Public Sector Enterprise Account Manager

At Hornbill, we define what we do based on a very simple idea: "making life at work better". We use technology, our experience, and software expertise to create cost-effective, innovative solutions that solve real-world business problems for our customers.

Building on recent success Hornbill is going through a period of expansion and we are growing our sales team. Currently we are looking to hire an experienced and highly motivated Public Sector Enterprise Account Manager charged with driving new customer logo acquisition within the UK Public Sector.

The successful candidate will become a part of the Hornbill sales team at an exciting stage, in a position that offers a high-profile growth opportunity ideally suited to a highly motivated individual with strong sales, communications and organizational skills that is eager to join a fast-growing company.

As Public Sector Enterprise Account Manager, you will be relentless in driving success by generating new business sales revenue through territory and account planning, prospecting and forecasting. Using business development techniques and field-based sales activities within the assigned territory, you will ensure success in generating revenue opportunities through effective management and closure of sales opportunities.

Primary Duties ·

1. Drive Hornbill’s new logo acquisition goals by developing UK Public Sector sales strategy, target prospect list and account-based sales plan.
2. Building and maintaining relationships with key executives and decision makers to make yourself a trusted advisor to prospective customers.
3. A consultative approach to selling at multiple levels within a target account by understanding their existing and future requirements and buisness drivers.
4. Prospecting new accounts, qualifying leads, developing and executing new sales opportunities.
5. Arranging and conducting initial product demonstrations and presentations that are tailored to each opportunity, which are focused on their business drivers and use cases.
6. Pipeline management, sales process management including effective forecasting and opportunity closure.
7. Ability to take a technical dialogue with customers and prospects (understanding the customers business and technical objectives) and create a business-oriented value proposition.

About You

1. Demonstrable track record of achieving and exceeding sales targets whilst managing and developing a sales territory within the Public Sector.
2. New business sales focus with previous experience of enterprise software or SaaS sales experience beneficial.
3. Commercially astute, experienced in developing business cases and ROI together with customer personnel.
4. Demonstrable track record of displacing complex or legacy software.
5. Ability to understand the “bigger picture” that drives business objectives.
6. Ability to articulate the value of solutions to prospects and customers to drive maximum revenue opportunity
7. Ability to build strong relationships at both C level and at all levels of prospect organisation.

We will be prioritising soft skills and seeking evidence that the successful individual possesses a keen eye for detail, exceptional written skills and experience preparing written responses to RFP’s and Tenders. Prior experience in Public Sector or solid knowhow for navigating Public Sector Frameworks and procurement processes will be strongly considered.