Description
Our client, a well-established Global IT Outsourcing Organisation, are currently seeking an Delivery Led Sales Manager to workon a contract basis. Initially the contract will be 6-12 months in duration and will be home based however the successful candidate will need to travel between their customers two busy and secure sites in the South of England.
Due to the nature of our clients work, the role requires the successful applicant to hold security clearance to either SC level or be will and able to undergo the Vetting process to achieve this.
Role overview
DLSM is responsible for the direction/closure of all delivery led sales opportunities, the DLS lead will work with the ADL and Delivery teams to co-ordinate, prioritise and convert presales opportunity to sold/won. The DLS lead will work with the ADL community leading improvement activities to either secure additional DLS opportunity or improve the throughput of existing teams.
Day to Day Responsibilities
- Provide ongoing oversight and active planning/closure of opportunities capture in Salesforce.com (SFDC)
- Ensure accurate data held in SFDC for all assigned DLS prospects - Value, date close etc
- Chair weekly growth meeting with Delivery resources to understand bid status and actions to produce collateral in line with dates captured within SFDC
- Regular meetings with ADL to agree direction/priority and status of DLS prospects
- Production of Management information in agreement with ADL
- Total First Financial year (FFYR) value by close date
- Total Contract Value (TCV) by close date
- Total marked (in forecast) Prospect vs (not forecast) Suspects - plans to convert Suspects to Prospects
- Deals requiring ADL signoff in next period
- Deals requiring escalation (Issue & recommended plan)
- Deals that could be shifted left and delivered earlier (with Plan for approval)
- Collateral for weekly lock in with Go To Market (GTM) organisation
- Forecast to actual tracking development of accurate forecast models
- Management of improvement initiatives - tracked within Salesforce
- Increase throughput of existing presales capacity or new delivery led sales initiatives and incremental business
- Initiatives to increase use of the customers digital marketplace/products/portfolio
- Increase use of campaigns within defence - Analytics, Staffing as a Service, Automation (DXC Bionix Product)
- Increase knowledgebase and reuse agenda
Essential Skills
- Strong Sales acumen and understanding of Sales/Presales process
- Operational and delivery experience
- Excellent stakeholder management
- Ability to prioritise and focus on changing demands
- Ability to stay informed in the customers place in digital transformation, applying solutions where relevant into existing prospects
- Written and numerical skills - can explain complexity in digestible terms