Business Development Manager

Vysiion

Vysiion, part of the larger Exponential-e Group, deliver bespoke solutions to private and public sector organisations, from the installation of fibre optic or microwave links for offshore windfarms to the provision of end-to-end ICT Managed Services. The Vysiion team has the knowledge, experience, and capability to provide a full technology consultancy and delivery solution with an emphasis on security.

Vysiion offer an exciting and progressive work environment for those that want to join a technical service-based business, with focus on exceptional customer engagement and support. From trainee to qualified and experienced engineers, sales people, and operational support staff, Vysiion offers fantastic career opportunities for those excited by technology and the challenge of a fast-paced work environment. The culture at Vysiion is one that is positive, open, inclusive, and progressive. Staff have respect and loyalty, are passionate about all we do, and proud of what we achieve.

Job Purpose

You will be responsible for mitigating and reducing all risks and barriers to successful deal closure. You will hold ultimate responsibility for ensuring that the proposed Vysiion solution meets the customer's requirements and is priced accurately and in keeping with the customer's expectations.



Responsibilities

Key responsibilities are:

Deliver growth through acquisition of new business that attain the sales target for Vysiion and Exponential-e solutions of a target between £2-5M First Year Revenue

Build qualified pipeline supporting growth to ensure successful delivery of the sales target

Sales qualification in order to ensure the company's resources are applied to the most likely opportunities.

Updating the company's sales pipeline management/CRM tool and accurately forecast opportunity value (In year and recurring), close date, bid status and margin.

Leading teams towards the same goal, including liaising with bid management professionals, technical staff, delivery and service management teams.

You will be responsible for managing communications on pursuits to all key stakeholders and to Vysiion's leadership team, and for obtaining sign off and approval at each stage of the sale.

Development of sales and account plans that demonstrate achievement of performance against sales target and update these plans as required.

You will be personally responsible for identifying, quantifying and building relationships with key decision makers and influencers within each identified prospect and securing an opportunity pipeline which is ideally three times target.

You must establish the real customer drivers, not just what is written in bid documentation.

You must communicate win themes to the supporting bid teams and lead the pursuit with confidence and with a strong strategy.

You will be a highly regarded member of a well led team and make a passionate and concerted effort to build the success of the organisation and developing that same culture among all team members.

Key to the success of the role will be the management of opportunity from "suspect" to "prospect" and ensuring that deals are qualified including consideration of criteria including but not limited to:

• Capability match to customer requirements
• Client relationship
• Tactical and strategic fit
• Budget/Total contract value
• Cash flow
• Complexity
• TUPE requirements
• Commercial and Legal considerations
• Bid cycle
• Alliances and Partners
• Price to Win
• You will always be able to articulate:
• How Vysiion's solution will deliver benefits to the customer
• How our proposition provides the best mix of affordability, capability and business benefit to the customer
• How the deal will deliver revenue AND margin contribution to Vysiion
• How the competition is likely to address the opportunity and our mitigating counter tactics
  
  

Key Tasks

• Proactively sell Vysiion and Exponential-e E solutions into CNI and Utilities markets
• Maintain defined and allocated CNI and Utilities account plans
• Keep accurate forecasting using the Vysiion CRM toolset
• Promote Vysiion brand awareness through attendance at relevant industry events – building a strong cohort of supporters
  
  

Key Skills

• Demonstrable success in selling all solutions into specified accounts
• Demonstrable success in multi‐year deals
• Proven history of building relationships with key customer stakeholders
• A sound understanding of the Vysiion products and markets
• Strong written and numerical skills
• Track record of on target achievement over several years
  
  

Personal Attributes:

• The successful candidate will have a highly professional approach and good presentation skills.
• Energy, enthusiasm and a "can‐do" attitude
• Bright spark with initiative
• Hard working, determined and tenacious
• Strong commercial and negotiation skills
• Results driven
• People person and team player
• High degree of personal loyalty and integrity
  
  

Our People

Our people are what makes Exponential-e Group the company it is today. This year's employee survey highlighted that 81% of employees who took the survey, would recommend a friend to work for our organisation.

Learning and development are fundamental parts of daily life at Exponential-e. From their first day at the company, everyone is provided ample opportunities to develop their skills and broaden their horizons, with our own L&D team running a range of bespoke courses, based on the latest innovations and challenges across the digital landscape.

Exponential-e Group is committed to providing equal opportunities in employment and treating all employees with respect and dignity. The company respects and values the diversity of its staff, striving to maintain an environment where there is opportunity for everyone to feel valued, their talents to be utilised and for both personal and organisational aspirations to be met. Every employee plays a vital role in helping to create an inclusive working environment by understanding and harnessing difference in a positive way.