Founded in 1996, Claranet has evolved from being a pioneering Internet Service Provider (ISP) into a Managed Services Provider (MSP) with annual revenues of around £140 million. We have over 800 employees in 16 offices, with an international footprint in 6 countries.We have over 500 staff in the UK with offices in London, Gloucester, Manchester, Bristol and Theale.
Claranet is unusual in that it offers both hosting and networking expertise in a single SLA. One point of contact for all network and application hosting requirements makes it an easy and cost-effective way of managing IT.
While Claranet has grown internationally, the focus has always been on local service out of local offices using local Data Centre’s. We understand the mid-market and are successful there because we are culturally aligned.We are independently owned, with big ambitions in the market, we have a strong financial presence in the market which allows us to acquire aggressively.
This is a regional sales role, responsible for new-logo customer acquisition.You would also have approximately 50 low spend, high potential accounts to target.Working within the regional team, to maximise referrals from the account management function.Working closely with the marketing team to maximise the return on campaigns and events.This is a critical role for the future of our business.
Responsible for establishing best practices within the team and by working, sharing and collaborating with peers.
Up-sell and cross-sell products and services into named accounts, thereby ensuring an increase in service penetration, revenue and margin performance.
The role includes complex solution selling, multi-level selling, application discussions, business outcomes focus and shared strategic roadmap development with key customers
Drive year on year increases in account revenues and profitability for territory
Build positive and consistent relationships with customers, including c-level relationships to ensure maximum customer retention, growth and minimum customer churn
Be proficient in all portfolio solutions and can effectively articulate Claranet’s value propositions and the business benefits of its services to customers
Be capable of writing effective sales proposals, arranging and managing customer meetings, utilizing agreed sales methodologies, developing wider customer relationships and creating and maintaining territory plans
Identify, develop and manage the required level of opportunities in order to consistently achieve sales targets
Work closely with Service Managers, Solution Architects, Sales Specialists and other virtual team members to ensure customer expectations are fully managed and any emerging opportunities are handled appropriately
Provide accurate forecasts and reports on activity, pipeline and sales into Salesforce.
Work with marketing to develop case studies, referrals, gain attendance to events and seminars from customer base, develop contact strategies and specific campaigns to customers and groups of customers within territory
Manage the correct level of activity to achieve plan
Be easy to do business with
Responsible for owning the Customer relationship
Building insights on the customers’ business
Consultative & pro-active customer engagement
IDEAL CANDIDATE HAS THE FOLLOWING SKILLS & ATTRIBUTES
Passion for selling and technology
Positive can do attitude
Reliable, responsiveness, approachable
Understands our market
Responsible for creating and driving PDP plans
Willingness to travel to Claranet UK sites
Is able to challenge the customer when necessary
Minimum 3 years’ industry experience, with track record in achieving sales targets
Understands principles of selling and has a
Demonstrable track record of building customer relationships at all levels
Demonstrable track record of selling a wide portfolio of products and services
Experience of working with complex sales in a consultative manner
Ability to communicate at all levels, both written and verbal
Ability to analyse varied information and draw conclusions on areas of strategic focus
Strong team player with capacity to lead the virtual team and make decisions when required
Ability to forecast accurately and manage a sales pipeline
Strong negotiation skills
Strong presentation skills
Contact: Kirsty Fraser