The purpose of the role is to act as the primary Teneo interface to customers and prospective customers, consistently sell profitably while optimizing both customer and channel partner satisfaction, and generate new business by acquiring new logos using the Teneo Sales Methodology.
Key Responsibilities
- Identify and secure new logos by building a database of prospects in conjunction with the Marketing function and approaching these prospects using a variety of methods
- Consult with and sell solutions to core customers and prospects working within a Teneo framework and using a common language
- Lead sales pods made up of representatives from various functions who collaborate to understand and enable the achievement of core customer goals
- Identify and cultivate relationships with all influencers and decision makers within an organization
- Meet with influencers and decision makers on a regular basis to gain an understanding of strategy, recommend solutions, introduce incubation products, conduct market research, source advice, solve problems, review service, assist in the delivery of solutions, show appreciation and cultivate partnership opportunities
- Conduct in-depth consultations with customers to identify specific business needs and analyze financials
- Make presentations to groups of influencers and decision makers which involve negotiation and secure commitment
- Leverage and tailor Teneo collateral to suit individual customers and situations
- Engage and work with vendors and other customer suppliers to integrate technologies
- Keep up to date, comprehensive and accurate records of customers business status and activity using a CRM system
- Communicate extensively internally using a variety of methods and styles to suit the audience, providing and sharing timely and accurate reports, sales forecasts and business plans
- Devise time, activity and workload plans to ensure achievement of monthly, quarterly and annual productivity, revenue and gross profit targets
- Network and build relationships and become an expert in specified vertical markets, acquiring market and competitor intelligence and a bank of success stories
Education & Work Experience
- Demonstrable track record in business to business sales, customer service, business ownership or management consultancy
- Full driving license
Knowledge
- Technologically minded and aware of the commercial impact of IT
- Consultative, business to business sales approach
Skills
Must have:
- Relationship management
- Problem solving
- Communication – questioning, listening, presenting and writing
- Time Management
Ideally:
- Organized and structured
- Leadership
Qualities
- Enthusiastic
- Helpful
- Curious
- Open-minded
- Driven
