Job summary

The role holder may be office or home based with regular visits to Trustmarque offices (York, London)
along with travel to customer meetings The successful candidate will be an established public sector sales professional, with a strong
background in cloud, modern datacentre and service solutions.

Job Purpose

• Accountability for acquisition of new public sector clients/medium-term client development
  including financial sales performance & business plan achievement
• Continually educate Trustmarque’s public sector prospects and clients as to our broader
  competency, unique value and strategic focus
• Build effective tactical and strategic level relationships with target public sector organisations
  and maintain a strong and relevant understanding of their business and markets.
• Execute effective cross and up-sell initiatives within each public sector client/prospect to
  increase share of wallet, influence and predict future revenue
• Ability to evidence financial advantage through effective investment ROI modelling
  Establish strong pipeline of well qualified public sector business opportunities, evidencing
  understanding and control of customer buying criteria and process
• Establishes strong governance, reporting and effective pipeline management resulting in
  profitable, deliverable revenue growth.
• To become the client trusted advisor, assisting clients in the formation of business enabling IT
  strategies, providing them with access to senior management and subject matter experts in the
  supplier organisation and elsewhere.
• Provide proactive client value and thought leadership to customer/prospect allocation, drive
  market trends and establish us as the go to partner for innovation and strategic direction
  To ensure that clients understand available IT services, promote financial and commercial
  awareness in-order to deliver value-for-money.
• • Negotiate at senior level on commercial issues, ensuring clients and suppliers understand and
  agree what will meet their needs.
• To provide leadership and guidance to the entire customer facing team, regardless of their
  organisation or reporting lines within Trustmarque.
• Demonstrate the effective use of planning, tools and resources available to achieve
  performance targets
• Aspire to be the business partner of choice that facilitates change and drives transformation for
  our customers.
• Be responsible for the wider commercial relationship including, but not limited to aged debt,
  payment and conditions of business
• As a minimum, you may be called upon to undertake all or some of these activities as required
  Creation and execution of focussed growth plans for key public sector prospects to maximise
  opportunity, define multi-level contact strategies, provide structured engagement and
  predictable business development
• Evaluate the level and quality of business achieved in accordance with business plan, product
  mix and individual target
• Develop opportunity pipeline in line with client’s budget and funding capacity
  Build value based client relationships across client/prospect public sector organisations to
  maximise visibility, influence and effectiveness
• Leverage maximum commercial opportunity from partner and vendor relationships through
  collaborative and effective opportunity engagement
• Be client and sector smart – maintain a strong understanding of the client/prospects business,
  sector and influences to support strategic solution alignment
• Be commercially responsible incl the orchestration of contractual arrangements such as NDA or
  terms of business amendment
• Encourage the management of the client organisation to plan and budget for new and enhanced
  products and services.
• Input into the development of new products/service solutions to meet future client/market
  needs – act as market intelligence conduit back into Trustmarque
• Encourage changes in the client organisation’s use of the products and services supplied to
  increase the benefits it obtains from them, and support client retention.
• As client champion, support the effective engagement of colleagues in accordance with
  aspiration to improve customer experience in a competitive market
• Identify key barriers to change, and appropriate solutions to overcome.