- Owning, managing and responding to RFQ's, RFI's and RFP's
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- Developing quotes and proposals in conjunction with the Black Box Solutions team
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- Managing selected key accounts
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- Establishing and maintaining client relationships across all levels of the organisation
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- Managing contract renewals for selected existing clients
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- Development and maintaining an active account plan for key clients
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- Running regular innovation and roadmap sessions with clients
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- Pitching solutions and services
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- Engaging the Solutions and Innovation team to assist with client demonstrations, discovery workshops, RFP responses, presales design, client roadmaps
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- Selling value to avoid discounting
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- Achieving and maintaining Vendor certifications
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- Rigorous maintenance of Salesforce, ensuring that all opportunities are documented and up to date on a regular basis
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- Achieving quarterly and annual Revenue and Gross Margin targets.
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You will have the following skills and experience;
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- Understanding of the business benefits delivered by integrated CX technologies, including Contact Centre, Contact Centre as a Service (CCaaS)
platforms and cloud transformation solutions and their associated consulting, integration, professional services, and ongoing annuity support, and has experience in selling these solutions
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- High level of business and commercial acumen with an in-depth knowledge of the CX industry (contact centre) and its current events
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- Understanding of, and abides by, the principles and practices of strategic, value-based selling
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- Identifies client needs and translates these into sales opportunities for Black Box
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- Develops and maintains productive relationships with clients, prospective clients, consultants and vendor partners
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- Exceptional interpersonal, presentation and negotiation skills to engage clients at all levels
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- Excellent Communication skills – both written and oral
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- The ability to handle pressure and meet tight deadlines
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- Strong organisational skills and attention-to-detail with the ability to multi-task and prioritise well in a fast-paced, energetic work environment
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- 6+ years' experience with proven track records of exceeding quota and key performance metrics.
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- Qualification: Bachelor's degree in business, marketing and/or IT preferred but not essential