Closing Date for Applications: 17th November 2020

Salary: Up to £65,000 per year

Makers Academy provides a tech talent pipeline to large enterprise clients such as Vodafone, JPMC, Tesco, FT, KPMG, Deloitte, Ford, RELX Group by supplying highly capable software engineers. We establish long-term relationships with these companies, helping them solve their hiring needs on an ongoing basis. We sell complex solutions that involve multiple stakeholders across Senior Tech, Business and HR.

We’re looking for a Senior BD Manager within our commercial partnerships team, which is responsible for selling the partnerships we retain with enterprise companies.

You will be responsible for the delivery and performance of the Makers sales process, from lead generation through to contract completion and everything in between.

Reporting to the Head of Sales, You will also ensure a clean, healthy and sufficient pipeline in order to achieve individual quota objectives.

Success in this role is continually building the number of commercial partnerships that in turn helps our Makers graduates secure the best career. You will build relationships with our customers, maintaining a clear daily, weekly and monthly rhythm for achieving quota, coaching our clients consultatively and developing solutions to their challenges with securing tech talent.

Responsibilities

  • Translating Marketing / Sales Qualified Leads into pipeline opportunities to establish need for our Makers graduates
  • Management of sales opportunities through the pipeline to ensure they convert to a commercial partnership
  • Maintaining a sufficient pipeline to ensure quota can be achieved and where possible exceeded
  • Delivery a consultative sales methodology with key enterprise clients to ensure they meet the Makers commercial partner criteria
  • Maintaining and ensuring accurate recording of data within the CRM to support reporting and visibility across teams
  • Establishing a clear sequence of events to close the deal
  • Developing in collaboration with internal stakeholders an implementation / contract delivery plan to ensure smooth handover process to customer success colleagues
  • Collaborating with Marketing, Product and Training teams on an ongoing basis to ensure a continuous feedback loop


Requirements

  • Enterprise selling: you have a successful track record of leading large, complex deals with an average six month sales cycle and have the ability to be adaptive and use your previous experience to ensure deals are won
  • Previous experience in consultative sales: we aim to deeply understand our clients’ problems and sell a customised pipeline of software developers offering a range of skills, as well as a set of consultancy services. We also combine offer a range of payment models including Apprenticeship levy to suit our clients needs.
  • Previous experience in effective pipeline management: clearly targeting key stakeholders, establishing outbound best practice, setting priorities and targets, and ensuring a health pipeline is delivered.
  • Previous experience managing a complex sales process: clearly defining roles and responsibilities of key stakeholders, establishing deal maps and conflict resolution.
  • Cross functional working: you have demonstrable experience in bringing together key internal stakeholders to support the sales cycle and must have previous experience within a large multi faceted sales function to ensure success.
  • B2B Marketing knowledge: You will have previous experience being fully immersed in B2B marketing campaigns and able to advise marketing teams on account based success.
  • Strong leadership skills to inspire multiple stakeholders at some of largest enterprises why Makers graduates are the future of tech talent.
  • Global sales experience: You will have previous exposure to selling into markets outside of the UK and understand the nuances when trying to pitch to international clients.
  • A well-developed commercial sense, experience of selling to C-suite (Business and Tech) and of developing and growing senior relationships, demonstrable evidence of having won and grown high six figure contracts.
  • Analytical skills required to produce data-driven insights to support a disciplined sales process
  • Ability to analyse the reasons behind over-performance and under-performance and communicate this regularly to the Head of Sales, and suggest specific changes
  • Strong verbal and written communication skills


Who you are

  • Performance and results-driven: You've got a proven track record of sales performance success and influence which has resulted in winning business
  • Commercial: You’ve sold to and managed sales processes with large enterprise corporations and know the ropes around best practice when these companies are your clients
  • Analytical and data-driven: You’ll know how to collate sales data and how to analyse it to determine what action needs to be taken to improve sales metrics and performance
  • Able to take and act on feedback - cares a lot about both giving and receiving, using this to improve continuously to support better outcomes for internal and external stakeholders