader customer business and  IT strategy
• Adapts solution design to new requirements
• Establishes the validity of a solution and its components with both short and long term implications
• Identifies the growth path , scalability options and implications for customer strategy and implications of a solution and includes these in design activities and account planning

Client/customer relationship

• Builds strong professional relationship with key IT and LOB executives globally
• Assesses the client organisation politically, functionally, and in terms of procurement / programme teams to determine their capability and to understand the clients ability to accept the proposition / solution
• Works with sales and all of our customers business units to drive and deliver an effective contact/communication/messaging strategy for the opportunity
• Understands and addresses CxO issues in relevant business terms
• Applies strong consultative selling techniques to advance opportunities
• Is perceived as a trusted advisor by the customer
• Manages problem resolution and customer satisfaction issues through strong partnering capabilities
• Effectively communicates and articulates the details of their component roles in a proposed customer solution.

Sales and Account team collaboration

• Actively participates with the sales resources and account team in account and opportunity planning. Provides solution advice, drives proposals, presentations, and other customer communications during pursuit
• Transfers knowledge to account team
• Applies business and technical skills to identifying overlooked opportunities within the account
• Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design

Education and Experience Required:

• Technical University degree or Bachelor’s degree; Masters degree preferred , and / or deep experience
• Experience in Pre-sales/ technical consultative selling  and solution/account management
• Technical and solution experience in IT industry
• Experience in vertical industry useful
• Experience in project/program management
• Appropriate solution or career certifications

Business acumen

• Utilizes deep knowledge of customer value chain and business requirements to create and propose solutions
• Persuasively communicates the value of the solution in terms of financial return and impact on customer business goals
• Understands business metrics and drivers for multiple levels of customer management and appropriately tailors communications to demonstrate value

Industry acumen

• Extensive level of industry acumen; keeps current with trends and able to converse with client on issues and challenges at multiple levels of customer management

Solution selling

• Demonstrates strong communications skills with IT and LOB managers, as well as C-level executives
• Leverages deep understanding of the competition – both positioning strategy and technology -

This is an exceptional opportunity to join a Global Outsourcing company. To be successful you will need to have an exceptional new Business sales ability and experience of selling large Software deals.

Our Client is one of the largest and fastest growing Outsourcing Companies with a wide range of multinational customers in over 40 countries. They deliver mission-critical, high volume processing to our customers and their aim is to provide business processing services better, cheaper and faster.

They are looking to recruit an experienced New Business Sales Executive dedicated to Insurance Product offerings within the UK and London Markets. This is a new business role but does demand elements of account management going forward. The role is responsible for identifying, leading, managing and closing large Insurance software deals.

You will be responsible for;

- Sales of existing insurance software products Genius, IRIS, Elgar, Brokasure and new XIAP based products.
- Cross selling and extending offerings to include the wider Technology Services portfolio (hosting, applications management, BPO)
- Generating sales contributing £2m EBIT
- Leading and driving a go to market campaign for Insurance Software products.
- Responsible for cradle to grave sales (i.e. lead generation through to signed contracts)
- Working with the proposition team as well as other disciplines within the organisation including delivery, legal and marketing
- New business sales activities and programmes to select accounts where good relationships exist
- Supporting development of the Channel Partner programme and participation in sales activities to support the Channel partners

The successful candidate will also have;

* A deep understanding of the UK Insurance market place, be self-driven and focused on successful delivery of results.
* A clear focus on high quality service and business profit.
* Credible and comfortable with operating at ‘C’ level with our customers and prospective customers.
* An empathic communicator, able to see things from the other person’s point of view, while being able to articulate and sell the benefit of services and products.
* The ideal candidate must have an excellent track record, with proof of leading and closing large software deals and be able to demonstrate success in managing major accounts customers and large software contracts.
* An articulate and genuine sales developer with an ideal background in large software sales deals which are Enterprise wide.
* Experience of leading and winning big RFI tenders would also be useful.

Basic – Up to £100k + Bonus + Benefits OTE £200K+

London or South East based, home working

Our client is a leading global IT service provider working within over 70 countries around the globe. From global Outsourcing services, hardware manufacturer and SAS services they solve the IT needs of major global businesses and have retained us with finding an experienced Cloud Computing Business Development executive.

We need Sales executives with experience in cross selling and Account management. Ideally you will have worked as an overlay Cloud specialist. You will be required to upsell an amazing cloud value proposition to existing accounts. You will have most of your appointments booked for you and be seen as one the highest profiles sales roles within the organisation. The CEO is personally making sure the correct hire is made because of its strategic importance to the business. You will need experience of selling to large FTSE 100 businesses and be able to manage multiple sales opportunities at the same time.

You will be driving existing and new business pipeline selling enterprise IT Managed Services, Cloud Computing, Hosting, Saas and Iaas. The successful candidate will be expected to hit the ground running and be a significant contributor to the overall FY11/12 target.

Worldwide spending on cloud computing is expected to reach almost $150 billion by 2013, according to analyst firm Gartner. But what is cloud? In pure business terms, cloud is a flexible, scalable, pay-per-use model for the way IT services are delivered and consumed, typically through short-term contracts.

Through this pay-as-you-go cloud model, organizations can reallocate IT costs from capital expenditure to operating expenditure and achieve greater cost transparency; flex their IT capability to meet changing business demands; and so improve their agility and competitiveness.

The successful candidate will be able to articulate the future of cloud and the current market trends. You should be able to download the current market leader’s strengths and weaknesses. Most of all you should have a passion or this new wave technology and be able to demonstrate a successful sales track record.

Essential:

Cloud Computing Sales experience
Proven client facing skills
Highly organised
Ability to deal with a range of stake holders.
Competent in the production of account plans.
Strong solution sales background.
Strong negotiation skills
Outstanding presenter
Clean driving licence
Client facing experience

With more than 8,000 employees around the world and a wealth of blue chip customers across four continents, our client offers a dynamic, fast paced work environment where people from a diverse range of backgrounds work together to deliver innovative, world class solutions.

As well as delivering complex, industry specific processing services primarily to the banking and insurance industries, they provide procurement, finance and accounting, and human resources services across various industries. They also provide a range of advisory services and software products which add value for customers by helping to improve the efficiency and effectiveness of their processes.

This is a fantastic permanent career opportunity offering excellent progression, benefits and job satisfaction.

Our client needs experienced sales professionals with an unprecedented track record of selling the delivery of BPO into the Insurance and financial services sectors.

A good general network of contacts within the above verticals would be advantageous. You must be able to walk the client through multiple client engagement wins, demonstrating creativity and sale processes and why you actually won the deal and how.

You will need to generate and grow new business within the Insurance and Financial services markets.

At least five years proven consultative sales and account management experience within the traditional IT Outsourcing sector, with relevant vertical market experience.

The candidate should be goal oriented with excellent track record of new business success; over achievement of sales targets, top sales ranking, awards and achievement recognition. The right candidate will be empowered to “just get on with the job” whilst having as much training and support needed to assist in hitting target.

The role holder will be an accepted leader with the ability to achieve, motivate, and drive performance with excellent negotiating and closing skills. But, more importantly the right candidate who can spot the opportunity in front of the customer and deliver the number.

Candidates need not apply who have not got the relevant BPO experience.

£150k Basic, £300+ OTE, + all usual corporate benefits

London

Our Client seeks to hire a capable, experienced senior executive leader to define and execute the FSI vertical growth strategy in order to achieve its annual targets for revenue, profit, market share, customer satisfaction and other key business objectives.

You must have won deals in excess of £35 million+ TCV, preferably have worked for a tier one global outsourcer and have a good network of contacts within the Finance sector.

Responsibilities:

Our client needs experienced sales professionals with an unprecedented track record of selling the delivery of IT infrastructure management, managed services, Business Transformation and outsourcing across desktop, networking and data centre environments, together with a full range of related services, from infrastructure consulting through integration and deployment focusing on the finance markets.

A good general network of contacts within the above vertical would be advantageous. You must be able to walk the client through multiple client engagement wins, demonstrating creativity and sale processes and why you actually won the deal and how.

You will need to generate and grow business for key named accounts, as well as green field sites within the Account portfolio. The role also requires you to internally sell and work with and lead the existing Account Team, bid teams and service delivery arm to maximise and close opportunities.

Key Skills:

At least five years proven consultative sales and account management experience within the traditional IT Outsourcing sector, with relevant vertical market experience.

The candidate should be goal oriented with excellent track record of new business success; over achievement of sales targets, top sales ranking, awards and achievement recognition. The right candidate will be empowered to “just get on with the job” whilst having as much training and support needed to assist in hitting target. Our client’s culture is not a revolving door with a big brother micro management style but empowerment with commercial professional support.

The role holder will be an accepted leader with the ability to achieve, motivate, and drive performance with excellent negotiating and closing skills. But, more importantly the right candidate who can spot the opportunity in front of the customer and deliver the number.

• Stays current with relevant market dynamics in FSI - market maturity, technological shifts, segment health, etc.
• Monitors regulations and regulatory trends that set the parameters of practice within FSI
• Understands the role of IT within FSI – typical infrastructure, business applications, cross-industry enablers
• Growing FSI  business to achieve and exceed overall metrics (revenue, gross margin, market penetration, share of wallet on Corporate and International Accounts,  installed base retention, and cost control)
• Driving and supporting go-to-market strategies, and sales/marketing initiatives in this industry vertical
• Ensuring optimum and increased account coverage through direct and partner sales resources
• Developing sales resources and management talent to ensure a pipeline of qualified sales talent with the necessary deep industry knowledge to support future growth

Pre-Sales Managed Services
£80-£110K Basic plus bonus and corporate benefits

Our Client is one of the UK’s leading IT Service providers who are looking for a senior Pre sales consultant / Solutions Architect to run their managed services team. You will be reporting to the MD with a hands on approach to help develop key Service strategies for the business.
You will be responsible for overseeing the pre & post -sales, opportunity analysis and bid management process around key accounts and new business. Successful applicants will take the lead role in the transition and transformation of solutions into a managed services environment.
Experience of selling Infrastructure as a service (IAS) around the Datacenter is essential ideally with HP technology experience. Our client is looking for a consultative expert who generally enjoys putting together solutions.
Key skills and track record required around Managed Services are: Hosted, Backup, disaster recovery, Outsourcing
You must be able to demonstrate previous IT sector success within a managed services Technical sales environment, also with an in-depth track record of service delivery. You will be confident in initiating and overseeing meeting in a pre-sales capacity. You will need excellent presentation skills, along with bid process and the ability to understand your customers’ requirements. You will need to be able to articulate in plain English complex and detailed value propositions to help clients enable technology to help their business. In addition to this you will be experienced in putting together proposals, SLA’s and cost models in order to generate new business. The successful transition and delivery of the solution is also a key aspect of this role, making sure that it is delivered on time and within budget.
Ideally the successful candidate will have experience of delivering and selling MS into Central or Local Governement but our client is flexible and open minded to vertical market experience.

You must be able to demonstrate previous IT sector experience within a managed services sales environment with a success of overseeing the service delivery. You will be confident in initiating and overseeing the pre-sales and bid process and have the ability to understand your customers’ requirements and detailed value propositions that our client is trying to deliver. In addition to this you will be experienced in putting together proposals and cost models to meet those requirements in order to generate new business. The successful transition and delivery of the solution is also a key aspect of this role, making sure that it is delivered on time and within budget.

The successful candidate will ideally have Knowledge of delivering software, hardware and managed services into cross vertical markets including retail, financial, telco, utilities, manufacturing etc

Form of employment:

Permanent, Full Time

Location:

United Kingdom; Location negotiable

Organization:

Industry solutions – Financial services

We are looking for an experienced New Business Sales Executive to identify opportunities and sell our client’s products and solutions to new customers in the UK Financial Services market.

The person fulfilling this role will be required to successfully sell our customer’s products and services to organisations that are not currently our customer clients. This is pure new business development role and account management of new customers is then delegated to other members of the team.
The role is expected to deliver a major financial contribution to our client’s UK business. A key deliverable will be the successful acquisition of profitable new client business for our customer UK’s offerings and services, and to find business partners where we can leverage relationships for new sales.

There will be a strong focus on selling the client’s solutions which support the UK Mortgage & Savings, Investment Credit and Debt Management markets. The role will also involve selling other relevant solutions into the target market.

The role requires the following experience:
• A demonstrable sales track record of a minimum 5 years achieving in excess of 100% annual quota in selling high value application software and services in the financial markets;
• Direct experience of winning new client business in the financial services market;
• Demonstrably capable of managing complex sales processes and winning opportunities in excess of a total of £3 million total contract value (TCV);
• Experience of winning business within Tier 1 & 2 UK banks and/or mortgage lenders;
• Knowledge of the retail financial services market and an understanding of the solutions that address this market; and
• Experience of building relationships and influencing senior decision makers in financial services organisations

This role requires interaction with multiple levels of client staff ranging from project managers and technical staff up to and including senior executives from both business and technical functional areas.

Criteria – Essential Attributes
A valid UK work permit or eligibility to work in the UK is essential for any applications for this role, and applicants unable to satisfy this criteria will not be selected for interview. The following are essential attributes for people wishing to apply for this position:

• Educated to graduate level
• Commercial acumen and up to date knowledge of the financial services environment
• A minimum of 5 years sales experience of achieving >100% quota
• Established track record of sales in UK Financial Services Industry
• Demonstrable network of relevant customers and clients
• Proven track record of new business sales of high value offerings
• Technical knowledge and understanding of IT products and services
• Internal marketing skills
• Working knowledge of the Financial Services market place
• Ability to negotiate with senior decision makers
• Previous experience of business processes used in the Mortgage & Savings Industry;
• Good understanding of the software development lifecycle
• Knowledge of regulatory requirements for financial services

Criteria – Desirable Attributes
• Ability to construct and execute a marketing plan
• Ability to coach and mentor junior sales executives
• Proven track record in account management, including maximizing revenue opportunities with customers
• Previous people management experience in a sales environment

Personal Attributes – Essential
• Excellent interpersonal skills and able to form strong relationships both internally and externally
• Ability to work autonomously and within agreed boundaries and parameters
• Decision-making capabilities
• Strong influencing skills
• Able to identify new business opportunities and explore/research business proposition and need
• Ability to identify appropriate decision makers and build effective relationships
• Ability to construct sales arguments and value propositions
• Ability to close new business opportunities in a timely manner
• Able to compile professional presentation and bid material
• Ability to present to senior executives with confidence and presence;
• Ambitious, with a drive and desire to succeed;
• Problem solving and creative thinking abilities;
• Flexibility over working hours as required to meet the demands of customers;
• Self motivated and positive;
• Able to manage own time effectively, and be considerate of the time of others;
• Valid UK driving license and own transport;
• Able and prepared to travel between sites (Our customer and customer sites) as required to perform duties

This is a fantastic permanent career opportunity offering excellent progression, benefits and job satisfaction. This is a potential life-changing career vehicle that offers a realistic chance to earn some serious money while working for a prestigious tier one global outsourcing organisation.

Responsibilities:

Our client needs experienced new business sales professionals with an unprecedented track record of selling the delivery of BPO and traditional IT Outsourcing into the Financial services industry. Ideally you will have experience of selling Application off shoring, BPO, HR, Finance auditing, equities and integration, contract and data management.

A good general network of contacts within the finance market would be advantageous. You must be able to walk the client through multiple client engagement wins, demonstrating creativity and sale processes and why you actually won the deal and how. The role is working within the main commercial Outsourcing division of the group.

You will need to generate and grow business for key named accounts, as well as green field sites within the Account portfolio. The role also requires you to internally sell and work with the existing Account Team, bid teams and service delivery arm to maximise and close opportunities.

Key Skills:

Experience of selling to Building societies, Card Processing,mortgage processing, insurance companies, arrears management and collection. Any financial services organisation outside of the traditional Banking industry.

At least five years proven consultative sales and account management experience within the traditional IT Outsourcing sector, with relevant vertical market experience.

The candidate should be goal oriented with excellent track record of new business success; over achievement of sales targets, top sales ranking, awards and achievement recognition. The right candidate will be empowered to “just get on with the job” whilst having as much training and support needed to assist in hitting target. Our client’s culture is not a revolving door with a big brother micro management style but empowerment with commercial professional support.

The role holder will be an accepted leader with the ability to achieve, motivate, and drive performance with excellent negotiating and closing skills. But, more importantly the right candidate who can spot the opportunity in front of the customer and deliver the number.