Automation & AI New Business Sales

We are seeking a dynamic and results-driven New Business Automation Sales Executive to join our team. In this role, you will play a key part in new business acquisition with a focus on the government primary contractor and large infrastructure sector including Transport, Construction, Defence and Utilities . You will have the exciting opportunity to identify, qualify, and pursue opportunities across all of Roc's solution areas, working closely with internal colleagues and external partners in our ecosystem. Your ability to develop executive-level relationships and drive sales through business development opportunity planning, executive involvement, and value selling will be essential to your success.Key ResponsibilitiesCreate a business plan demonstrating how you will win new business in line with your targetDevelop, win and build and win large, multiyear opportunities aligned with Roc's growth plan.Operate as the lead point of contact for all matters specific to your opportunities and accounts.Build and maintain strong, long-lasting customer relationships.Negotiate contracts and agreements to maximise profitPrepare reports on opportunity and pipeline status.Develop trusted advisor relationships with key sectors, accounts, customer stakeholders and executive sponsors.Gain a comprehensive understanding of the competitor and contract landscape within each opportunity to drive proactive and considered displacement strategies.Execute a value-based sales process, focusing on identifying customer business pain, developing needs, and qualifying and formulating value-justified business cases for Roc's core propositions.Drive and manage the sales process from initial prospects to closed and onboarded clients.Effectively manage and accurately forecast opportunities using critical metrics that predict sales success.Achieve annual targets set by management each financial year.Track all relevant sales activity using the company's CRM platform.Maintain a high level of productivity, manage multiple competing priorities, and work effectively under time constraints in a fast-paced, complex, collaborative, and team-oriented environment.Actively engage and participate in specific events, as well as productive customer and industry networking.Knowledge, Skills and ExperienceKnowledge & SkillsSuccessful business solutions sales professional experienced in winning and contracting multi-year services agreements.Ability to deliver short term results and long term strategic outcomesExpert in communication and presentation skills.Successful sales professional in Cloud Services, Connectivity Solutions, and Managed Services.Proven ability to build a strong pipeline of opportunities working with an existing partner ecosystem.Knowledge of the Business Transformation and/or Technology & Digital Transformation market.Experience in selling transformational professional services programs and projects.Capable of setting and delivering against account strategies, leading a virtual team.Solution selling experience.Development of business benefit-based propositions with support from existing accounts and proposition design.Understanding and ability to leverage data and insight as a differentiator in sales opportunities.Exceptional commercial ability to understand critical client economics and craft powerful business justifications.Demonstrable expertise and sales knowledge in a single vertical sector such as Higher Education, Local and Central Government, Nuclear, or Legal.Exceptional personal management and administrative skills.Ability to excel in a team environment.Ability to price to win and collaborate with legal and finance through to closure.Experience of selling business outcome-led solutions.Experience & AttainmentsExperience leading a virtual team across large bids.Minimum of 5 years' successful experience selling high-value enterprise-level value-based solutions and multi-year services contracts.Proven sales track record in exceeding assigned individual quotas.
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