Business Development Manager (UK)

London, United Kingdom

Epsilon provides Network as a Service connectivity via a global platform that also gives access to all global cloud platform providers (AWS, Azure, Google, Oracle & Alibaba), plus a community of service provider partners directly connected to Epsilon. This can be provisioned via our Infiny portal or app for paperless automated ordering and provisioning, or via our API for even more seamless deployment.
This platform is also complimented by Epsilon’s SDWAN service that gives site to site, site to cloud and site to partner access, via existing Internet, via Epsilon global connectivity fabric and via dedicated last mile connectivity as required.
The role is to develop new relationships in the Indirect & Enterprise sector closing new business selling our key solutions. The Business Development Manager (BDM) will work with marketing and the Sales Development Representative team to drive an outreach strategy to secure meetings with new prospects. The BDM is also required to self-generate meeting opportunities to drive relationships that lead to business wins/orders.

The BDM is responsible for initiating and building dialogue with Indirect Managed Service Providers and selected Enterprise customer sectors. The focus for the first 12 months will be heavily weighted toward the MSP/Indirect sector which includes IT Managed Service Providers, System Integrators, Data Centre Service Providers, AWS/Azure Cloud Service Partners and SaaS/PaaS providers. The goal is to promote and sell Epsilon as a partner and provider of agile network fabric services that enable and underpin solutions that drive digital transformation strategies, including hybrid solutions (DC and cloud interconnect), cloud services access (AWS, Azure, Google, Oracle, IBM, Alibaba), major IX’s (Internet Exchanges) and other global connectivity destinations. 
  • Ensure outreach KPI’s are met: contact, follow-up, engagement.
  • Ensure meeting generation KPI’s are met.
  • Build a pipeline to x times target over a ramp up time-frame and maintain a set pipeline value versus target to ensure success.
  • Hit a new business new MRC (monthly recurring charge) sign up target.
  • Provide coaching, guidance and support for allocated SDR, ensure SDR KPI’s are met for outreach and meeting bookings.

Skills and Knowledge
  • Experience in selling disruptive and transformative technologies to Service Providers and Enterprises that enables digital transformation and cloud strategies.
  • Evidence of successfully hitting and exceeding new business targets.
  • Proven experience in gaining new business.
  • Understanding and knowledge of social selling, using tools such as LinkedIn and managing workload, outreach, prospecting and pipeline via a key platform such as Salesforce.
  • Experience in selling virtualised network services as well as traditional managed WAN.
  • Some exposure to Network security products is useful.
  • Experience in working with sell with and through partners, especially those buying services as part of value-add solution they are selling (MSP/SI)
  • Ability to hold CIO level meetings, prepared and deliver pitch and RFP response presentations to CIO, snr and technical customer representatives.
  • Experience and ability to drive bid responses for RFP’s.
  • Understand how to close and create close events and strategies for MSP and Enterprise business.

Additional Requirements
  • Ability and experience of working in agile, ‘hands on’ challenger environments.
  • Experience in globally distributed businesses where colleagues, supporters and approvers are in other time zone is desirable.
  • Experience in PE funded growth environments desirable.

Values and Personal Characteristics
  • Inherent interest in technology. 
  • Innately curious. 
  • A ‘doer’ and ‘owner’, gets involved. 
  • Flexible, able to handle a level of ambiguity and just press on. 
  • Pulls together virtual teams getting resources on board and behind a project/opportunity.
  • Able to self-help, Epsilon is supportive, ask for help, do what you can to get going.