Senior Manager in global publishing overseeing strategic growth through licensing and partnerships. Leading category innovations in audio storytelling, novelty books, and more.
About the role
- Business Development Manager responsible for leading sales initiatives in cyber security solutions targeting enterprise accounts. Focused on driving revenue growth through client acquisition and market presence.
Responsibilities
- Identify and target high-value enterprise and strategic prospects for cyber security solutions.
- Demonstrate a deep understanding of ARO's mission, values, and story, and use this knowledge to build authentic connections with customers, partners, and stakeholders
- Develop and execute market entry strategies for new business acquisition.
- Build a strong pipeline of opportunities through prospecting, networking, and industry events.
- Lead outreach to C-level executives and other senior decision-makers.
- Drive end-to-end sales cycle for new business: prospecting, discovery, solution alignment, proposal, negotiation, and closing.
- Own key strategic deals, particularly large, complex, multi-year enterprise agreements.
- Collaborate with sales engineers, solution architects, and cyber security specialists to craft tailored solutions.
- Proficiency in understanding customer pain points and devising suitable solutions using the 7 questions deep technique.
- Mentor and guide Account Executives in best practices, pipeline management, and deal strategy.
- A focus on face-to-face client meetings.
- Achieve and exceed sales targets by selling solutions within the ARO portfolio including managed services and professional services.
- Develop and execute account-specific strategies to secure long-term, high-value contracts.
- Negotiate commercial terms, contract structures, and procurement processes for enterprise clients.
- Establish yourself as a trusted advisor on cyber security strategy, risk management, and compliance.
- Conduct meetings, business reviews, and strategic presentations to senior client stakeholders.
- Provide thought leadership on emerging cyber threats, regulatory changes, and security best practices.
- Collaborate across wider ARO specialist teams to introduce additional services to prospects that deliver value beyond the immediate scope of engagement (Cloud / Infrastructure / Data Centre / Telecoms / Energy / Managed Services).
- Work cross-functionally with marketing, product, and delivery teams to align messaging and solutions.
- Develop deep relationships with vendors, acting as a liaison to align opportunities and sales strategies.
- Represent the company at industry conferences and events.
- Collect and share market intelligence, competitive insights, and client feedback to influence product roadmap and go-to-market strategy.
- Transition closed deals smoothly to account management team.
Requirements
- Proven experience in an senior account executive or a similar role, with knowledge of IT solutions and technology trends
- Experience of working with high profile, Enterprise level customers
- Clearly defined success at C-suite level
- Strong Vendor Partnership experience
- Excellent emotional awareness and relationship building skills
- Knowledge and experience across a range of verticals
- Strong leadership and stakeholder management skills.
- Excellent communication and interpersonal skills.
- Ability to develop and implement strategic plans.
- Strong analytical and problem-solving abilities.
- Full UK Driving license
- Relevant industry certifications or qualifications.
- Proficiency in Microsoft Office Suite and CRM software.
Benefits
- Company Pension Scheme and matching contributions
- Company Perks portal
- Private Medical insurance
- Life assurance
- 25 days holiday plus bank holidays plus holiday trading
- Your Birthday off, on us!
- Health Club and Wellbeing Scheme
- ARO Shares after 12 months employment
- Employee Assistance Programme
- Technical Training Academy and E-learning
- Hybrid working
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