Description
*Creates all bid materials to deliver a bid for Professional Services work (from opportunity qualification through SoW, cost, price, delivery model) for £2m of direct sales.
*Responsible for deals ranging between £1m and £300m ICV
*Manages the customer bid-stakeholder relationship with the account team
Why this job matters
Responsible for the development and sales closure of the Professional Services pipeline, contributing to £28m of earned revenues. Delivers on growing pipeline to deliver on a Service growth plan. Identifies and develops compelling technology solutions and service propositions through existing and future customer relationships to deliver new BT revenues.
Supports multi-million pound contract development and negotiation in outsourcing and managed services solutions for BT. The role needs to gain support and buy-in from all account channels and develop a prioritised focus on segments and key accounts.
What you will be doing
*Responsible for developing Professional Services pipeline and executing the strategy to diversify and win new business by identifying solutions which improve our relevance to customers.
*Provide powerful commercial insight to the account teams, enabling the development of innovative service propositions, driving significant improvement in customer experience and revenue growth.
*Work with account teams to ensure all professional service opportunities within all Enterprise service and supplier relationships are identified, engaged, managed and bid upon.
*Plan and execute joint activities with customers and suppliers. For example, leading product/service demonstrations and facilitating collaborative customer solution sessions which support professional services bid conversion.
*Assist Enterprise Channel teams to optimise related sales efforts and build the professional services pipeline for both new business, and increase wallet share in existing services business.
*Use the launched services portfolio for more standard customer requirements to reduce the cost of sale, and decrease the sales conversion time.
*Improve relationships with Senior Customer decision makers.
*Identify and create compelling service and commercial bids that meet and exceed customer needs and build profitable growth
*Create high quality bid documentation including SoW's, commercial models, legal documents, delivery and sales support materials
*Manage Internal Senior stakeholders through governance, covering finance, legal, marketing, sales, planning and delivery
Skills Required
*Strong commercial focus and ability to identify new opportuntiies in the professional services space
*Strong customer focus and drive to provide proactive, pre-emptive and best in class sales leads and qualification
*Ability to manage sales leads through to bid response
*Interacts well with customers, is compelling and has high customer engagement skills. Can address customer queries and resolve solution questions in a direct conversation at Cx level.
*Makes right judgments about where to focus in the pipeline and gives sound commercial prioritisation
*Familiarity with collaborative ways of working and how to manage and motivate cross-functional teams to deliver sales conversion
*Knowledgeable in business strategy and the drivers of organisational performance, including people drivers of performance and financial literacy (eg business KPIs, business cases)
*Relevant experience in a Professional Services commercial environment with a track record of commercial and/or technical achievement
*Has carried and delivered on a significant financial target in the PS industry
*Working knowledge of BT Enterprise's business, technology infrastructure, systems, and operations
*Focuses on developing long term partnerships both internally and externally.
*Ability to multi-task across multiple project disciplines to achieve common goals
Expected Experience
*Experience in multiple services areas, including the Professional Services industry, ideally in services outside of BT including vendor, SI and consulting companies
*Accredited where necessary (ITIL, TOGAF, Prince 2)
*Experience of building Professional Services sales and pipeline in complex customer environments
*Experience of working at a senior level with customers to strategically position the company's offerings for maximum competitive advantage
*A background of running customer trials as part of a transition proA background in building and converting professional Service pipeline
*Can deliver compelling sales pitches, bid qualification, pipeline management and bid materials to identify and convert opportunity to win business.
LA International Computer Consultants Ltd is an HMG Approved Consultancy and operates as an IT & Engineering Consultancy or as an Employment Business & Agency, depending upon the precise nature of the work, for security cleared jobs or non-clearance vacancies, we welcome applications from all sections of the community and from people with diverse experience and backgrounds.
Award Winning LA International Computer Consultants Ltd (Recruiter Awards for Excellence - Best IT, Best Public Sector & Gold Awards) and the most prestigious award that any business can receive The Queens Award for Enterprise: International Trade 2015.