About My Client:
My client is the UK’s leading edge infrastructure provider. Regional businesses and service providers use their edge infrastructure platform (known as PlatformEdge) to build, connect and deploy the applications they need to innovate and grow. The platform is underpinned by a network of 12 strategically located edge data centres, interconnected through a low latency network fabric delivering access to cloud, connectivity, and compute services across the UK. Over 330 people – across our data centres and 3 core corporate office locations in Edinburgh, Gateshead and Maidenhead – help over 1500 clients to achieve their digital ambitions.
Job Purpose:
The Account Executive will be focussed on our colocation estate which is the core foundation of our portfolio. The primary goal is to generate, develop and acquire new business colocation opportunities (“new logo’s”) within their given region. This role will leverage the individual’s ability to self-serve and conduct outbound sales activities, augmented by their Marketing engine that drives inbound opportunity through targeted campaigns.
Key Responsibilities:
· Identify and build a smart list of sales prospects and maintain an active, focussed list of at least 20 suspects, with a supporting bench.
· Find and engage with decision makers with a consultative approach to finding problems that my client can solve.
· End to end sales process owner (including qualifying and closing)
· Focused regional cold outreach to identified potential clients within 50km of a data centre and introduce their colocation services to develop new sales opportunities
· Track to a specific colocation new business call, discover, present, and quote cadence, fully represented in CRM as defined by contact method and supported by the Sandler sales engagement methodology.
· Multi-platform outreach including but not limited to social platforms, telephone and email.
· Prepare and deliver presentations to prospective clients, showcasing the benefits of colocation and PlatformEdge portfolio and how they can support their business initiatives.
· Attend and participate in networking events to build relationships with potential clients and promote colocation and PlatformEdge portfolio.
· Collaborate with cross-functional teams to support new colocation client acquisition.
· Engage with inbound enquires to qualify, develop and close opportunities.
Our ideal candidate:
· Full UK Driving Licence.
· Degree level or equivalent in relevant discipline / proven equivalent commercial working experience.
· Certification of sales techniques for example Executive Conversation, Challenger Sales, SPIN, TAS, Sandler.
· Relevant industry recognised experience in Colocation, Private/Public Cloud, Networking and Security.
· Experience in Client acquisition, demand generation and value proposition creation/delivery specifically in colocation
· 2+ years of B2B sales experience
· Excellent phone manner and ability to engage with all levels of a client’s business.
· Proven track record of consistently achieving, or exceeding targets (evidenced).
· Active on social media with insight into how social media can be used to develop sales insight.
· Previous telemarketing, lead generation or inside sales experience.
· Proven ability to get past a gatekeeper and have business driven calls with decision makers
· Understanding of the use of CRM in managing an end-to-end sales process.
· Commitment to learning, development and continual improvement
· Competitive nature
· Confident and consistent prospecting behaviours
· Consultative approach to positioning or finding problems
· High ambition and drive with a “top 1%” mentality
· Hunter mentality, new business specialist
· Excellent communication skills both oral (cold calling) and written (excellent report and proposal writing) and public speaking, including communicating with senior leaders and executives.
· Gravitas, confidence and clarity in presentation style
· Strong organisational and time management skills
· Commitment to daily, systematic prospecting
· Understands and executes a consistent sales process with sales plans
· Open to asking for direction, training and coaching and a strong sense of accountability.The ability to work effectively with Senior Management in a high-growth, fast-paced environment and drive results monthly.
· Ability to build high-impact relationships with key external clients, with the ability to envision and advocate a mutually beneficial long-term partnership between them and the client organisation.
· Solutions driven, confident and professional to their approach to work.
· Excellent analytical, process and documentation skills.
· Ability to work well to deadlines and under pressure.
· An enthusiastic, driven, committed and flexible approach to work.
· Excellent standard of written and spoken English.
· High degree of commercial acumen.
· Be open to new ideas and have a positive outlook.
· Proficient in Microsoft Office including Word, Excel, Power Point and Outlook.
Why work for Us?
With my client, you can expect variety and a challenging, fun working environment – where culture and well-being are as important as career development and training. The company offers fantastic career progression opportunities and there is a friendly environment with a team that feels like a family. As such average tenure is impressive.
We offer a hybrid working model where you can work two days a week from home. And whilst in the office collaborating with your colleagues, you’ll benefit from a fresh, open space to work in, modern kitchen facilities and break-out areas to relax during breaks.
In addition to the great training and the opportunity to develop your personal, technical and leadership skills – our company perks include:
· Pension
· Private Healthcare and Health cash
· Cycle to work scheme
· Free breakfast & snacks
· Team socials
· Wellbeing day off
· Your birthday off
· rewards / cashback scheme
My client is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
