The role is an office-based sales account management role, responsible for working with the Client Managers/ Client Directors in managing and developing accounts that sit within the Government sector. The role requires high levels of account management, support and transactional activity with a requirement to sell a broad range of IT solutions and services. The role requires good organisational and prioritisation aligned with good sales techniques to fully access and capitalise on IT spend within the target customer base. Growth on core areas of Microsoft Licensing. Plus technology practices for Cloud, Modern Workplace programmes, Enterprise connectivity and VNS/Cisco, Cyber Security, Data&BI.

The role will carry a margin centred sales target based on a sales growth plan, which will be aligned to the Client Manager/ Client Director.

Accountabilities and main responsibilities

The main responsibilities are detailed below, although the post holder would also be expected to perform any other duties which might reasonably be required by the business.

Sales

• Identify & proactively maximise opportunities for sales growth within the Sector of responsibility.
• To assist the Client Manager/ Client Director to achieve target and to manage own sales activity to ensure all key performance indicator targets are achieved.
• Develop and maintain strong relationships with all accounts, working with and through the appropriate Client Manager/Client Director within allocated and target accounts
• Support the Client Manager/Client Director in creating quotes, qualifying opportunities and other account management activities.
• Identify & proactively maximise opportunities for sales growth within the Sector of responsibility.
• Maintain data to 100% accuracy in the CRM system on all of your current and key target accounts.
• Check and pass all orders for processing within agreed timescales.
• Ensure all actions from customer communication and meetings are distributed to the relevant personnel and follow up outputs in a timely and efficient manner.
• Attend Vendor Training and Personnel Training Courses as requested by Management
• Planning and Forecasting
• Build a short, medium and long term sales pipeline of opportunities to the level required by the business – currently three times the quarterly sales target
• Forecast opportunities and sales progress regularly to your manager, identifying opportunities and time to close.
• Assist in developing collaborative customer strategies to drive new and existing business in both software and services
• Hold weekly one to ones with your manager
• Attend Vendor Training and Personnel Training courses as requested by Management

Qualifications and skills

Essential

This role operates in a fast-paced and fast-changing environment, and you must be able to:

• Maintain high activity levels with a high degree of accuracy.
• Recognise and demonstrate business value to customers.
• Use Key Performance Indicators and qualification techniques to forecast accurately.
• Analyse sales data accurately and quickly.
• Manage multiple tasks and conflicting priorities effectively to deliver against Sales goals.
• See tasks through to completion and within agreed timescales.
• Verbally communicate precisely, effectively and with authority, particularly on the telephone.
• Write clear, concise business English.
• Knowledge of value based sales processes, and how they are applied in practice
• A broad awareness of the relevant customer base, and in-depth knowledge of our key customer supply contracts within the target market

Desirable

• Experience within the IT industry
• Experience in an IT services provider

About Trustmarque

At Trustmarque, our vision is to enable organisations to harness the power of digital technology. For over 30 years, we have helped organisations in the public and private sectors to work smarter, run their business more effectively and unlock the value of their IT investments.

Our mission is to support our customers to buy and use innovative technology to positively impact local communities across the UK. We’re always evolving to keep up with the pace of change – to understand the technology solutions, licensing options and methodologies. Our customers come to us time and time again for collaborative transformation that helps them make better IT decisions for long-term success.

Our people are at the heart of our customer-centric business and we have company values which have been defined by our people – About us – Trustmarque. There’s never been a better time to join Trustmarque, we are growing and investing and you can play your part in influencing the future of IT in the UK.

One of our values is “be diverse and inclusive” because we know that diversity of thought and experience positively benefits our ability to deliver work. We consider all suitably qualified applicants regardless of sex, gender identity or reassignment, race, disability, religion or beliefs, age, or sexual orientation. We recruit and develop our people based on merit and their passion, and we’re committed to creating an inclusive environment that reflects the diversity of the communities we serve. During the application process, you’ll be given the option to share your personal characteristics and data with us. This helps us understand our candidate pool so we can do everything we can to attract a diverse range of people and ensure our recruitment process is fair and inclusive.

All interviews, assessments and background checks will continue to take place online, to completely remove the need for face-to-face contact. All Trustmarque colleagues who can work from home should do so. Social distancing, enhanced hygiene and safety measures are already in place to protect our colleagues and manage the risk of COVID-19. The welfare of our people is of paramount importance to us, and we’re doing everything we can to keep our colleagues and customers safe during this time.

Standard benefits

As well as competitive rates of pay, we offer 25 days holiday (rising to 27), 2 volunteering days and 1 personal day plus bank holidays.  We also provide a substantial benefits package which includes a company-matched pension, life assurance, enhanced parental leave policies, the option to buy extra leave, a cycle2work scheme and more.