UK Sales – Enterprise Account Manager / Senior Account Manager / BDM
We are currently looking for an enthusiastic, ambitious, and experienced Senior Account Manager/Business Development Manager to join our exciting UK sales team. Blancco Technology Group has been the worldwide market leader for over 20 years providing secure, auditable, efficient, ethical and compliant certified data erasure for all storage media.
This is a UK based regional focussed role (remote) and requires someone who is experienced in engaging enterprise sized customers and strategic partners to develop and close new and existing business. The role provides an equal split of new business acquisition and account management across a number of vertical market sectors, supported by an Inside Sales Representative/Junior Account Manager.
The successful candidate will need to be highly motivated with a positive approach to problem solving on behalf of the customer and identifying growth opportunities. They will also need to embrace the value of Customer Focus - putting customers at the heart of everything they do. Communication at all levels of a customer organisation and adept at developing a network of contacts and opportunities within a customer account are also key to the success of this role.
About the role
The UK Sales team is on a year-on-year growth trajectory and the SAM/BDM will be a critical part of achieving our ambitious customer acquisition and revenue growth objectives for this financial year. Blancco has seen both share-price and business growth throughout 2022/3 and we now have ambitious growth targets for the new financial year, of which around 50% will need to come from new business in the UK.
Identifying and engaging with the right stakeholders in the target account is key as is the ability to articulate the benefits of Blancco and our portfolio in technical, financial and ethical ways. Our customers are leading UK and global companies across all industries based in the UK. Many companies listed on the FTSE and Global markets have been using our software successfully for years, and there are many more we need to engage with. Since data protection requirements, including those from the EU (EU-GDPR), are placing more and more demands on organisations along with growing awareness of the importance of secure, ethical, sustainable, and effective Data Management and disposal we are seeing growing demand from companies in the UK. The successful candidate for this role will be instrumental in addressing that demand as part of the UK Senior Sales team.
Key Responsibilities
- New Business Sales and Account Management across specific vertical market sectors; especially large Enterprise, BFSI and NHS.
- Developing and securing new business;
- Tracking and successfully closing renewal business;
- Developing and expanding existing business
- Building and developing strong pipeline and leads;
- Acting as an advisor and consultant in respect of effective and ethical data management best practices and disposal;
- Conducting remote and in person solution presentations and contract negotiations;
- Developing strategy for selling the portfolio of Blancco solutions to achieve quarterly and annual quotas;
- Managing the Blancco CRM system (SalesForce) efficiently and effectively;
Building, developing and executing on an enterprise account and vertical strategy
- Providing accurate and timely management reporting.
- Accurate bi-weekly pipeline review, forecasting including monthly and quarterly business revenue in alignment with quota.
Essential experience
- Extensive enterprise technical sales and SaaS experience.
- Comprehensive understanding of the entire sales cycle from qualifying leads right through to the close of sale
- Demonstrable experience of managing and upselling to existing customers
- A strong track record of Quota over-achievement.
- Highly developed communication/presentation skills and objection handling.
- Ability to think quickly under pressure and thrive in a fast-paced environment.
- Proficient with corporate productivity and web presentation tools. (Office 365, Teams).
- Experience working with Salesforce.com or similar CRM.
- Enjoy developing customer relationships up to and including C level.
- Creative and naturally thinks “outside the box” solution led approach.
- Highly tuned listening and questioning skills, sales methodologies.
- Ability to multi-task, prioritise, and manage time effectively.
- Ability to accurately forecast and execute on business and account plans.
- Working within a 1 to 2 tier channel model with key enterprises and large channel partners.
Desired Experience
- Working within IT data eraser/sanitization, asset and data lifecycle, ITSM. Compliance and regulated industries covering DaaS, SaaS, EaaS.
- Knowledge of commonly-used concepts, practices, and procedures within the data security software/regulation and compliance fields;
- Knowledge of data management industry regulation and practices;
- IT security market knowledge a plus; understanding decommissioning data/asset lifecycle management across Data Centre, End Point Security and Enterprise Infrastructure, ITSM Hardware Asset Management.
- Data management and related ecosystems, including CSR/ESG, Sustainability.
- Strong established network of customers and decision makers a plus;
- Key relationships and experience selling into 5k plus seat firms.
- Working Vertical patch aligned to BFSI, Healthcare NHS. Legal, Professional Services/Consulting Big 5, MSP’s, Central Government as Primary. Secondary markets include into Construction, Retail, MFC/Engineering, Industrial.
Benefits You’ll Love
If you join our team you will benefit from a competitive salary and benefits package, with flexible/remote working practices, and you will be working with talented colleagues who have a passion for industry leading technology. As an employer, we want to support your development in different ways; we provide our team members the latest tools and equipment to support work to be successful. In addition, we have a fun, collaborative and unpretentious environment where creativity is valued. We strive for diversity in our work teams and are committed to equal opportunity and providing an equitable workplace.
About Blancco
Blancco Technology Group (AIM: BLTG) is the de facto standard in data erasure and mobile device diagnostics. The Blancco Data Eraser solutions provide thousands of organizations with an absolute line of defence against costly security breaches, as well as verification of regulatory compliance through a 100% tamper-proof audit trail. Our data erasure solutions have been tested, certified, approved and recommended by 18 governing bodies around the world. No other security firm can boast this level of compliance with the most rigorous requirements set by government agencies, legal authorities, and independent testing laboratories.
For more information, visit our website at https://www.blancco.com/