Exponential-e

Founded in 2002, Exponential-e swiftly established itself as a UK Cloud, Connectivity and Communications pioneer. Throughout our history, a focus upon leveraging leading-edge technology to deliver profitable and innovative services to our clients and prospects has resulted in industry and peer recognition for our ground-breaking approach, a truly world-class ICT services company.

We're a company of innovators who think big and achieve bigger! Our people are crucial to the continuing success of our company. From our CEO to our new Graduates, each of our people demonstrates our PRIDE principles which are at the core of everything we do.

Job Description

Overall purpose of the job:

To support and execute the new business acquisition strategy of Exponential-e ensuring achievement of all assigned margin, revenue and contract value targets by selling our Business Managed IT Services in a high pressure environment, while delivering consistent and exceptional level of sales professionalism whilst exceeding performance against measurable key performance indicators.

Key responsibilities for this job:

• To make a significant contribution to the company's business sales revenue
• To define, develop and own key client relationships and contact strategy.
• Develop and execute short, medium and long term business plans to exceed targets
• Achieve and exceed margin, contract value, and revenue targets
• Deliver against key performance indicators and objectives
• Prospect, qualify, negotiate and close key new business deals
• Build and maintain a solid and robustly qualified pipeline of sales opportunities within assigned industry verticals growing to a level of 3x target coverage.
• Forecast monthly and quarterly sales achievement within accuracy of +/- 10%
• Diligently maintain opportunity pipeline and deal positions on Salesforce
• Develop strategy, produce win-plans and execute on major deals
• Define target list and engage suspects based on clearly defined criteria
• Carry out and record target prospect meetings in line with agreed KPIs
• Develop an in-depth knowledge of the factors impacting the technology market, adoption and trends for assigned verticals
• Generate strong relationships with senior executives within customer and prospect base
• Develop and sustain network of contacts and key individuals within assigned verticals and target market arena
• Identify and develop opportunities for strategic step-change revenue growth
• Produce quotations and lead Exponential-e responses to tenders, RFI's, RFPs, and other response formats
• Build and provide clear leadership to virtual teams in pursuit of major business opportunities
• Collect and understand target client requirements, building commercial propositions based on Capex , Opex and other commercial needs to gain competitive advantage
• Understand and be able to articulate deal level P&Ls
• Attend, present and host at industry events
• Build and maintain a strong technical and commercial understanding of key Exponential-e product propositions particularly: WAN (MPLS, Point to Point), Hosting and Cloud,
• Managed IT services; Hosted Voice and Unified Comms.
• Build and leverage an understanding of competition and their propositions to Exponential-e advantage
• Formulate and complete client presentations to an exceptional standard
• Complete monthly reports and other administrative requirements to quality standards and required timeframes.
• Other tasks as required and commensurate with role

Knowledge and experience required:

• Extensive experience within the Telecoms, Hosting, UC, or Vendor environment
• Experience in developing business
• Experience selling managed IT services - Including Unified Communications, SAS and Cloud solutions
• Consultative sales person who can identify and sell against key business drivers
• Highly skilled and experienced negotiator who is able to quickly build relationships with senior, key influential decision makers
• An innovative approach and an expert grasp of technology and technical solution which will drive business value.
• Strong understanding of technology application in the Hosting, WAN, Cloud, UC and Voice arenas
• Able to demonstrate strong commercial understanding and business acumen
• Strong sales skills (prospecting, qualifying, campaign management)
• Detailed understanding of sales process and demonstration of world class sales rigor
• Proven track record of identifying, developing and closing major opportunities
• Proven and consistent track record of target over-achievement
• Excellent networking ability and natural communication style
• Excellent communicator with strong presentation, numeracy and written skills
• Strong problem solving abilities; able to facilitate discussions and outcomes
• Able to travel within designated territory and able to work with the minimum of supervision
• Degree level education advantageous, but track record of success in aligned career of higher importance.

Our People

Our people are what makes Exponential-e Group the company it is today. This year's employee survey highlighted that 81% of employees who took the survey, would recommend a friend to work for our organisation.

Learning and development are fundamental parts of daily life at Exponential-e. From their first day at the company, everyone is provided ample opportunities to develop their skills and broaden their horizons, with our own L&D team running a range of bespoke courses, based on the latest innovations and challenges across the digital landscape.

Exponential-e Group is committed to providing equal opportunities in employment and treating all employees with respect and dignity. The company respects and values the diversity of its staff, striving to maintain an environment where there is opportunity for everyone to feel valued, their talents to be utilised and for both personal and organisational aspirations to be met. Every employee plays a vital role in helping to create an inclusive working environment by understanding and harnessing difference in a positive way.

Exponential-e designs, builds and manages network, cloud and cybersecurity infrastructure to deliver enterprise-grade connectivity and services.