New Business Development Executive

We are Information Risk Management (IRM) – cybersecurity experts who provide visibility and control across entire cyber landscapes by combining over 20 years of consultancy with our award-winning SYNERGi platform. Now part of the Capgemini Group, we cover all aspects of cybersecurity. From PCI compliance to automated threat intelligence, we support our clients at every step of their cyber maturity journey.

At an exciting time in our growth, we are expanding our sales team and looking for four New Business Development Executives. The role of New Business Development Executive in normal circumstances would be primarily office based in Cheltenham. At the present time there is flexibility to be home based much of the time, with a requirement to attend client sites on occasions.

Our sales team are split into two parts;

• New Business – To win new clients and drive new business from existing clients
• Account Managers – After the first sales cycle with New Business, our clients are looked after by a dedicated Account Manager who then grows the account

Reporting to the Head of Sales, the New Business Development Executive role holds responsibility for driving new business sales opportunities from outbound call through to close. The ideal candidates for this role will be driven, highly accomplished communicators who are dedicated to delivering the highest level of customer service at all times. We are looking for four new recruits to join us who are flexible, creative and solutions focussed. Being self-motivated is a must to consistently exceed targets and develop strong, long lasting relationships with our clients.

Key responsibilities

• Drive new business from existing clients
• Manage a portfolio of accounts and drive incremental revenue and growth to meet and exceed sales targets
• Grow revenue and cross sell IRM’s solutions portfolio
• Develop innovative value propositions to solve client challenges working closely with the IRM consultancy teams
• Ensure that all relevant account and opportunity information is updated daily to the CRM system and maintain an accurate sales forecast
• Develop sales opportunities by researching and identifying industry trends and challenges relevant to your account portfolio, building rapport, providing technical information and explanations and preparing high quality quotations
• Perform QA of proposals in line with IRM’s ISO 9001 quality process as required
• Attend face to face account management meetings if required within the nominated accounts
• Work closely with customers to ensure that the above activities are in line with and when possible, exceed customer expectations
• Liaise with the IRM consultancy teams to assist with scoping of customer requirements and proposal production

Salary and benefits

• £25,000 per annum (OTE up to £50,000)
• 25 days annual leave, plus bank holidays
• 3 x salary life assurance
• Private health care
• Dental care
• Pension
• Discounted cinema tickets

Additional information

Due to the nature of our work, all IRM employees are required to comply with the Baseline Personnel Security Standard (BPSS) before they take up their post. BPSS is the minimum level of security clearance for all IRM employees, and forms the basis of higher levels of clearances that may be required.

Essential requirements

• Ability to work autonomously with excellent time management skills
• Previous experience in a similar role, or an ability to ‘step up’ and perform at this level
• Previous sales experience is vital (ideally one to two years’ tele sales)
• Proven ability to meet and exceed sales targets
• Ability to quickly build rapport, close sales and develop effective long term relationships with clients
• Excellent prospecting and networking skills
• Highly effective communication skills including negotiation and influencing
• Ability to grasp and easily explain technical concepts in plain English
• Customer focussed approach at all times
• Professional outlook, commercially minded and immensely driven, i.e., makes every minute count

Desirable requirements

• Sales experience in Cybersecurity is highly desirable
• Experience in selling solutions & consultancy services would be an advantage
• Experience in compiling detailed and accurate technical scopes that maximise revenue generating opportunities
• Entirely conformable with cold calling aspects of the role with an ability to reach the decision maker