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Location: London Bridge
Our client, who is a Managed Service Provider (MSP), founded in 2002, dedicated to delivering top-notch IT solutions to their clients. The team is passionate about technology and committed to providing exceptional service.
The team now want to strengthen with a dedicated Sales Manager to drive further growth in the new business sector. The company has grown to 30 staff, with a dedicated ServiceDesk, Cyber, Projects & Accounts Management Team. Their client base has also steadily grown since 2020 via a number of small MSP acquisitions, and we’ve had a very successful integration with staff and clients alike.
The IT Sales Manager will be supported by the inhouse Telemarketing function which generates new business opportunities on an ongoing basis. The candidate does not therefore need to be a prospecting expert but must have expertise in nurturing and closing.
IT Sales Manager - Key Responsibilities:
- The team believes in the 'people buy people’ approach to selling, that relationship building is a key determinant of sales success. Therefore, the ideal candidate will have a personality that allows them to rapidly establish a good rapport with prospects and where they can develop a relationship of trust.
- You will have sufficient insights to understand a prospects usage of IT products and services and be able to see where profitable sales opportunities exist. Therefore, a technical background, ideally experience of working for an MSP is preferred.
- The Sales Manager will take a structured approach to selling where a specific sales process is followed. Some understanding of psychology and how it can be used to enhance the approach would also be valuable.
- It is expected that the normal sales process will be that the candidate has the first meeting online as a discovery call. This is then followed by a second meeting, ideally face to face, leading to a close, or possibly via a third meeting if that is necessary.
- The sale is then closed Won or Lost. In the event of Won, the Sales Director should have oversight of ongoing client support offered by the team to ensure client satisfaction and to obtain referrals to other prospects.
IT Sales Manager - Skills and Qualifications:
- Relationship building skills
- Factfinding capability
- Presentation skills (1. the ability to generate attractive, bespoke proposals and 2. the skill to communicate these effectively to prospects).
- Objection handling
- Negotiation skills
- Referral generation
- Other desirable sales skills: Storytelling, use of word pictures, strategic use of questioning, psychological insights, use of research as a sales strategy, understanding sales ratios.
IT Sales Manager - Benefits:
- Hybrid working (after successful probation).
- Quarterly Company Events
- Auto enrol Pension
- Bespoke Training plans
Career advancement opportunities:
There are considerable opportunities for career advancement as the company grows. It is intended that the Sales Division will expand and that a leadership role will be a necessity in the future.
