Job Description
The incumbent will be expected to:
Research their key business divers and strategic business objectives,
Determine the barriers to entry,
Identify the key competitors,
Understand internal investment areas,
Assist potential clients in identifying current needs and liaise with key stakeholders to estimate the size of the opportunity in the short, medium and long term and to close the opportunities.
He/ She will pursue complex and profitable deals for IS by aligning the client’s opportunity with IS strengths and ensure the client’s requirement is at the heart of our proposed solution. The ECB will demonstrate IS’s capabilities and offer unique perspectives to recommend solutions in line with the client’s needs and priorities. He/she will influence the client at every stage of the buying cycle by leveraging on their specialist skills and knowledge of technology solutions and services. The ECB will use their expert negotiation skills and deep knowledge of the business and solutions to ensure new business development.
Roles and Responsibilities
Meet and exceed revenue targets. Manage your pipeline, prepare accurate sales forecasts and advance opportunities to close deals.
Hunt for and identify potential clients and business opportunities in the target markets and gather intelligence on these clients.
Engage clients at a detailed, consultative level to gain an understanding of the business challenges and objectives driving the client’s needs and priorities and come up with and maintain Opportunity Plans.
Be assertive in your approach and display excellent persuasion and influence ability.
Be an expert presenter and use your initiative to drive innovation and identify potential opportunities.
He/ She will have good understanding of all IS solutions with broad knowledge across multiple different solutions or areas with a sound level of industry knowledge and commercial acumen.
Identify the need for, and engage Solution Architects and Partners to assist in the development of solution and technology definition as required by the customer’s opportunity
Developing and managing targeted marketing activities with our Marketing department
Know all processes (ISPIC) and how to use all systems relevant to the position
Live IS’s High Performance Culture values every day
Key requirements:
Bachelor’s or higher is required, preferably in Information Technology or Business
At least 5 years’ experience in Enterprise Business Development within a large scale technology services environment across a range of services. Networking and experience in enterprise sales is required.
Proven success in consultative selling and collaborative sales models is required, having demonstrated success in delivering on sales targets consistently. Enjoys selling and winning accounts.
Demonstrate knowledge and understanding of ICT industry environment and business needs.
Display business and technology savvy with a good understanding of relevant technologies and applications.
In depth knowledge of business drivers related to customer needs.
Key abilities required:
Proven over achievement of sales targets.
Proven Solution Selling and Consultative sales skills.
Excellent hunting and door opening skills.
Effective interacting and relationship building at senior C levels as well as technical levels within the client environment and grow relationships with a longer term focus.
Demonstrate interpersonal skills. Possess the ability to persuade, negotiate and influence key stakeholders.
Possess excellent communication skills (both verbally and written) and excellent presentation skills.
Work independently, using initiative.
Attention to detail.
The ability to learn quickly and apply knowledge.
Possess the ability to manage urgent and complex tasks simultaneously. Manage Complex BID processes to completion.
Team player able to collaborate with others in the sales process.
Possess the ability to establish and manage processes and practices through collaboration and the understanding of business.
Self- motivated, hardworking, sociable, and driven by professional success
