Senior Sales Account Manager - UNIT4 Business Software in London

Job Title: SENIOR SALES ACCOUNT MANAGER
RESPONSIBLE TO: Head of Public Sector Sales
RESPONSIBILITY: Central Government, Health and Police

ROLE OVERVIEW

The Senior Sales Account Manager is primarily focused on New Business with strategic customers and extension to existing strategic clients within the defined sectors of Central Government, Health and Police as deemed appropriate by the line manager.

This is a senior sales role with the expectation that the candidate will have a strong track record of sales to large scale customers dealing at senior executive levels. It is likely that the candidate will also have a strong track record of working with partners in campaigns with such customers – again dealing at senior levels with the partners(s) concerned.

Extensive experience of working with Public Sector customers and partners is required.

In particular, knowledge and experience of working with Central Government and/or Health and/or Police Sectors is a requirement for the role.

KEY TASKS AND RESPONSIBILITIES

• Produce market sector and account plans for the market / accounts to be agreed with the UNIT4 UK Head of Public Sector Sales.
• Identify key individuals within the market sector and accounts and establish long term strategic relationships as will be needed
• Build and further refine the UNIT4 Value Proposition and clearly articulate that proposition to the market / accounts
• Responsible for sales campaigns in the nominated customers in the defined territories
• Build and lead the virtual team required for sales campaigns
• Ensure consistent use of the UNIT4 CRM system and follow the UNIT4 Solution Selling Methodology for all significant opportunities
• Produce a plan, and achieve, the annual orders target – to include activities and marketing campaigns to secure orders.
• Software product sales include the entire ABW software portfolio.
• Software product sales of approved Third party partners’ products.
• Individuals duties also to include:-
• Attend and arrange demonstrations as appropriate
• Proposal preparation
• Costing and quotations ensuring company margins
• Contract negotiation
• Sales to professional services handover of order
• Continual customer contact throughout
• Promotional activity, canvassing and attending exhibitions
• Active involvement in Company activities, which includes participation in regular Sales Meetings.
• To work effectively with our pre-sales team and consultants to ensure effective proposals are presented to our customers and prospects highlighting business benefits that will be achieved by investing in UNIT4
• Work effectively with all other UNIT4 divisions to ensure UNIT4 provide the most effective solution and service levels to our customers and prospects
• Commensurate with this role is the task of keeping up-to-date with all relevant technologies used by the Company; including a detailed understanding of software capability.
• Keep up-to-date on all matters relating to the relevant sector.
• To report to the UNIT4 Head of Public Sector Sales on all matters concerning the sales campaigns.
• To adhere to established sales procedures and account to the Head of Public Sector Sales for dates of prospective sales
 responsibilities to ensure the contract can be fulfilled
 assistance with the finance department on recovery of debt
• Line Management procedures and communication are normally via the UNIT4 UK Head of Public Sector Sales - this should not preclude direct communication to the Sales Director.
• To comply with Company’s information and Security Requirements and all Company business procedures, policies and ISO/BS standards.
• Constructive involvement in maintaining the Company’s Quality standards.




Travel

• This role will involve / regular travel to customer sites in the UK as projects require / occasional foreign travel / occasionally staying away from home.

EXPERIENCE, SKILLS & PERSONAL QUALITIES

The following skills\attributes are considered necessary for the role of Senior Sales Account Manager

• Ability to deal at senior levels with both customers and partners
• Experience of working with Public Sector customers and partners
• Knowledge and experience of working with Central Government and/or Health and/or Police Sectors is particularly welcomed.
• Strong interpersonal and communication skills
• Strong contract negotiation skills
• Flexible in relation to assigned tasks
• Strong problem solving skills
• Ability to work successfully as both a team player and alone
• A general understanding of Microsoft Office products
• Strong commercial awareness
• Strong knowledge of the ERP market place
• Knowledge (and application) of Solution Selling Methodology

Deadline: 18/04/2013

How to Apply:

https://ukcareers.unit4software.co.uk/wd/plsql/wd_portal.show_job?p_web_site_id=2945&p_web_page_id=163826