UK Sales Manager (Edinburgh or Remotely within the UK)

Location: 
Edinburgh or remotely within UK
Salary: 
Competitive
Reports to: 
Sales & Marketing Manager
Reference : 
SAL-510
Closing Date: 
Thursday, March 31, 2016
Skill Area: 
Sales
Department: 
Sales

Reports to Sales & Marketing Director

Axios Systems is an international IT Service Management software company with 27 years of success. We develop, implement and support assyst™ a sophisticated and high-value business software solution.  We specialize in delivering IT Service Management solutions and best practice services to enterprise private and public sector organizations globally.

Functional Focus

  • Deliver revenues for Axios through new and existing customer business in the UK.
  • Continuous improvement in selling technique and approach to increase win rate etc.
  • Liaise with other functional heads to coordinate resources to support customer demands
  • Leadership of local sales and pre-sales resources in achieving goals set by company

Job purpose

  • Prioritize resources against market and customer opportunities
  • Exploit all possible business opportunities for Axios in profile prospects and customers in market place.
  • Participate in strategic decisions relating to Axios global sales approach and translate these strategies into local market delivery.
  • Utilize process and sales approach guidance from corporate / own experience to improve competence and impact of sales resources within team.
  • Provide Axios management with visibility of business stream projected and risks to growth / revenue goal achievement
 

Job responsibilities

  • Direct management of sales and pre-sales resources
  • Recruitment, development and replacement of resources to ensure performance is maintained against Axios goals
  • Balance demands on existing customers with revenue potential from prospects in resource allocation
  • Creativity and coaching of sales resources to maximize win-rate in opportunities.
  • Develop skills and competence in sales, pre-sales and account management disciplines.
  • Hold regular forecast reviews, opportunity / territory / account planning workshops to drive full sales potential from market.
  • Ensure that through inspection, “Shadowing” and coaching, sales resources are following sales process and approach guidelines for Axios value and solution selling.
  • Provide reporting to executive management on performance, progress and forecast of future business
  • Assess market potential and key priorities to propose resource plans including allocation and prioritization
  • Ensure all sales output including RFP Responses, telephone and written communications are a very high standard and meet market expectations
  • Meet key customers within UK on a regular basis to provide peer to peer contact from Axios and support the sales activities of team members.
  • Feedback to Product Marketing on market trends, customer demands and product enhancements to ensure sales success going forward
  • Strengthen the ties with Axios Delivery and Marketing departments to close the loop on solution offerings.


Skills and experience

Essential Desirable
Previous sales management experience in enterprise B2B Application / Software vendor Previous sales management experience in ITSM / ITAM / ESM or a Systems Management software vendor
Proven track record in solution selling environment for large enterprise IT solutions Experienced in changing sales organization from product to solution / value selling approach
Has extensively used Sales process and methodology in managing a sales team Advocate and proven coach in use of sales process and methodology 
Excellent communication skills with the ability to build customer and sales team confidence Experience of specific industry selling to add value to sales team 
Ability to take ownership of implementing change Familiar with CRM / Sales Forecasting applications 
Experience managing pre-sales teams and demonstrable understanding of more product level elements on solution selling Preferred target selling model experience driving new business through techniques like selling to VITO 
Highly proactive, driven to meet and exceed expectations with a challenging entrepreneurial mindset  ITIL aware or qualified 
Motivating and ability to lead by example  Worked closely with marketing to develop messaging and demand generation programs 
Driven by success and helping sales team achieve success   
“can do attitude” with the ability to work on own initiative   
Highly organised and coordinated in approach to working activities   

 

This position can be based in our Edinburgh office or remotely within the UK 
 

Bonus: 100% commissions on revenue quota achievement. Commission accelerators on overachievement.

Email

recruitment@axiossystems.com

Phone

+44 (0) 131 220 4748

Fax

+44 (0) 131 220 4281

 

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