Location: UK wide Salary/Rate: £70-80K uncapped OTE

Our client is a small established consultancy specialising in the provision of WebSphere and Business Integration expertise is looking to expand the team by appointing a New Business Sales Person.

The role is responsible for selling IBM WebSphere software offerings and services to new and current clients throughout the UK. Software offerings will include WebSphere MQ, WebSphere Message Broker, WebSphere Application Server, WebSphere DataPower and J2EE technologies; Service offerings include Architecture, Migrations, Infrastructure, Administration, Application and Solutions incorporating SOA, Business Integration and Workflow Management. The successful candidate will ideally have a number of year's commercial experience in all aspects of WebSphere software and solution services sales experience across a diverse range of industries. You will be used to achieving and exceeding targets in a competitive market.

You will be pro-active and have a “can do” attitude to getting the job done. Naturally, you will have excellent communication skills, both verbally and written and be self reliant and motivated, able to work on your own initiative and collectively as part of a team. The role will be home based with extensive travel to client sites, therefore you must be able to travel within the UK and potentially continental Europe.

Prior extensive experience in the sales of services, preferably WebSphere-based, an absolute necessity

Job Purpose

• To achieve the gross profit targets set
• To cold call and generate new business opportunities
• To develop, grow and maintain a sales channel of new customers for a limited period

Performance indicators

• Primary Targets: Gross margin,
•  Secondary Targets: Sales activity targets (e.g. call rates, customer meetings, quote production rates, closure ratios), customer base growth, percentage margin per transaction

Key Accountabilities

• To develop new customers through the primary activity of cold calling
• Construct and implement a key account plan for new customers
• Confirm to sales reporting requirement, procedures and deadlines
• Research, generate, qualify and follow up leads
• Make appointments and manage customer meetings effectively and in a focused way
• Maintain consistent sales processes throughout the customer base that conform to the Company's standards.
• Follow internal sales and delivery processes and make recommendations where appropriate • Monitor and maintain customers to ensure consistent delivery of business within targets
• Liaise with all relevant internal departments to ensure accounts are serviced correctly
• Provide best practice advice and policies to all customers

Candidate Profile

Experience/Qualifications

• Proven track record and experience in business direct channels
• Substantial and successful track record IT Sales
• Experienced in developing new revenue streams by wining new customers of all sizes/profiles and across multiple sectors
• Proven ability to consistently deliver sales targets and sales activity levels
• Strong negotiation and account management skills
• Strong evidence of achieving targets
• Minimum 2 years experience in selling IBM WebSphere products or similar services.

Sales Skills and Ability

• Able to generate leads through cold calling
• Sales skills (e.g. account management, business to business selling, relationship management),
• Comfortable with IT,
• Commercially aware (focus on gross profit growth and cost control)
• Able to understand/explain products and services and take and resolve queries and objections • Personal sales activity planning, key account planning, telephone appointment making
• Ability to manage sales quality targets through this direct channel
• Ability to present an IT proposal to customer, negotiate on commercial terms and close the sale

Customer Focus

• Actively seeks out and acts upon requirements of customers
• Needs to champion the w3partnership brand through this channels ensuring brand integrity and position is maintained and enhanced

Self Development

• Remain up to date on company products and services
• Maintain and action personal development aspects of own / team personal plans
• Aware of own strengths and weaknesses, building on the former and addressing the latter

Broader Contribution to the Company

• Actively contribute to company meetings,
• Generate business development ideas in all areas e.g. products, marketing, pricing etc.
• Maintain knowledge of market /technology developments and competitor movements
• Develop good working relationships with customer/supplier and internal departments

Self Development 

• Remain up to date with the w3partnership products and services portfolio
• Maintain and action personal development aspects of own personal sales plan
• Be aware of own strengths and weaknesses, building on the former and addressing the latter

Personal Characteristics

•  Tenacity and quick to seize every sales opportunity
• Ability to work on their own initiative and to organise and prioritise their own workload
• Organised, disciplined (e.g. efficient time management) and conscientious about routine paper and process work
• Ability to self motivate to achieve personal objectives in a field based role
• Not resistant or frightened to spend large amount of time doing telephone cold calling in order to generate lead opportunities
• Able to present the right image with customers and third party business relationships (appearance and behaviour)
• Team player
• Capable ‘stand up' presenter and trainer
• Energetic, confident, outward-going and good at managing both internal and arm's length relationships
• Willing to take the initiative with people. Good listener. Empathic.
• Career minded and ambitious

Please ensure that your CV reflects all the relevant experience prior to applying for this opportunity.

Send your CV to Luke Samaras Mob: 07769 572799 E-mail: luke@pss-europe.com