Account Executive

£20k + Generous Bonus.

Our client specialises in web content filtering, firewall and email security software and hardware appliances, selling to corporate, public sector and education customers. The company’s security solutions are delivered both directly and through a worldwide reseller and support network, with representation across the Americas, EMEA and APAC. Sales, marketing, accounts and administration are mostly based in Leeds with the product development and technical support centre mostly located in Southampton.

Job Scope:

• Develop and increase market share within the UK Education Market, drive new business revenue through cold calling and exhibitions both in the UK and US.
• Drive sales to increase revenues and exceed individual target through relationship building, active pipeline management, accurate forecasting and assisting team members in closing business.
• Drive sales to increase revenues and exceed individual targets through relationship building, active pipeline management and accurate pipelining.
• Organise regular meetings with potential customers to maximise revenue.

You will be required to:

• Work within the Public Sector team identifying opportunities and prospects within the Public Sector market to sell products and services.
• Perform the initial contact with inbound leads in your managers regions when they are out of the office and prepare quotes on behalf of your manager.
• Report on a day to day basis to the Education Sales Manager.
• Effectively account manage selected existing Public Sector accounts within your senior’s region and exploit any up selling opportunities to these existing accounts.
• Identify public sector organisations in designated regions to cold call and generate interest and business for the Tier 3 Sales Executives and Education Sales Manager.
• Attend tradeshows and ICT conferences where deemed suitable to further increase the client’s traction within the Public Sector market.
• Work with telemarketing companies to help identify prospects within new geographical and educational sectors.
• An average of 50 outbound calls per day is expected to both new and current prospects, ensuring that a pipeline is always big.
• Maintain other documents such as account plans and purchase orders.
• Liaise with technical and pre-sales colleagues as appropriate.
• Maintain customer records, details or phone/email activity, pipeline and schedule call backs in our CRM system, details about CRM structure is located later in this document.
• At specific periods throughout the week you will be tasked by your manager to lead generate.
• Liaise with channel partners and send quotes for channel customer’s renewals.

Qualifications, Skills and Experience:

Essential:

• Ability quickly to learn new skills and adapt to new systems, procedures and environments
• Confident and professional in communicating with internal and external bodies
• Smart, presentable and customer-friendly appearance
• Excellent written and verbal communication skills
• Experience of new business sales into Education
• Full UK driving licence

Desirable:

• Experience of commercial web content filtering, firewall and email filtering systems
• Experience of B2B new business security sales
• Experience of B2B lead generation
• Proven ability to develop relationships with clients and colleagues at all levels of seniority
• Identifying substantial opportunities in the Education Sector
• Has an understanding of the needs and requirements of Education IT departments

Qualifications:

• Preferably degree qualified although not essential with B2B sales experience and a proven track record.

Personal Characteristics:

• Patient and understanding to needs and attitudes of staff, colleagues and customers
• Ability to work on own initiative and creative ability to solve problems
• Strong work ethic with high levels of motivation and enthusiasm
• Ability to work as part of a disparate team – must be able to work well individually, whilst considering the requirements of the team
• Ability to positively influence people at all levels
• Strong written and verbal communicator
• Strong commercial awareness
• Flexible approach to work and travel
• A fast learner, willing to take on the challenge of learning many different technologies