We are looking to appoint a Cyber Managed Services Sales Director to focus on selling high-end Cyber security managed services solutions.
This is a new role that has not previously existed and which has been created in response to market conditions and PwC’s appetite to grow its practice in these areas.
Drawing on PwC’s extensive network of relationships with some of the largest global multi-national organisations, the primary target clients for this role will include Tier 1 and Tier 2 organisations within Insurance, Banking & Capital markets, including retail banks, commercial banks, investment banks, private banks and payment providers/processors. Secondary target clients will include industrial manufacturing, technology & telecoms, and government.
Your remit is to leverage the firm’s market footprint, sector expertise and client relationships to identify relevant sales opportunities for the team to pursue.
· The ideal candidate will be an existing senior level director with a proven track record of selling complex software solutions to ‘C’ level executives, preferably cloud-based managed services solutions
· Industry/market knowledge: understanding client base, who buys & why, industry themes, market issues that may drive sales
· Well established network of contacts within FTSE100 which can be leveraged immediately
· Proven ability to manage a complex sales cycle and undertake structured sales processes.
· Strong commercial, client-facing skills with the ability to present & demonstrate a value-add solution sale.
· Strategic and analytical thinking – the ability to conceptualise, understand and qualify client issues, relative to the organisation’s proposition and ensure that all leads passed through to delivery are robust and aligned with client requirements and budget
· Innovation skills - ability to think creatively and demonstrate the value of moving into the cloud, and the flexibility and value this creates for a client
· Strong client interaction skills – considerable experience of working with both internal and external clients and in preparing and conducting sales presentations to Senior Management
· Writing sales / renewal proposals for commercial evaluation
· Experience of working in a large organisation and an understanding of the complexities of a partnership organisation.
Key responsibilities
Externally
· Development of detailed sales strategy and go-to-market action plan in conjunction with the technical operations, services and Cyber security leadership teams
· Development & Management of online sales and cloud marketplace channel
· Development of sales organisation structure encompassing both internal PwC capabilities and any additional capabilities we may need
· Work alongside the Cyber Managed Services Business Unit Lead to convert leads into sales
· Deliver results to a pre-agreed budget
· Own sector & territory sales plans, pipeline development and forecasting, ensuring a good understanding of strategy and approach
· Own the sales and profit targets for targeted client accounts
· Proactively search for new sales channels and opportunities
· Provide strong proactive account management in order to deliver profitable growth
Internally
· Build relationships with relevant service line and industry teams within PwC globally.
· Identify and work with Global Relationship Partners (GRPs) of technology firms who have clients potentially interested in investing in managed services solutions. Work with the GRPs to raise PwC’s profile in this area with these clients.
Expectations
· Day-to-day sales responsibility for the geographic region and all new business sales activities.
· Achievement of sales quota, and increase client base, for the region. (install base)
· Building a pipeline of prospects through internal & external marketing efforts
· Build relationships with contacts across client organisations so to ensure that PwC are well positioned for Cyber managed services solutions.
· Define sales strategy for the territory including the preparation of sales and go to market plan.
· Reporting on leads, sales opportunities, progress and activity on a regular basis including weekly forecasting, monthly pipeline development and territory plans.
· Preparation for and demonstration of the solutions to prospects through sales presentations.
· Reporting market information and new requirements back to the product development groups.
· Build relationships with local and global technology, consulting and marketing partners.
· Ensure agreed sales targets are successfully achieved
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