Hybrid working arrangements (Monday and Friday optional WFH days, Tuesday-Thursday in our Basingstoke office)

Employee Benefits Package:

25 days holiday entitlement rising to 28 days after 5 plus years’ service
Holiday Purchase Scheme
2 days for personal wellbeing
Company supported CSR Volunteer Day
Pension – including option to join Salary Sacrifice/Exchange for Pension scheme (SXP)
Electrical Vehicle Salary Sacrifice Scheme
Death in Service – x4 basic salary
Private Medical Insurance available, partially subsidised by Ci
SAGE- Employee Benefits Membership
Corporate gym membership available, partially subsidised by Ci
Salary Sacrifice charity donation scheme
Ci Christmas Savings Club
Ci Lottery
Out of town offices with free parking
Hybrid working arrangement – Mon & Fri optional WFH days

Role Description 

Working within the rapidly growing and successful Public Sector sales team, the ideal candidate will demonstrate a keen understanding of ICT Infrastructure solution sales and possess strong consultative selling skills.  To excel in this role, you will be an active listener, have a compelling sales personality, and a passion and determination to succeed.

Excellent communication and interpersonal skills are essential as are comprehensive negotiation and collaboration capabilities. You will be comfortable building relationships, influencing and managing complex situations/requirements, presenting compelling/persuasive sales pitches, and liaising with key contacts and external stakeholders to get things done.  You will also demonstrate a history of over achievement of sales targets and KPI’s.

Responsible for the acquisition of new Central and Local Government clients, you will be comfortable collaborating with Centerprise Technical, Service and Marketing teams to proactively create Business Development campaigns and Account Development plans with the specific objective of securing net new customers.

The candidate is required to competently undertake cold and warm calls without hesitation and consistently send compelling emails and proposals, directing the next steps in the engagement– with the aim of building trust and rapport to benefit the sales cycle.  Initially conversations may involve End User Compute products and services, however priority will be the identification and promotion of Ci’s wider services and solutions portfolio, delivering a comprehensive “end-to-end” IT user experience.

The Candidate will develop a good understanding of the business issues facing Public Sector customers but more specifically within the context of the Central and Local Government sector. You will become the subject matter expert, promoting Ci’s end-to-end IT solution portfolio, with a particular emphasis on our catalogue of Hybrid Cloud, Disaster Recovery and Business Continuity products and solutions.

Ideally, you will be competent using Microsoft Dynamics CRM and will have experience within the I.T. Solution/Services sector. This role requires an understanding of Local and Central Government Procurement Frameworks and the associated on-line systems and procedures. There will be an expectation to get involved with the tendering process, including written responses to tenders.

The candidate will be exposed to every element of the sales cycle, including but not limited to:

Lead generation

Opportunity identification

Proposing and presenting the solution

Quotation/proposal creation

Sales negotiation

Closing sales

The successful candidate will be at ease selling autonomously, but also able to work in partnership with key stakeholders and as part of the Government team.

a)          Key Objectives:

• Deliver against and exceed sales targets.
• Achieve agreed KPI’s.
• Identify and build effective influence networks.
• Promote the Centerprise product and solution portfolio.
• Proactively grow and maintain an account base in partnership with Ci’s Marketing and Tech Services team.
• Manage and maintain performance levels to achieve targets.
• Always be professional and courteous.
• Manage time effectively and productively.
• Work effectively as part of the Government Sales team, but also Centerprise as a whole.
• Interact and cooperate with all company employees.
• Build trust, communicate effectively, drive execution, foster innovation and demonstrate integrity.  

b)         Responsibilities:

• Partner with customers, adding value to their business and solving problems, through technology.
• Identify and nurture leads and opportunities using effective and persuasive communication.
• Active involvement in company marketing and business generation initiatives.
• Maintain accurate records of all sales/prospecting activities using Dynamics CRM
• Deliver lead and opportunity updates via CRM during weekly sales meetings.
• Sell consultatively and make recommendations to prospects and clients.
• Identify and report any performance issues to allow for prompt remedial action.
• Maintain effective communication with existing customers on a regular basis.
• Ensure Business Unit Manager and Senior Sales Manager receive regular activity updates.
• Continually improve knowledge and capabilities to support job function.
• Ensure that any hindrances to sales performance are reported and resolved.

c)          Relationships:

• Report to Business Unit Manager.
• Be a productive part of the Ci Public Sector Sales team and Centerprise as a whole.
• Collaborate and communicate with all departments and adhere to Company policies/procedures.

Essential Skills/Qualifications:

Minimum A-C in GCSE Math and English

A keen interest/understanding of Public Private & Hybrid Cloud technologies.

Familiarity with on-premise IT Solutions/Services.

Demonstrable history of achieving sales targets and KPI’s.

Competent at making cold and warm calls.

Excellent communication skills (verbal and written).

Confident and articulate when delivering Ci’s value proposition.

Solid Account Management and Development skills.

Effective objection handling.

Excels in competitive sales situations and complex negotiations.

Familiarity with Microsoft M365 apps including Word, Excel, PowerPoint etc.

Competent proposal and Tender writing capabilities.

Desirable Skills/Qualifications:

A degree in a business, IT, or related subject

A vocational qualification providing the ability to communicate effectively with customers e.g. NVQ Level 2 Customer Services

Great account management create new opportunities.

Good general IT awareness/knowledge.

A passion to learn and understand key IT concepts and trends.

Drive, determination, and commitment to deliver the best outcomes for Ci prospects and customers.