Strategic Account Director - Business Development

Strategic Account Director - Business Development

At eir we are proud to serve the people of Ireland; our purpose is to connect for a better Ireland, and we do this by building world-class infrastructure and delivering a standard of care our customers can rely on.

For generations eir has provided good jobs and career opportunities in every county across the country. We believe in promoting from within and many members of our management teams have worked their way up through the business from entry-level positions.

Today more than 800,000 premises nationwide can access our superfast broadband network, with more homes and businesses added each week. Once we complete the rollout of Ireland's Fibre Network, our fibre network will cover 1.9 million homes and businesses, more than 84% of the total premises in Ireland. eir’s 5G network is by far Ireland’s largest, covering more than 70% of the population, while eir’s 4G network reaches 99% of people in Ireland.

You will be joining eir at a time of investment, transformation and innovation. Every employee will have opportunities to shape how the company works and, as a new team member with a fresh perspective, you will play a vital part in helping us achieve our goal of connecting for a better Ireland.

At eir, we believe that our people are our greatest asset. We are committed to developing a truly inclusive organisation where we celebrate the diversity and the unique talents, skills and capability of every one of our 3,500 employees across Ireland.

We aim to create an environment where every individual feels that they belong and can thrive, where they can realise their full potential, deliver their best work and build a fulfilling career. We are proud to be a company that values diversity, equality, and inclusion and we are committed to creating a culture where everyone feels valued, respected, and supported. This is central to our purpose of “Connecting for a Better Ireland”.

We are Ireland’s national telecommunications champion, enabling our country to work, learn, play and connect to the world faster and more effortlessly than ever before. Our ambition is to be the best performing telecommunications company in Ireland across all segments of the market, driven by our relentless focus on our customers.

Three Winning Businesses:

• Open eir - rolling out the Next Generation Fibre Network for all of Ireland

• eir for all - market leading consumer products & services, designed to meet the needs of our customers, at work, rest & play

• eir evo - the first B2B full-service ICT solutions provider in Ireland

 As the largest provider of full-service ICT and Telecommunications operating in the Irish Market, eir evo are going through a period of investment in our Business Development, Account Management & Sales Support functions.

As part of this investment, we are recruiting for a Strategic Account Director, who are seen as thought leaders in their field, have a demonstrable record of playing the role of trusted advisors to their customer stakeholders and who are hungry to help drive the eir evo business forward.

The successful candidate will be energetic, have proven success working in a fast-paced, high-growth environment and understand the competitive landscape and market trends.

You will become part of the eir evo sales team, with autonomy to shape & grow the sales function, reporting directly to the Director of Business Development.

eir evo is based in Heuston South Quarter, Dublin 2 and this position offers a hybrid working structure for the successful candidate

A key component of a successful growth strategy in eir evo, the Business Development team are the eir evo ambassadors who develop our early relationships with targeted Large Enterprise & Government accounts. The Strategic Account Director for Business Development will be the primary point of contact to bring the best of all we have at eir evo to a specific set of new customer relationships and opportunities

• Responsible for developing new customer relationships in order to identify opportunities, develop your pipeline and successfully achieve eir evo new business sales & EBIDTA growth targets

• Act as an eir evo evangelist in the market, always upselling our USP’s & why customers are better on eir evo

• In conjunction with Marketing, Pricing & Product Management, support the development of our go-to-market strategy into Large Enterprise & Government accounts, using your experience of selling into c-level decision makers to articulate the business outcomes these customers are requiring, to ensure we are best placed to capture the market opportunity across all technology towers for eir evo

• Maintain a broad architectural and sales knowledge and have opinions across all areas of eir evo Specialist Portfolio (Voice, Networking, Security, Compute, Infrastructure, Managed Services & Professional Services) and able to differentiate our offerings against those of our competition

• Expected to use skills and knowledge to influence the strategic direction of the eir evo propositions portfolio based upon customer market knowledge

• To follow and understand the latest trends and developments in our industry worldwide, and able to present and share knowledge to colleagues to improve others learning

• Effectively articulate our business & investment strategy & that of the wider eir Group to key customer stakeholders as required, in support of the Account Teams

• Act as an ambassador, both in the external market and with internal stakeholders, demonstrating best in class sales behaviour and deliver excellent customer experience results

• Develop & own the eir evo Account & TAS Opportunity Development Plans for your key target acquisition accounts, driving customer relationship & competitive landscape data collection, making active use of our CRM system and other tools as appropriate

• Regular participation at both external & internal events to promote our product & service offerings to both existing & potential new clients

• Drive efficiencies with measurable best practice tools and standardize across the teams

• Collaborate with internal stakeholders to develop a range of SLAs which meet customer requirements

• Collaborate and liaise with various internal stakeholders and Business Unit leads, as required

As an enthusiastic and dynamic Strategic Account Director for Business Development, you will be developing winning conversations with potential major customers, who you will identify and close in a consultative manner in order to start them on their journey with us to Digital Transformation.

• Creating a dynamic network future for your customers business with our Network, Cloud Infrastructure, ICT and intelligent monitoring & managed service solutions

• Helping your customers build an agile and effective digital workforce with our collaboration solutions

• Balancing the risk and reward for your customers with tailored private and public cloud offers

• Accountable for delivering and exceeding Sales targets, based on Revenue & Gross Margin to our agreed key target acquisition customer base

• Accountable for maintaining a broad architectural knowledge and have opinions on leading & emerging technologies that our customers require to support their day-to-day business operations

• Accountable for building complex solutions that meet and exceed customers’ business needs, delivering business outcomes, to maximum profitability achievable for eir evo

• Accountable for influencing incremental sales opportunities across the eir evo portfolio

• Accountable for creating a pipeline of 3X (three times) target to ensure adequate cover to consistently deliver target

• Accountable for successfully developing and driving sales plans with Account Managers, using agreed methodologies, to retain existing business and develop & grow new revenue for eir evo

• Accountable for developing and maintaining an accurate forecast with a qualified/robust pipeline

• Working with Finance & Pricing to understand the P&L in detail for the customer solutions being sold to ensure margins on all deals are maximised and component pricing parameters are aligned to market expectations

• Ensure internal business responsibilities are completed including CRM, forecasting, reporting, TAS Opportunity Plan reviews, Account Development Plans & opportunity pipeline management

• Create strong relationships with key client stakeholders at C-Level in both Government & Enterprise accounts

• Regular participation at both external & internal events to promote our product & service offerings to clients

• Central point of responsibility for the coordination for all eir evo activities in the assigned account base

• Work with customer and operational teams to align the delivery of services and the eir evo Business relationship with the strategic needs of the customer

Strong analytical skills, to include forecasting, pipeline achievement, P&L details, detailed understanding of customer trading & buying process/cycles and the ability to analyse competitor proposals as required

• Good knowledge and understanding of eir evo propositions, and the business outcomes they deliver to customers e.g. Data Comms, Managed Infrastructure, Hosting/Cloud, Customer Contact, Voice & UC, Security & Managed Services

• Proven track record of delivering against targets within a technical solution sales specialist role

• Managing change, aligning and prioritising multiple demands

• Excellent communication, presentation and interpersonal skills with strong influencing and negotiation skills

• Ability to engage at board level with customers to strategically position eir evo, our offerings & our competitive advantages

• Excellent financial & commercial acumen

• Be resilient and able to achieve consistently, against challenging targets

• The ability to work with the minimum of supervision, as part of a team and present a quality image of eir evo

• Be willing to travel and work from customer and other eir evo sites

Qualifications/Experience: 

Typically Engineering, Science or Computing degree, or equivalent job experience.

• 10+ years in technical solution sales

• Leadership / People Skills: Must possess exceptional leadership skills, demonstrating an ability to move and influence a large team towards a common goal & business objective

• Strong commercial acumen & experience of delivering financial targets

• Strong experience in Enterprise Sales, characterised by consultative selling to senior-level management that resulted in complex technical p project delivery.

• Strong technical leadership skills in managing technical bids.

• You will stand out for your energy and pro-active attitude and be a positive force for change

Key Decisions: 

A proven track record of success and experience in selling profitable deals to large corporate & government customers in a consultative manner

• A strong team player with capability to take the lead with cross functional teams on customer opportunities.

• Demonstrable ability to quickly and succinctly identify business requirements and match solutions along with Strong commercial capability, excellent communication, relationship building and interpersonal skills.

• Commercial, Technical & Service Solution Design – proven track record of selling complex multi-tower solutions to Large Enterprise & Government accounts in Ireland

• Management of resources to ensure correct solution and pricing for customer needs and offer

• Bid price / offer price oversight, providing thought leadership with authority

• Strategic standard & bespoke solutions with managed services

• Partnering on bid responses with multiple cross-functional teams

• Demonstrable understanding of the competitive market and ability to present that internally to help shape the business portfolio to ensure continued competitiveness in the market

• Demonstrable consistent success in achieving weekly, monthly & annual sales and activity quotas

• Outstanding analytical and problem-solving abilities

• Proven ability to manage multiple projects and work to tight deadlines

We are committed to creating an inclusive and supportive work environment. If you require any reasonable adjustments during the application or interview process, please let us know, and we will work with you to meet your needs 

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