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Key Responsibilities:
1. Lead Management and Qualification:
Work on leads to qualify and progress them to a fully scoped quote stage.
The Territory Lead will manage and support business development activities to new prospects and existing client accounts. This involves the proactive generation of new leads as well as responding to in-bound enquiries.
Engage with prospects to understand their use case, requirements, and ensure a strong product fit.
Conduct high-level product demonstrations and capture feedback to refine the sales approach.
Document patterns from win/loss analysis, including insights into pricing, product functionality, subscription preferences, and competitive trends.
2. Sales Enablement:
Engage proactively with clients to provide professional and timely support at all times
Update the sales CRM system and prepare timely sales pipeline reports and forecasts
Provide feedback to product and marketing teams in order to ensure market and competitor information is shared
Attend conferences and exhibitions where appropriate.
They will lead, develop and execute on strategies in relation to existing and target accounts.
They will carry a quota and be required to close out business in a timely and effective manner.
3. Renewal Strategy & Partner Engagement:
Review upcoming Customer and partner renewals for the next quarter to assess current product usage.
Initiate calls with partners to explore opportunities for better product utilization, address new requirements, and conduct health checks.
Propose new products or updates to enhance renewals and ensure Clients are fully informed of our offerings.
4. Marketing and communications:
Coordinate with internal departments to help improve regional communications and marketing.
5. Training Promotion:
Advocate for the inclusion of training in all quotes, especially for customers unaware of our recent product developments, such as the shift of SPT to i2.
Promote training programs as a value add in the sales process to strengthen proposals.
Support the creation and promotion of the i2 Partner Training Certification Programme
6. Framework Tenders & Tender Response Management:
Explore the potential for more direct engagement with Framework Tenders to increase control over deals and profitability.
Work within a wider business team to support the creation of a Tender Response team, including naming roles and building an RFI (Request for Information) response library for easy duplication in future scenarios.
7. Industry-Specific Use Cases:
Support the development of targeted user cases for key industries (e.g., Legal, Financial) and lead go-to-market initiatives with partners to position i2 solutions as the preferred choice within these sectors.
8. Customer Success Stories:
Collect and document customer success stories to highlight the impact of i2 solutions.
Where necessary, anonymize these stories to respect the confidential nature of sectors we serve, and use them in marketing and sales efforts to build credibility.
Key Skills & Experience:
· Proven experience in business development and software sales.
· Strong understanding of software licensing models, renewal processes, and subscription management.
· Excellent communication and interpersonal skills with the ability to build relationships and influence stakeholders at all levels.
· Experience in conducting product demonstrations and managing lead qualification processes.
· Ability to analyse data from win/loss scenarios and apply insights to improve sales strategies.
· Cross-functional team management skills, with a focus on collaboration, training, and building internal resilience.
· Experience in developing and leveraging customer success stories for sales and marketing purposes.
What We Offer:
· A dynamic and collaborative work environment.
· Opportunities for professional growth and development.
· Competitive salary and benefits package.
To apply, please email - marketing@i2group.com
