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Job Description

Position:

Defence Senior Account Manager

Salary/Package:

Basic Salary plus commission

Benefits:

22 days holiday entitlement rising to 25 days after 5 plus years’ service
Company supported CSR Volunteer Day plus two days for personal wellbeing
Pension – Including option to join Salary Exchange for Pension scheme (SXP)
Death in Service
Private Medical Insurance
Corporate gym membership available, partially subsidised by the Company
Out of town offices with free parking and onsite sandwich/coffee bar

Business Unit:

Defence

Reporting to:

Director, Defence and Security

Location/site:

Remote working from home

Vetting requirements:

Yes

Company Overview

Centerprise International (Ci) was established in 1983 and has over 30 years of experience and expertise in providing innovative products and services. Our financial strength, and breadth and quality of services offered, together with our enviable record of success in supplying under many framework agreements and winning many government contracts makes Ci one of the leading ICT suppliers. Our cash reserves, recent strategic acquisitions and the quality of contracts held are an assurance of our future growth.

 

Throughout its history, Ci has evolved to meet market demands and now offers Managed Services and Solution Design to complement our own products. Ci actively seeks to attract talented ambitious individuals, to nurture and develop through their career with the organisation.  The Ci Group comprises of wholly owned companies and a joint venture business, so the opportunity to build a wide and varied career path truly exists.

 

All employees have the opportunity learn from successful, capable business professionals within the organisation, to absorb knowledge and experience first-hand how a thriving privately owned business operates. 

Role Description

Ci continues to grow and cement its position within Defence as the go-to VAR and Managed Service Provider. Its year on year growth now needs an experienced Senior Account Manager charged with maintaining and growing our In-Direct and Security Services. This new role will focus on finding new business whilst further establishing our share of wallet in our installed customer base.  The successful candidate will work alongside Director, Defence and Security and the Business Development Executive to drive this area of business forward. The ideal applicant will have proven sales pedigree, preferably within Defence and be comfortable operating at a senior level.

 

Specialist duties and responsibilities:

  1. Utilise own network and demand generation activity to develop new potential customers by qualifying and tracking leads, researching and identifying key contacts, establishing business relationships, qualifying new accounts and engaging with customers at all levels in order to build a solid go-forward pipeline of business opportunities.
  2. Increase Centerprise’s Defence market share by developing and closing business opportunities with new and existing customers across the Defence sector.
  3. Leveraging the Company’s portfolio to meet an existing or emergent business need and maintaining direct contact and interaction with Ci Services to ensure future roadmaps are understood and managed coherently.
  4. To meet/exceed sales targets and promote all products and services Centerprise offers.
  5. To effectively contribute to ensuring the business unit attains its approved budget.
  6. Being prepared for and attending: weekly management meetings, monthly business reviews and quarterly business reviews; this includes ensuring all required reports are up to date.
  7. Creating solutions alongside Ci Services and working with the Bid Management Team to deliver competitive proposals, and ensure compliance with the stated governance processes.
  8. Maintaining ownership for tenders relating to MoD In-Direct opportunities.
  9. Collecting and managing the necessary competitive advantage by establishing business intelligence through close engagement with all stakeholders.
  10. Maintaining strategic partner relationships that are critical to growing the installed base and turnover of the business unit.
  11. Develop broader domain knowledge and experience to allow for portfolio development within Centerprise and take on greater responsibilities as the business grows.

 

As with all personnel within the business, the individual will also be required to show:

  • A commitment to comply with the Company’s Information Security Policy
  • A commitment to promptly report any security weaknesses or incidents
  • A commitment to adopt and maintain a Health and Safety culture within the Group

Competencies

Collaborate & Influence Makes an effort to connect with people outside the immediate team and has the ability to positively influence the way others think.
Conviction & Courage Will take a stand and share a point of view, understanding he/she may not always be right.
Communication Skills Effectively communicates his/her thoughts in a well organised and effective manner in order to get the desired message across.
Open Communication Is professional and positive in interacting with others and is able to establish rapport quickly, treating others with courtesy and respect.
Drive for Results Demonstrates a strong work ethic committed to seeing tasks through to completion, whilst taking responsibility for and taking pride in achieving successful results.
Decision Making Makes good timely decisions within his/her authority that affects his/her work.
Managing Change Can cope with and adapt to changing situations whilst maintaining high performance levels.
Innovation Pushes him/herself to think beyond the obvious, contributing new ideas to enhance ways of working and ensure high quality deliverables.
Focus & Prioritisation Develops measurable objectives, with management guidance, to focus and prioritise what’s important, ensuring efficiency and effectiveness in the delivery of work/projects.
Problem Solving Solves routine problems effectively, gathering the information necessary to consider a potential way forward that you can share with your manager.

Experience and Skills

Essential

  • Military or Defence Sales background.
  • Proven IT background and experience
  • Excellent communication skills (verbal and written) and a confident telephone manner
  • A passion to drive new business and ability to work within a fast-paced environment.
  • Be a highly motivated pro-active self-starter
  • Career focus with a desire to work within a dynamic sales team
  • Flexible and willing to travel to remote sites
  • Competent in MS office package i.e. Word, Excel, PowerPoint etc

Desirable

  • Genuine interest in the Defence Sector.
  • Experience and in-depth knowledge of the Defence procurement environment including relevant IT frameworks.
  • Experience in relevant Defence communities, projects, and programmes.

Company Profile

Essential

  • Customer-Centric - Ensure customer satisfaction is our number one priority
  • Commitment - Be true to your work and go the extra mile to deliver on your promise
  • Courage To Challenge - Have the strength to make a difference and don’t be afraid to constructively challenge the status quo
  • Succeed - Be innovative and do all that is reasonable to deliver a positive outcome
  • Dedication - Giving your time and energy in the best interests of the Company

Education/Qualifications/Specific training

Essential

  • Minimum A-C grades in Math and English
  • BSc or similar degree course

Desirable

  • Prince 2 or APMP
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