Business Development Executive - #2189218

Position: Business Development Executive

Team: Sales

Location: Leeds

Reporting to: Sales Manager

MTI

MTI provides award-winning, end-to-end technology solutions and services in cyber security and data centre for over 35 years. MTI has 250+ staff, with offices across the UK, France and Germany. MTI was acquired by Ricoh in 2020 as part of their transformation into a global digital services company. As part of the Ricoh family, MTI benefits from access to a much broader set of specialist IT services and significant technical resources available on a global scale.

More information can be found at mti.com

Role Overview

This is a customer-facing new business sales role, responsible for acquiring new customers for MTI through proactive New Logo acquisition across a designated territory or vertical.

BDEs will build trusted relationships with new prospects and customers, creating and converting qualified opportunities across MTI’s key specialist areas: Data Centre Modernisation, Infrastructure, Cyber Security, AI and Managed & Professional Services.

MTI are looking for ambitious, coachable & motivated tech sales professionals, who are keen to take the next step in their career.

The role requires the ability to prospect and network effectively with customers and partner whilst developing skills and knowledge. The role will be initially measured around customer engagement, transitioning to a gross profit target, with the aim to grow and develop candidates into the future generation of key Client Directors at MTI.

Key Areas of Responsibility

The main responsibilities are detailed below, although the post holder would also be expected to perform any other duties which might reasonably be required by the business.

Sales

❑ Identify & proactively manage sales opportunities, achieving a Gross Margin Target.

❑ Create and develop a new customer base through proactive prospecting, networking, partner engagement and New Logo acquisition, becoming a trusted advisor to customers across MTI’s solution and services portfolio.

❑ Consistently achieve Virtual/In-Person Customer meeting targets

❑ Development of a focus on specific market verticals and/or solution areas.

❑ Conduct consistent and proactive new Logo acquisition activity, developing relationships with target prospects and converting engagement into qualified pipeline and new customers.

❑ Own, manage and control the preparation of bids, tenders and RFIs / RFQs, and use allocated resources to ensure that high-quality bids are submitted in a timely fashion.

❑ Build and co-ordinate relationships with internal stakeholders to help identify and close sales opportunities.

❑ Proactive partner engagement with key and strategic partners.

Planning, Learning and Forecasting

❑ Create and deliver against a mutually agreed Territory Plan with Sales Management, Marketing, Alliances and Technical Pre-Sales.

❑ Build and qualify pipeline using BANT and MEDDPICC proportionate to deal size and complexity, with accurate weekly forecasting. Apply BANT for smaller or earlier-stage opportunities and MEDDPICC for larger, material or more complex opportunities, escalating the depth of qualification as deal value, risk and complexity increase.

❑ Effective time management and planning, prioritising customer engagement.

❑ Attend Technical and Sales Training Courses as requested by Management.

❑ Mutually agree and work on Personal Development and Learning Plan.

Knowledge & Experience

❑ 2+ Years working in IT/Tech Sales at a Vendor, Reseller or MSP

❑ Knowledge of potential customer challenges and priorities for different customer stakeholders e.g. CTO, IT Manager, Infrastructure & Cyber Security Managers.

❑ Ability to transfer understanding of those challenges and priorities into a solution sale.

❑ Ideally, possess knowledge or have ambition to learn about a dedicated vertical.

❑ Broad understanding of MTI’s core solutions and services across Data Centre Modernisation, Infrastructure, Cyber Security, AI and Managed & Professional Services

❑ Understanding of Managed & Consultancy Services, Hardware & Software solutions.

Skills

This role operates in a fast-paced environment, and you must have the following soft skills:

❑ Commercial Awareness with ambition to succeed

❑ Desire to learn, be coachable and hold ambition to progress,

❑ Territory Planning, Pipeline Management & Forecasting,

❑ Able to articulate Technical Value into Business Outcomes,

❑ Demonstrate ownership & accountability,

❑ Alignment with company values & culture