Sales Manager (Senior): UK Operators

Velti is a technology-led marketing services provider in mobile marketing & relationships management, with the broadest global portfolio of customer retention and loyalty solutions for telecom operators worldwide.
With a global footprint and over 12 years of experience, the company offers highly effective mobile relationship management and mobile marketing solutions to major operators such as O2 Telefonica, Vodafone, Orange and T-Mobile.

Following significant business growth and the acquisition of a leading UK based specialised mobile solutions provider, Velti is consolidating its UK sales team and is searching for Senior Sales Managers with an in-depth understanding of the mobile network operator (MNO) marketplace.

What the role involves
The core purpose of this role is to develop the business relationship from product supplier to integrated partner, advisor and thought leader within named mobile network operators (MNO’s): the aim to drive new business revenues and profitable growth.

Responsibilities
Achieve a minimum of 100% assigned revenue targets annually and precisely manage sales cycles to communicate current state, next steps and accurate forecasts
Meet prescribed Sales KPI metrics and expectations weekly, specifically around customer facing activity levels, prospecting and pipeline growth and management
Develop client -sector strategies and account plans to achieve revenue from complex, profitable and repeatable multi-year deals with new and existing customers
Initiate direct client contact and build strong relationships with customers at Director and Senior management levels, negotiating contracts independently and involving senior management team for strategic deals 
Develop presentations, leads sales calls and act as the “trusted advisor” to highlight the value of Velti solutions to the clients’ business
Build and develop effective client contact strategies at customer and sector levels and with external influencers to ensure effective decision influence.
Occasionally assist other sales colleagues to optimize the probability of deal closure
 
Required Experience
Candidates will have strong experience in a sales/business development role, building key client relationships at senior levels to craft and sell strategic multi-year, high revenue and complex software and services deals.
Demonstrable experience of securing large ticket solution sales of £500k+ (to include experience of selling Loyalty/Customer Engagement programs)
A track-record of over-achievement against sales targets
Ability to apply structured sales methodologies and processes.  Able to articulate how these are applied within the sales process
Educated to degree level (or equivalent experience)
Experience of SFDC CRM systems
Understand ROI, budget profiling and client aligned financial measures to aid the business case and approval of client spend
Possess a thorough understanding of the MNO competitive and political landscape and how business decisions are reached
Knowledge, Skills, Competencies and Abilities
Capability Knowledge - Understands the company’s products and solutions to a sufficient level as to explain their application to executive level customers
Situational Knowledge - Understands the Telco/MNO/MVNO market; the drivers, business pains and objectives of the individual customers
Selling Skills - has the ability to use Solution Selling methodology to its optimal potential, and manage sales cycles masterfully. Uses repeatable process to ensure consistent success in achieving sales targets.
Ability to build strong relationships with partners to leverage their resources to progress an opportunity
Commercial Skills : Business acumen & commercial expertise to support Pre-Sales & Technical Departments with business case development
People Skills - Generates trusted relationships at senior executive levels in key accounts. Understands and displays the ability to motivate customers based on understood measurable business criteria.
Ability to perform independent research and analysis and develop strategies to maximize revenue within accounts.
Thorough knowledge of corporate procurement practices
Accurate and clear communication in both written and verbal form in English
Co-ordination of internal resources (Pre-Sales, Proposition Teams, Technical & Product, Client Services & Marketing) to assist in the assessment of business solutions
 
Success Measures
Consistent over-achievement against assigned sales quotas on a quarterly and annual basis
Securing key contract renewal and new business to ensure retention and development of the client businesss relationship
Maintenance and growth of a pipeline
Accurate updates to SFDC on a daily and real-time basis
Collaborative creation to client specific Account Development Plan

Behavioural Competencies
Undertakes all aspects of role with visible energy and enthusiasm
Acts as an ambassador internally and externally
Displays and evidences and in-depth understanding of clients business, sector and external influencing factors
Embrace and seek to push the boundaries of professionalism and sales excellence
Embrace and recognise the importance of governance and sales process
Absolute professionalism represented in all undertakings not least, timeliness, self-awareness, seeking guidance and development and  conducting tasks to best of his/her ability