NEW BUSINESS ACQUISITION

Internal role title:

New Business Acquisition Manager

Reports to:

New Business Leader

Department:

Sales

Purpose

To identify, explore, develop and campaign across the key verticals of reference-ability for CSI. To take new logo potential prospects and penetrate those avenues to deliver new revenues and margins for CSI, whilst securing fabulous new client names and future references for the business. As an enterprise performance partner for all Architecture, Data, Cyber, Cognitive and Application desired outcomes this role will go head to head in the market with our competition and win.

Primary Focus of the Role

  • To develop, lead and implement the campaign sales strategy
  • To find new logo opportunity and secure client wins
  • Meet and exceed agreed quarterly and annual margin and order intake targets
  • Promote and present CSI’s service proposition to new logo prospects
  • Be an active part of the sales team
  • To bring your personal network to the business
  • To capitalise and positively exploit the leads provided by marketing

Expected Activity

The activity covers the management of the full spectrum of a sales cycle; from need creation to business justification, bid creation to solution presentation and finally, negotiation and closure. Continual qualification of the engagement, utilising virtual teams, developing compelling client focused propositions using CSI capabilities will be required.

Key Responsibilities

  • Create a wider eco-system of contacts
  • Utilise social media to drive curiosity in the market
  • To engage and bring to life the leads generated by the marketing team
  • Grow revenues and margin within our target markets
  • Meet and exceed agreed quarterly and annual margin and order intake targets
  • Work hand in glove with Marketing to drive new logo opportunity – like social events, trade events, conferences etc
  • Continually work with partners to drive leads and exploit positives – quid pro quo
  • Promote and present CSI’s market-leading service proposition
  • Maintain a three times target pipeline throughout the fiscal year
  • Ensure the financial integrity of every deal and that all deals are negotiated within the margin billing and payment terms as stipulated in the bid guidelines
  • Ensure every element of the CSI proposition is promoted and progressed and upsold at every opportunity
  • Qualify opportunities based on their match to our differentiation, profitability, commercial viability and our existing desired high-value service offering
  • Lead by example – with virtual team colleagues
  • Attend monthly and quarterly sales meetings
  • Embody the core cultural values of the CSI which are ‘Think Client, Deliver Exceptionally, Excel Together’
  • Actively aid in the development of our market-leading services proposition; channelled through structured sessions and feedback obtained from clients and prospects
  • Project and maintain a professional and competent image of the business

Key Performance Indicators

  • Deliver against all key commission plan targets (margin/order intake/renewals where applicable)
  • Secure deals against the competition
  • Ensure a pipeline of at least three times target in any given period
  • Aim for a <50% win rate
  • Develop client campaign plans & close plans
  • The accuracy of quarterly forecast commitment
  • Activity reporting updated monthly in preparation of sales meetings and 121 reviews
  • CRM accuracy on all levels

Skills & Personal Characteristics

  • Ability to self-start and roll with the punches
  • Ability to start a conversation from nothing and capture the prospects imagination
  • Ability to question effectively whilst gaining an understanding of the prospect’s business needs
  • Be able to demonstrate and articulate a solid understanding of the dynamics of the market including market trends, industry issues and key political forces
  • Understand the environment in which a prospect/client operates and maintain awareness of all activity within it
  • Understand the application of the technology within the portfolio and the business impact it will have for the client
  • Chameleonesque ability to engage at any level within the prospect’s business and make connections
  • Demonstrate resilience to keep going even when the doors are being closed in your face
  • Understand the sales/buying cycle and be capable of managing a client’s needs from the beginning through to the point of order
  • Be able to let the client go once secured, to return to the market for the next deal
  • Capable of time management, highly organised and capable of prioritising workload based on the client’s expectations
  • Demonstrate dedication, drive and passion with an ability to excel in a dynamic passionate environment

Key Qualities

All roles within CSI are challenging, demanding and require exceptional individuals to achieve first class results. On this basis, the qualities we are looking for in each person we recruit are;: focus, drive, discipline, resilience, loyalty and the ability to communicate pro-actively whilst working as part of a team towards a common goal.

Required Experience

  • Proven competence selling experience within new logo sales in hybrid cloud and cyber security services.
  • Proven track record of creating, managing, negotiating and closing substantial IT/Communications service contracts.
  • Strong understanding of the market place and the requirements of our clients.
  • Degree standard or demonstration of entrepreneurial qualities.

 

Apply now

Please complete the form below and attach any accompanying documentation to support your application.