Business Development Manager (UK)

Location: 
Edinburgh or remotely within UK
Salary: 
Competitive
Reports to: 
UK Sales Director
Reference : 
SAL-510
Closing Date: 
Thursday, August 4, 2016
Skill Area: 
Sales
Department: 
Sales

Company background

Axios Systems is an international IT Service Management software company that develops implements and supports assyst, a sophisticated and high-value business software solution.

We specialise in delivering IT Service Management solutions and best practice services to enterprise private and public sector organizations.

Department remit

  • To drive and grow new business revenues for Axios Systems from license and services solutions.

Job purpose

  • Target and close new customer opportunities in focused market space using solution selling approach.
  • Achieve revenue targets from assigned territory or set of target accounts
  • Differentiate Axios in the ITSM market through personal experience and the application of sales technique\process guidance given by sales leadership.
  • Provide excellent level of service to customer / prospect throughout the sales cycle and oversee the transition of these customers to recognition of value via solution delivery and handover to account management team.

Job responsibilities

  • Proactively identify target accounts in assigned territory using market data and industry intelligence (working with sales leadership).
  • Work with other sales resources to gain access to target accounts and identify sales opportunities that can be addressed by Axios.
  • Present Axios value and positioning of solution in customer relevant and competitor differentiated manner.
  • Working with solution consulting resources build understanding of customer pain points, requirements and potential value that can be delivered by Axios.
  • Deliver a compelling business case to customer detailing the solution benefits, roadmap to value and reasons to buy immediately from Axios.
  • Coordinate resources to allow the customer to evaluate Axios’s solutions through customer \ business relevant assyst demonstrations and positioning of other Axios offerings.
  • Provide timely forecasts of revenues using the Axios CRM tool.

Role profile

  • Use Account and Opportunity Management processes to ensure that all avenues and activities are being covered to move deal to closure.
  • Report to sales manager providing relevant information relating to deal progress that can be presented up the Axios management chain.
  • Represent Axios in market place meeting with customers and supporting marketing initiatives to build pipeline.
  • Collaborate with other sales team members to be innovative in selling approach for Axios.

 

Skills and experience

Essential Desirable
Proven track record in business software applications sales. Understanding of ISO \ COBIT and other IT best practice concepts.
Knowledge of ITSM market and needs of customers. ITIL Qualified to Foundation level.
Sales Process understanding having used Scotsman, SPIN, TAS, Miller Heiman, Getting to YES or similar best practice methods. Degree level educated.
Solution selling experience including delivering revenues from license and services combined offerings. Prior experience working remotely / from home.
Ability to discuss complex software concepts and product capabilities in business relevant manner. Good historical average tenure across prior roles.
Competence developing and delivering presentations to large and diverse audiences. Proven ability to sell at Enterprise level 6-7 figure transactions and to handle sales cycles of 6-12 months.
Skilled in negotiation techniques and commercial understanding of contractual considerations of a software vendor similar to Axios. Experience having worked at a smaller / mid sized organization.
Strong customer interactions skills to be credible and trusted in sales cycle. Experience selling at C level.
Well organized, self motivated and driven by success both personal and for the company. Works on own initiative without constant supervision. History of having sold a focused solution as opposed to broadline portfolio selling.
Expert communicator, with extremely well developed skills in listening, building rapport, presenting and producing written communications.  
Ability to develop a strong business case and quality proposal to convince customer to purchase.  
Technical and solution architecture understanding.  
Sales success working in an IT focused software company.  
Comfortable collaborating with channel partners to deliver sales and implementation services.  

The organisation will offer a comprehensive benefits package to the successful candidate.

For more information about career opportunities:

Email

recruitment@axiossystems.com

Phone

+44 (0) 131 220 4748

Fax

+44 (0) 131 220 4281

By submitting your information for career opportunities, you automatically provide your consent for your details to be viewed by HR and hiring managers who may be outside your country of residence. We will not pass your details to anyone outside Axios without your explicit consent. Please refer to our Privacy Policy for more information.