Enterprise Sales Consultant

JOB PURPOSE

The Enterprise Sales Consultant is responsible for identifying new opportunities in both existing clients and net new customers, expanding markets and driving business growth. 

They take a consultative approach to provide technical, and data driven solutions aligned to the customer's strategic imperatives and requirements.

The Enterprise Sales Consultant will have a strong understanding of platform ecosystems e.g. data warehousing, analytics, business intelligence, data governance, or data-as-a-service; and be familiar with the modern data stack (cloud platforms, APIs, integration methodologies).

The Enterprise Sales Consultant finds quality sales leads and converts them into successful product, service or solutions deals. To achieve consistent growth in the OPCO's customer base and sales figures by: (i) building a healthy TCV (Total Contract Value) sales pipeline; (ii) conversion of TCV sales pipeline into sales for achievement of sales/revenue target so that business growth is achieved and ultimately success of the company and the achievement of its strategic objectives.

The Enterprise Sales Consultant manages their 'Territory' like a marketplace, which indeed it is, constantly building sales pipeline, finding, and closing new deals, becoming more entrenched and dominant in their territory, maximizing their penetration.

Build long-term client relationships and cultivate service opportunities by leveraging the portfolio to deliver breakthrough results to clients within their industries.

KEY RESPONSIBILITIES:

• OPCO Sales Management

Job Purpose and Key Focus areas:

Sales Growth and Targets:

• Achieve and exceed individual set revenue and profit targets, including other KPIs and goals
• The Enterprise Sales Consultant can financially justify the value of their solutions in sophisticated financial justification models. Also, they can manage the 'power base' within the 'Buying Centre'. They are already accomplished in the fundamental attributes of

Solution Selling, which are typically:

• Well versed in probing skills, able to uncover a Need, Pain or something to be Gained (NPG)
• They are good listeners who 'listen to understand' rather than just 'listen to respond'
• They explore the consequence of each alternative, including doing nothing, to establish the 'explicit' compelling business need. Having established and quantified the consequences, they provide effective and appropriate solutions to meet this compelling need, or NPG
• They must have a good grasp of the features, advantages and benefits of their products, services and solutions, especially the unique selling propositions (USPs'). They can link their solution to the customer's specific need, pain or gain
• They produce effective sales collateral in the form of Presentations and Proposals, summarizing the key salient points of their proposed solutions making it easy for their clients to make a decision in their favor.
• Customer obsession, high performance attitude, ethics, integrity and delivering against promises are their way of life.
• The Enterprise Sales Consultant must already demonstrate the above 6 Solution Selling attributes, using them as the foundation, taking their skill to a new level to perform effectively as complex solution salespeople where more than one individual is involved in the decision-making process of these very large deals
• Develop individual strategic and tactical plans to achieve and exceed targets and goals
• Obtain new leads through client referrals and other sources to grow sales and achieve and exceed revenue targets
• Identify new leads where successful solutions and case studies within existing clients can be replicated Strategic Account management and Account Planning.
• Develop a deep understanding of the clients' business strategic objectives to craft customized strategies.
• Develop and maintain Account Plans to ensure a clear understanding of the clients business and align solutions offerings accordingly
• Clearly articulate the company strategy and solution value propositions aligned to the client's 'compelling business need' and develop a solution that will satisfy the critical elements required by each member of the power base, cost justifying their solutions, managing, and justifying to the 'power base' from the top down.
• Stay informed on industry trends, competitor activity, and emerging technologies relevant to clients business needs and challenges

Sales Pipeline Management:

• Build TCV (Total Contract Value) sales pipeline by at least 3 times the revenue target.
• Effectively manage and progress pipeline opportunities through the different sales stages to shorten the sales closure cycle.

Reporting & Forecasting:

• Maintain accurate sales forecasts, pipeline data, and reporting for management.
• Capture and manage sales opportunities with accurate forecasting information in CRM

Project Coordination:

• Collaborate with technical, support, and project management teams to ensure successful project delivery.
• Facilitate necessary interactions between the company and the client and oversee the success of the project until successful completion

Commercials and Contract Negotiation:

• Manage client proposals, presentations, demonstrations, pricing, and service level agreements (SLAs).
• Manage all contracting related agreements with client such as project milestones, payment terms and delivery requirements.

Market Intelligence:

• Stay informed on industry trends, competitor activity, and emerging technologies relevant to your clients.
• Maintain an extensive network of internal and external contacts to ensure that company is optimally placed in its understanding of business, economic, political, and commercial challenges, and opportunities
• Identify new leads where successful solutions and case studies within existing clients can be replicated

CORE RESPONSIBILITIES:

• Sales Management
• Achievement of the TCV (Total Contract Value) pipeline build and revenue/sales target
• Lead demand-generating sales activities
• Convert sales opportunities to wins and revenue. Track billing and survey customer satisfaction.
• Source and distribute relevant thought leadership and marketing material to customers.
• Articulate ROI of data investments in business terms, not just technical features.
• Advise the Pricing and Decision Support function on the most appropriate solution Pricing
• Schedules to be applied during bid / proposal / quote development.
• Collate detail on new business (pipeline, pending and actual new business) and present the
• progress and successes of performance against the Business Development objectives, targets, as well as against competitive benchmarks.
• Attract new relationships with new customers by supporting collaborative sales efforts.
• Collaborate with the Organisation group of Companies to leverage opportunities in our chosen industries.
• Actively drive and follow through on qualified opportunities. Establish ongoing productive and professional relationships with key personnel in assigned new customer accounts; and provide continuous, accurate and consistent feedback to prospective customers.
• Ensure an in-depth understanding of the business unit strategy, growth plan, value drivers (revenue and profit trends), and risks.
• Collaborate with executive and senior leadership across Business Units to initiate and integrate the design and development of new solutions to grow the business, or to terminate those that are no longer viable.
• Identify and assess market opportunities and new ideas within the OPCO and for collaboration with other business units.
• Drive collaboration across industries and service lines, including collaboration, performance, cross and upsell opportunities.
• Governance, Risk and Business Continuity Management Stay up to date of new trends and innovations in operations.
• Manage business risk, through continuous internal and external monitoring of business impact, as well as changes in stakeholder needs.
• Lead and guide improvement projects that will increase profits or protect against risks in the function.
• Establish and maintain the highest ethical standards in operations practices.
• External Parties and Relationship Management
• Oversee relationship with service providers and partners and ensure all the services are delivered effectively, evaluate the performance of consultants and report any deviations to the relevant department for any corrective actions.

COMMUNICATIONS & WORKING RELATIONSHIPS:

Internal:

• Sales Managers (OPCO specific reporting lines)
• Head of Business Unit Functions within then relevant OPCO

Reasons for Interaction:

• Aligning and coordinating relevant business unit sales initiatives
• Drive collaborative partnerships and innovation
• Executives within our clients and relevant OPCO

External:

• Clients and Partners
• Consultants and Service Providers (external consultants from service providers/vendors etc)
• External advisors/consultants (Subject matter experts)

Reasons for Interaction:

• Negotiate terms and conditions
• Provide thought leadership
• Drive collaborative partnerships and innovation

QUALIFICATIONS, EXPERIENCE, & SKILLS:

Educational Qualifications:

• Business Management degree or equivalent qualification
• Professional Qualifications - N/A
• Years of Experience At least 5 years Enterprise sales experience with a documented successful track record in selling high end, rich and complex data driven, digital technology solutions and services. Track record of strong working relationships with key client decision makers including C-level.. High performer with a proven track record of consistent target achievement
• Other requirements

• Good Business Acumen and Professionalism
• Sales driven
• Understanding of data and AI capabilities in selling use case driven solutions
• Ability to translate technical value propositions and use cases into a concrete business case for new and existing clients
• Corporate Governance knowledge
• Solution Sales Methodologies
• Relevant Healthcare Industry/Domain knowledge (preferred)
• Entrepreneurial skills
• Attention to detail
• Conflict management
• Proposal and Pricing formulation
• Effective Presentation skills
• Customer relationship management experience
• Travel – must be able to travel locally and internationally as required

COMPETENCIES

• Behavioural Competencies
• Communicating and Informing
• Results Driven – go getter
• Intellectually capable
• Complex solution Sales & Support
• Thought Leadership
• Learned Competencies
• Deal pipeline management
• Closing deals
• Differentiation, Justification and Powers of Persuasion
• Prospecting
• Product/Service knowledge
• Selling Against Competition
• Negotiations skills
• Hygiene Factors
• Copes with Change
• Desire to Develop & Grow
• Integrity, Values & Trust
• Logical Thinker
• Passion for service excellence