Account Manager (Cyber Services)

Summary:

To self-generate new business/leads and sales to identify opportunities for Cyber Services.

Reporting to:

Head of Sales (Cyber Services)

Location:

Homebased

Department / Division:

Business Development

Application Deadline:

Main Job Summary

To self-generate new business/leads and sales to identify opportunities for Cyber Services. You will be responsible for developing long-term relationships with customers with a view to securing business contracts for the supply of services to CCL.

Main Duties & Responsibilities (other duties may be assigned):

Other duties may be assigned.

Take responsibility for the entire sales cycle from identifying new clients and pursuing leads to closing sales.
Manage & expand existing Client relationships and revenues.
Achieve personal monthly sales activity, to exceed agreed KPI’s in order to grow sales results and increase market share.
Sell in accordance with the Sales Strategy - targeted sectors – targeted services.
Have experience in the sale of Cyber Services - in particular Incident Response, Pen Testing and Red Teaming capabilities. To include Cloud Penetration Testing, Web Application, Api Application, External and Internal testing, PCI, Workstation review, Wi-Fi testing, Social Engineering Phishing Services, OSINT Discovery, Firewall Review, Mobile Application testing, Assumed Breach, Active Directory Testing and Physical Entry capabilities.
Accurately forecast sales and monitor market trends
Cold call potential clients to promote products & services
Use initiative to identify and follow up additional opportunities within existing client accounts to yield additional leads
Proactively follow up leads generated from all marketing activity by the Marketing team
Qualify each sales opportunity by applying best-practice sales techniques
Develop creative and proactive telesales pitches and propositions including presenting services and products
Account management of nominated firms to further develop relationship with current and new contacts
With support of the Sales Manager & Marketing, implement and coordinate telemarketing-based sales campaigns
Demonstrate thorough understanding of products and services i.e. be able to answer clients’ questions to their fullest satisfaction and be able to sell key differentiators
Possess or show an ability to develop understanding and knowledge of Cyber Services and in particular Incident Response, Pen Testing and Red Teaming capabilities. To include Cloud Penetration Testing, Web Application, Api Application, External and Internal testing, PCI, Workstation review, Wi-Fi testing, Social Engineering Phishing Services, OSINT Discovery, Firewall Review, Mobile Application testing, Assumed Breach, Active Directory Testing and Physical Entry capabilities.
Establish and cultivate long-term client relationships to ensure client loyalty to CCL
Ensure a constant pipeline is available for Cyber
Support Sales Team with client enquiries, including phone calls, emails and development of proposal documents
Monitor the status of every prospect and lead to the point of closure or establishment of contracted work is achieved
Ensure any Sales Team queries are responded to in an efficient, professional and timely manner
Attend industry networking events to further develop market knowledge and develop business relationships
Manage the CRM system to a high degree of accuracy to ensure it is up-to-date and regularly cleansed to ensure effective targeted marketing activity can take place to generate new business
Provide administration and coordination support in the development and implementation of targeted e-shots to target markets
Work closely with the marketing & subject matter experts to achieve sales objectives
Attend meetings with the Sales Team to update information and discuss any issues
Identify areas for continuous improvement

Required Skill Set & Experience:

To perform this role successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Up to 3 years’ previous experience in an internal sales or tele-sales role
Previous experience within Cyber sales
Proven track record identifying qualified leads
Demonstrated follow-through with/to Sales Team colleagues
Up-to-date working familiarity with CRM databases
Proven track record in achieving sales targets/goals
Established commercial awareness/aptitude
Motivated self-starter with a “can do” attitude and entrepreneurial work ethic
Ability to work with precision, accuracy and high attention to detail
Excellent administration skills
Ability to act with initiative
Excellent listener and communicator who effectively conveys information verbally and in writing
Excellent telephone manner, comfortable speaking to prospects and clients
Ability to successfully combine being courteous and professionalism with being persistent
Effective presentation skills using multimedia
Ability to work independently with limited supervision and with other team members in a cooperative manner
Successful experience and strong commitment to customer service deliverable activities
Excels at building trusting relationships with clients and colleagues.
Professional whose honesty and integrity provide for effective optimal business relationships
Demonstrated ability to effectively plan, organize and prioritize and perform in an environment of multiple changing priorities
Productive and consistent worker who exerts optimal effort in successfully completing tasks under pressure
Goal-driven in order to achieve high performance standards
Computer-literate performer with proven proficiency covering wide variety of applications i.e. Internet etc and MS Office – Outlook, Excel, Word, Powerpoint etc.
Conscientious and reliable
Demonstrated solid and flexible work ethic

‍

Education:

Essential

Minimum GCSE pass or equivalent in Maths and English

Core Role Competencies:

Demonstrate Drive & Commitment

Shows reliability and commitment amongst manager and peers; Exhibits focus and determination in tasks at hand; Establishes support for objectives; Drives and Produces results.

‍

Work Efficiently and Effectively

Effectively manages time and priorities by focusing on highest priority tasks and working efficiently; Effectively recovers from mistakes; Completes projects on time.

‍

Meet Customer Needs

Understands the customer’s requirements, expectations and needs; Delivers on commitments to customers; Provides value and ensures exceptional customer experiences; Seeks feedback from customers; Removes barriers to customer service.

‍

Build Relationships

Relates to others in an open, honest, accepting, and respectful manner; Viewed as approachable and shows interest in others; Develops and maintains high-quality relationships with manager and peers; Demonstrates communication style flexibility when relating to a variety of people and situations.

‍

Team Membership

Interacts in a team environment based on shared values; Knows when and how to use a team approach for solving problems; Seeks the contributions of all team members; Shares credit with others.

Other Role Requirements:

Minimum 5 years UK residency
Full driving license
Satisfactorily pass pre-hire and annual security clearance procedures in accordance with the ACPO (Association of Chief Police Officers) National Vetting Scheme.

CCL is an equal opportunities employer and positively encourages applications from suitably qualified and eligible candidates regardless of sex, race, disability, age, sexual orientation, gender reassignment, religion or belief, marital status, or pregnancy and maternity. In applying for a role you acknowledge that your personal data is necessary to consider you for the advertised role. Your information will be processed in accordance with the CCL Group Privacy Notice and retained for a maximum period of 12 months.