Job Description

Vacancy Name

Cyber Sales Manager

Req Number

VN283

Employment Type

Full-Time

Location

Leeds Office

Position Summary

About Claranet

Founded at the beginning of the dot.com bubble in 1996, our CEO Charles Nasser had a light bulb moment to develop a truly customer-focused IT business. Since then, Claranet has grown from an Internet Service Provider (ISP) in the UK to being one of the leading business modernisation experts, who deliver solutions across 11+ countries.


At Claranet, we're experienced in implementing progressive technology solutions which help our customers solve their epic business challenges. We're committed to understanding their problems, delivering answers quickly, and making a lasting impact to their business.


We are agile, focused and experienced in business modernisation. Our approach helps customers make genuine, significant shifts in their business strategy, to deliver financial savings, boost innovation, and create a resilient business. We continually invest in our people and the latest technologies, so our customers get peace of mind knowing that they have access to the best talent and services.


In the UK we have over 500 staff working in London, Gloucester, Warrington, Leeds or as homeworkers..

Working For Claranet

Here at Claranet we pride ourselves on going the extra mile for and with our employees (yes, we really mean with). We offer an extensive benefits package that you can tailor to your needs, inclusive of a matching contribution pension scheme, healthcare, insurance, dental, discounted gyms and app supported benefit access.


But what we think makes us different is 'Team Claranet,' our dedicated internal part of the business that supports you with matters close to your heart. We proudly support local charities in each of our office locations, support employees with paid charity leave, organise key charity fundraising event per year and have a dedicated committee responsible for supporting employee's fundraising efforts.


Claranet are one of the 10 founding members of TC4RE (Technology Community for Racial Equality.) Being a part of a group of leading UK technology organisations, we are dedicated to building a more diverse and inclusive workforce.

Our Vision

Our vision is to become the most trusted technology solutions partner, renowned for being the best and brightest, having lasting impact with our customers and delivering exceptional returns to our stakeholders.

Position Summary

This is a key Management role within the Claranet Sales Leadership team that focuses on our security portfolio. Your priority will primarily be managing a team of 5 who are measured on the retention of circa 350 existing pen test customers with a total order book of circa 3mn as well as the formation and closure of new business pipeline.


A key priority for the team is to organically grow our existing customer account base via cross sell and up sell as well as continuing to acquire new business customers. You will lead the team to increase the average spend per account, whilst also delivering the highest of standards of customer service satisfaction. This is a fantastic opportunity for a candidate who has experience in a cyber or technology sales management role, who is looking to expand their skillset, and be supported in developing a successful career. The successful candidate will need to balance the management, coaching and development of a team whilst balancing pipeline, forecasting, deal coaching and stepping into opportunities where needed to get things across the line.

Objectives & Key Results

Support and manage the day-to-day activities of the team Drive and support team in achievement of targeted goals Successfully enforce the team KPIs Accurately forecast the teams expected performance to the wider SMT Coach your teams largest deals through the Miler Heiman Blue Sheet methodology Upsell and retain your customer base and grow revenue quarter on quarter and year on year Drive solution/consultative selling with a business outcome focus and a shared roadmap of development for key customers Meet and present to key customers face to face in order to build strategic partnerships Create and drive campaigns in line with white space working alongside colleagues/manager and marketing. This will involve driving customers to security specific events (seminars and webinars) Cross-sell and upsell other security services Promote attendance at security events and engage in marketing activities to encourage customer growth

Duties and Responsibilities

Essential Roles & Responsibilities

The Sales Manager role should demonstrate excellent inter-personal and organisational skills, must work fluidly both at a senior peer, partner, and customer level, building trusting and successful relationships to drive Claranet sales efforts Manage, forecast and correct any outliers in your teams performance and KPI A minimum of 12 months experience managing a successful team of Security or MSP Sales staff Should be an excellent communicator at all levels, with strong oral and written communication skills Has the ability to present to small audiences and create a compelling proposition/story as appropriate to engage decision makers, influencers, internal staff, and alliance partners alike You should be commercially astute with knowledge of the Cyber Security market and its participants

Position Specifications

Position Specifications

Behavioural Competencies - Organisational & Behavioural Fit

Flexible and creative to take considered risks Learn and adapt quickly to changing situations Self-motivated and able to work under pressure Ability to travel to different sites and locations on an occasional basis Manages conflict and challenges in an open and constructive manner

Critical Competencies - Technical Fit

You will be widely recognised as an authority within the organisation and by external peers for your extensive knowledge and experience in customer success and account management Demonstrable success in managing complex sales cycles, including selling sophisticated solutions and engaging with multiple stakeholders across diverse sectors Proven success in driving revenue growth through effective cross-sell and up-sell strategies. Your experience will include developing and executing plans that increase account value and customer satisfaction Strong relationship management skills with a track record of delivering excellent customer experiences. You will have a deep understanding of client needs and the ability to foster long-term partnerships Extensive knowledge of relevant market trends and the ability to stay current with the latest industry developments. This includes understanding competitive landscapes and emerging technologies to provide informed advice to customers You will have experience in managing staff through various internal processes

Salary

Competitive