c?60,000 ? OTE ?100-110,000 salary dependent (60/40 mix), commission currently monthly paid, from zero upwards & uncapped
You will be assigned to a small number of large accounts with high financing volume potential and overall profitability. The role is expected to sell all of our clients capabilities within assigned accounts while working at a strategic level to achieve and exceed a large quota. These accounts are sometimes global in nature with many subsidiaries which in turn may or may not operate independently of the parent. You will be expected to understand the business drivers for each customer and to craft financial solutions that favorably impact those drivers. While deal velocity may be relatively low, the impact of the deals is high. This role requires a solid understanding of IT industry, the partners business and financial solution structuring and selling skills. ?
Key Responsibilities:
- Educate the partner sales teams on the benefits of financial services offerings to close multi-year, multi-million dollar transactions with our clients largest customers.
- Call on the key decision-makers at the end-user, including CxOs, to understand their explicit needs and become a trusted advisor to the account.
- Meet or exceed all assigned quota elements.
- Influence the strategies that customers adopt to maximize the utility of our clients offering.
- Influence the Request for Proposal criteria before formal RFP's are issued to the market.
- Further penetrate assigned accounts by identifying opportunity for add-on sales for all financial services capabilities.
- Manage the account relationship as the primary point person for financial services assuming responsibility for the successful implementation of financing solutions and services as well as the on-going servicing of the account for the entire life cycle of the agreement.
- Influence sales teams to include finance solutions in all addressable proposals.
- Maintain an accurate and timely updated pipeline and forecast Work with internal resources including sales management, marketing, lease administration, solution managers, etc, to build win-win propositions to meet their clients' needs.
- Maximize the value of their customer's portfolio to the customer and for the benefit the company.
Candidate Profile - Competencies required to effectively sell financial solutions:
- Selling "bundled solutions" that fully address customer value drivers.
- Consultative selling skills with the ability to favorably influence customer direction and strategy and help them meet their goals with financial solutions.
- Understand the complexities of international business.
- Strong knowledge of all financial services capabilities.
- Understanding of the current trends and issues in the IT industry and how to relate our clients capabilities to those.
- Understanding of customer financial statements and implications that arise from them.
Key Skills:
- Lease finance sales experience, selling to major accounts, achieving and exceeding revenue targets.
- Demonstrated ability to develop and maintain executive relationships, including CxO, within large enterprises.
- Degree level intellect require , degree or post graduate degree preferred.
- Demonstrated ability to develop a strategic account business plan and to work with that plan.
- Selling at senior executive levels in large companies.
- Successful negotiation of contracts.
- Demonstrated leadership in situations without authority.
- Proficient use of Microsoft Office applications.
- In depth knowledge of financing and asset management industry offerings and able to differentiate our business value from competitive offerings.
Package
Base salary c?60,000 at that salary level on target earnings are ?100,000. (60/40 mix). Commission is currently paid monthly in arrears & from zero upwards & is uncapped. All large company benefits are provided including a company car / car allowance.
Contact: Sean Toms at sean_toms@robinson-toms.com + 44 1743 821472
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