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Business Development Manager - Managed Services

Location: UK - London, UK - Hatfield | Job-ID: 148861 | Contract type: Standard | Business Unit: Sales

 

Are you looking to join an exciting and growing company who will help you be the best you can be, whilst you earn, learn and have fun?  We are currently recruiting a Business Development Manager for our Managed Services Sales team that sits within our Strategic Campaigns function. This team is responsible for winning new and renewing expiring annuity IT Outsourcing contracts which are critical to working long term with our customers.  

 

We are seeking a Business Development Manager to join the  Managed Services Sales team. This is a new roles that will work alongside or in place of our Client Directors to create relationships and a clear understanding of our customers buying centres and business priorities to support effective engagement of our Managed Services Sales Teams to undertake the bids where we solution, respond, negotiate and contract the services.


This is an early sales engagement role where relationships are critical. We feel we can increase our win rate by better shaping customer requirements to make them ideal for Computacenter enabling us to differentiate in the market. The BDM role will lead this early identification, ruthless qualification and shaping before either leaving the opportunity with the Client Director and the Pursuit Team, or continuing as the lead relationship role during the pursuit process.

 

What you will be doing

  • Identification and investigation into prospects and opportunities at the beginning of the sales cycle, either working alongside or in the absence of the Client Director
  • Research and identify new business opportunities - including new markets, growth areas, trends, prospect customers - or new ways of reaching existing markets
  • Seek out the appropriate contacts in a prospect organisation and create new relationships or leverage existing contacts 
  • Understand customer needs and create account intelligence to establish clarity over customer buying centre decision makers and influencers and business goals and priorities and market dynamics
  • Ruthless qualification of prospects and opportunities and where appropriate creation of initial win plan and differentiators
  • Think strategically, and leverage wider Computacenter resources to shape customer thinking, evidence our expertise, live our values, and demonstrate why Computacenter are the best partner to work with
  • Understand and work to elevate our win chance and differentiation over the Competition and maximise our operational leverage
  • Represent and articulate Computacenter capabilities to prospect clients, showcase our facilities through initial meetings, presentations, client visits, demonstrations, support with case study documentation and client to client engagements 
  • Request initial presales investment in resources, capability, delivery requirements and obtain approval to engage pursuit teams. 
  • Through governance and stakeholder comms ensure all internal stakeholders are briefed and supportive of bidding the opportunity, that resources are aligned to respond to the bid and to effectively hand over the opportunity typically to a Strategic Pursuit Director, a Managed Services Sales Specialist or other opportunity owner.
  • If No CD is aligned - undertake the voice of the customer role through the Qualification phase and seek to foster and exploit relationships to gain competitive advantage
  • Engage Account Based Marketing to elevate our value and be accountable for bringing to life our differentiation and capture the hearts and minds of clients 
  • Act in compliance with Computacenter Policy, including Information Security and Commercial Policies and report potential or actual Security events or risks
  • Achieves win/win with customer to maximise value to both Computacenter and customer therefore increasing customer satisfaction 
  • Effectively hand over the opportunity typically to a Strategic Pursuit Director, a Managed Services Sales Specialist or other opportunity owner.
  • If No CD is aligned - undertake the voice of the customer role through the bid phase and seek to foster and exploit relationships to gain competitive advantage
  • Throughout the Campaign phase of the Deal Lifecycle and if applicable throughout the end-to-end sales process engage and manage internal and external stakeholders
  • Engage Account Based Marketing to elevate our value and be accountable for bringing to life our differentiation and capture the hearts and minds of clients 
  • Empathise and input the voice of the customer to the solution, listen, be fully accountable to get the job don and deal won, through effective and engaged leadership of the opportunity
  • Act in compliance with Computacenter Policy, including Information Security and Commercial Policies and report potential or actual Security events or risks
  • Achieves win/win with customer to maximise value to both Computacenter and customer therefore increasing customer satisfaction

 

What you will bring

  • Graduate level education or relevant front-line solutions / services sales experience
  • A growth mindset with the ability to build effective and constructive relationships across multiple customers and opportunities at both CxO and senior procurement / IT Management levels 
  • Ability to manage customer expectations, multitask, work under pressure and never miss a deadline whilst maintaining the morale and drive of the team  
  • High level of understanding of IT Outsourcing market and competition with ability to identify and clearly articulate value proposition to clients 
  • High level comprehension of IT outsourcing processes across Private and Public Sectors including timescales, transition and transformation activities, key commercial principles discussion, high level cost modelling and business case definition for solutions that include EUC / DC / Networking requirements to manage and transform services that might include TUPE/ARD, automation / AI and leveraging tools and processes to achieve consistent customer outcomes.
  • Prepare all applicable campaign documentation and set out your Plan to Win. Initiate opportunity governance and deal classification ensuring all stakeholders are briefed about the scale, timings, and scope and lifetime value of the opportunity
  • Ability to resolve customer issues whilst maintaining pipeline velocity, and leverage elite influencing skills to achieve win:win in negotiations


If this opportunity matched your skills and experience, the next step is to apply!
 

 

Current information for our applicants

We have made our application and recruitment process virtual, we are excited to bring talent like you on board to join our growing teams within Computacenter. Our recruiters remain available to you should you have any questions. We are looking forward to getting to know you!

 

About us

Computacenter is a leading independent provider of IT infrastructure services, with about 18,000 employees worldwide and a global revenue of £6.7 billion (2021). We work at the heart of digitisation, advising organisations on IT strategy, implementing the most appropriate technology and managing our customers’ infrastructures.

 

We offer a friendly, open working environment without too much fuss about hierarchy. We are looking for professionals with diverse competencies, personalities and strengths who want to live our shared value of teamwork and performance.

 

Interested in joining a company with a strong sense of community?

 

We’re growing. We’re hiring. We encourage. We empower. We support.
#winningtogether #peoplematter

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