Job summary
This is a key role for Vizst, focussed on winning and developing New Logo clients for the business. The primary objective of this role will be to identify new business opportunities. What form this takes will depend on the exact nature of the client being engaged with, but the role will be looking to identify new opportunities, new partnerships and new ways to reach existing markets.
The role requires that you identify, qualify and capture enterprise-level sales opportunities that will align to wider Vizst strategic objectives. In this role, you will also command and manage all the moving parts through the full sales life cycle to closure. We are searching for an entrepreneurial self-starter who enjoys working in a fast-paced environment, and can use their direct sales talent to expand adoption of Vizst capabilities.
The Business Development Manager will work as a key component of the existing and successful Vizst Enterprise Sales Team. Collaborating with our marketing team and with the full support of our executive team, pre-sales and bid management leaders, this role is well set up, and well supported to ensure success for the right candidate.
This role is heavily focussed on New Business Development and as such, the role will suit a proactive new business developer who is happy to win new clients, benefit from business placed in the first year and then pass that customer off for ongoing management and development by our experienced Account Management team.
Critical purpose of role
Retain and grow revenue in line with Vizst’s growth targets against an assigned set of accounts
Build and execute a contact strategy for each acct based upon their requirements
Build and execute an account plan for each acct based upon their requirements
Build strong relationships with decision makers across the accounts
Act as a single point of contact for queries or issues, and liaise with the relevant internal department(s) to bring them to a swift conclusion
Respond to inbound sales enquiries quickly liaising with the relevant team to win new business
Proactively identify new business opportunities across the account base and work with the relevant department(s) to win the business
Achievement of all targets and KPIs
Develop the skills and knowledge required to sell Vizst’s full portfolio of products and services in accordance with end user requirements
Manage all opportunities effectively via Vizst’s CRM system in accordance with Vizst’s principles
Maximise revenue by cross and up selling, whilst adhering to Vizst’s sales principles
Provide a monthly report as required by Vizst’s Sales Management
Take responsibility for building and maintaining industry and competitor knowledge, sharing knowledge with the wider virtual team as appropriate
Respond effectively to inbound enquiries relating to new or existing customer requirements
Provide support to Vizst’s field based sales team as and when appropriate
Take a continual improvement approach to all elements of the role and feedback to Sales Management
Maintain a high level of professionalism at all times
Other duties from time to time as directed by sales management
Main responsibilities
The Business Development Manager role will be made up of the following core responsibilities:
- Research and identify new business opportunities – including new markets, growth areas, trends, customers, partnerships, products and services – or new ways of reaching existing markets.
- Creating strategies to successfully reach new business opportunities.
- Seek out the appropriate contact in an organisation.
- Generate leads and cold call prospective customers.
- Meet with customers/clients face to face and online.
- Foster and develop relationships with customers/clients.
- Possessing a strong understanding of the company’s products, the competition in the industry and positioning.
- Collaborating with Design and Technical teams to ensure that customer requirements are met.
- Use available resources to develop effective sales calls. These resources include opportunities identified by previous sales calls, Technical Service cases, webinar attendees and sample requests.
- Sell new and existing products, discovers new opportunities, and secure incremental business.
- Provide timely communication and follow-up to customers, consistently meets the customers’ expectations.
- Provide pertinent market and competitive information within Vizst.
- Work in harmony with ISO requirements, and Vizst policies and procedures, including security policies.
Personal specifications
This role would suit someone who meets the following criteria:
Experienced proactive new business developer.
Proven track record of closing enterprise-level deals.
Strong experience in being the sales lead for bid/tender processes.
Self-starter with the initiative and the confidence to start things from scratch.
Has the tenacity and drive to seek new business and meet or exceed targets.
Behaviours
Ability to build long-term, trust-based relationships while actively pursuing new business opportunities.
The ability to multitask and prioritise your workload.
A flexible approach to work with the ability to adapt to a fast-paced, ever-changing environment.
High attention to detail and proven organisation and administration skills.
Ability to accomplish projects with little supervision.
Relevant Experience and Qualifications
Mandatory
Minimum 3, and preferably 5 years’ experience developing new business in the Networking and Cyber-Security space.
Demonstrable track record of pipeline development and the successful achievement of New Business led targets.
Proficient using the latest versions of Microsoft Office products.
Experienced in using CRM systems.
Excellent verbal and written communications skills in English.
Ability to deliver written and oral presentations.
Full UK driving license.
Desirable
Experience with our core vendors: Palo Alto Networks, Extreme Networks, HP Aruba, Infoblox, Cato Networks.
Experience of working in an MSP/VAR environment.
