Essential Responsibilities

• Sales responsibility for Product Range (GIS-Geographical Information Systems, Workforce Management and Mobility Software) products and services for customers, prospects and Value Added Resellers (VAR’s) in the UK & Ireland Utilities/Telecom market.

• Develop new customer accounts and grow business volume with existing customers (direct and indirect/VAR’s accounts).

• Developing the indirect channel in UK & Ireland, identifying and recruiting channel partners including solution providers, VARs and system integrators. You will also be expected to further qualify and develop these channels.

• Achieve order, sales and margin targets as well as budget commitments and contribute to the regions plans with several counterparts.

• Create, communicate, and execute sales/growth strategies for each key product/service offerings.

• Be aware of GIS & Mobility Utilities/Telecoms Software products & services.

• Engaging in regular (weekly) contact with Partner staff; monthly registration reviews; and quarterly partnership/business reviews

• Assist Partners in qualifying and producing ‘Qualified Prospect’; analyzing prospect needs in terms of current business objectives.

• Participating directly in the sales process working with other functions to develop sales strategy and bids. Create and drive deal specific tactics.

• Customer calls and meetings, customer presentations and executive level selling and alliance relationships.

• Develop and maintain executive level customer relationships.

• Support deal closing based on customer relationships (also for non GIS software opportunities).

• Evangelizing Smallworld technology; presenting solutions portfolio and articulating respective feature/benefits

• Providing feedback regarding market trends, pricing and competition to Commercial operations and P&L.

• Provide win/loss data for as many opportunities as possible.

• Maintain and grow presence in the GIS and Mobility Software market in UK & Ireland.

• Use of reporting tools, especially for forecast, responsible for reporting accuracy on a weekly basis.

• Support the organisation and Energy initiatives.


Qualifications/Requirements

• B/S degree in Electrical or Telecommunication industry sector or four-year Technical/ Engineering/ Marketing degree.

• Extensive experience of Utility or Telecommunication industry segment sales or product business team role as a basis of strong industry knowledge.

• Knowledge of Information Technology (IT) industry (software products, markets, technology trends)

• Proactive work style, creativity, energy. Ability to multi-task and work under pressure in a distributed, pan-European sales structure. Self-starter with high energy level is key to success in this position.

• Ability to bridge between business/technical topics and communicate effectively with technical audiences

• Proven track record establishing relationships at C’level: CEO, CTO, CIO and CFO level service provider executives.

• Customer orientated/ Growth mindset. Must be able
to generate immediate credibility on different levels externally and internally. Ability to develop key customer relationships and to promote win-win sales strategies.

• First class sales acumen with strong verbal/written communication and presentation skills. Excellent negotiating & closing skills.

• Strong interpersonal skills with emphasis on relationships / team building – internal and external resources (e.g. VAR’s, Solution Partner’s). Effective team contributor and member. Change management mindset.

• Ability and willingness to regular overnight travel.

• English fluent speaking

• Unyielding commitment to integrity and the organisations values.


Desired Characteristics

• Knowledge of mobility/WFM systems, network resource/asset management, network inventory management
• Knowledge of Geospatial Information Systems (GIS).
• Knowledge of Real-Time-Control-Systems/SCADA systems product/services.

• Any other languages in Europe.

Connect Group Consulting Limited acts as an employment agency for permanent recruitment and employment business for the supply of temporary workers.

Applications will be considered based only on skills and ability and will not discriminate on any grounds.