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Job Title

Sales Specialist - Services
Posted 04/03/2010 (15:50)
Agency/Employer SCC
Description Specialist Computer Centres (SCC) is the UK’s leading technology solutions provider specialising in IT infrastructure. We have an enviable track record in helping European based companies and government organisations assess, plan, source, integrate and manage their IT infrastructure to deliver technology optimisation and more, for less.

Overall Job Purpose:

The business executive’s primary responsibility is the development of incremental opportunities from within the SCC Public Sector Region.

By working with the Regional Sales Director and other appropriate sales specialist resource as defined with each customer, the specialist is expected to develop account plans specific to each target customer within the allocated branch/region to drive SCC’s technology and services portfolio. The Specialist will become the primary sales interface between the Services and the vertical branches in the selling of the proposition so that all elements of the Solution are presented effectively in line with customer needs.

The expectation is that the Specialist will also act as the primary interface for driving business development opportunities in terms of pipeline management, engagement and business generation. This is in essence a new business centric role aimed at the New Business and Focused account territory in Public Sector.

A key requirement of the role is to combine a broad understanding of both the technology and the operation and processes of SCC’s Service breadth and scale with commercial and sales skills to provide leadership and direction within a virtual team.

Key elements of the Portfolio are:
- Project Services
- Transformation Services
- Migration, Desktop Deployments
- Enterprise technology products and services
- VDI
- Print
- ICT Outsource
- Contracting Services
- Services
- Managed and Annuity Services
- Data Centre Services
- One Stop Shop

Main Objectives;

1. Drive business growth in the region
2. Drive the growth of key products and services
3. Deliver targeted services attached
5. Achieve annual margin number

Key Responsibilities

· Support the Regional Sales Director to grow this business in aligned region in
Three types of engagement
1. Directly assigned accounts or opportunities – lead the sale
2. Specialist support into new opportunities working with other Specialists in a complimentary manner such as Software or Enterprise etc.
3. Specialist support into New Business accounts initiated from leads identified by the Specialist Lead Generator

· Develop and grow the complimentary products and services


· Development of customer specific account plans describing strategies to sell these services into accounts

· Knowledge and understanding of all elements that underpin the proposition

· Regular new business customer meetings to proactively develop understanding of the customers IT/IS strategy, present SCC capabilities and to develop a trusted relationship. Self-sufficiency to achieve this

· Deliver timely, accurate and compliant configurations, quotes and proposals using the appropriate business resources

· Winning new business in line with agreed monthly and quarterly targets for the allocated branch/region/specialization

· Maximise the margin through selling end to end solution, complete services offering and driving the relationship with the customer

· Operate in a manner consistent with the SCC Board strategy

· Use all SCC systems required as part of the role, e.g. MySCC, ORB, forecasting and lead management system

· Manage Sales cycle and ensure regular update to Regional Sales Director

· Liaise with the Services technical team leaders and management to feedback on existing or new services based on market knowledge or direct customer feedback

· Working with the Solutions architecture team to support the development of best practice propositions and solutions

· Attend regular branch/regional sales meetings within the allotted region

· Working with SCC’s marketing function in the production of external customer facing services descriptions and case studies


Key Measures of Success

· Growth of Regions Business
· Growth of business in terms of Product Gross Margin & Services Revenue.
· Achievement of Gross Margin target in all types of engagement
· Achievement of Service revenue target in all three types of engagement
· Achievement of GM% target
· Growth in market share compared with key vendors in region
· Collaboration and working with other Sales personnel
· Project success,
· Customer satisfaction,
· Repeat business
Location London / Langley, South East
Job type Permanent
Contract length N/A
Start date ASAP
Contact name Andrea Hoffman
Job Reference 823L8B
Job ID 113417730
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