Head of Support Sales

Job Title Head of Support Sales
Based Birmingham
Reporting to Chief Commercial Officer

About Us
Edenhouse Solutions is a privately owned business dedicated to delivering fully integrated end-to-end business solutions for both new and existing SAP customers. We provide a complete service of enterprise solutions from Licence, Implementation Services, Managed Services, through to Support and Maintenance. Our customers cover a diverse range of industry sectors including Defence, Consumer Products, Retail, Distribution, Manufacturing, Finance, Public Sector, Publishing, Services, Utilities and Chemicals.

A passion for quality and delivery excellence is part of the culture at Edenhouse and core to everything we do, which also drives us to ensure our focus is totally client facing and value added. Our business model means we couple project delivery with long term repeatable revenue from our clients which has provided a stable platform for strong year on year growth.

The Role

The primary objective of the Head of Support Role is to achieve the assigned sales target for each financial year by selling Edenhouse SAP Support and Maintenance services to relevant organisations. In order to do so, the Head of Support will be responsible for using the resources available to them, e.g. marketing, events and market data, to maintain a pipeline of opportunities sufficient to achieve target on a rolling annual basis. The role entails representing Edenhouse in a professional manner and acting as a prime and senior contact to build and enhance relationships with prospective, new and existing clients in order to cultivate long-lasting and trusting relationships.

Key Tasks

 Developing customer intimacy that engenders trust and through that trust inspires our customers to increase their Support and maintenance revenue spend across their portfolios
 Develop the market knowledge required to positively influence our customers and their markets
 Positively collaborating with the various leaders in Edenhouse to ensure our support offerings are market leading, innovative and ahead of their time
 Lead from the front, being in the field and being visible to our teams and our customers.
 Lead your teams to positively collaborate with all internal and stakeholders that are key to ensuring their and our customer success. Ensuring that your teams utilize to the fullest, the skill, knowledge and passion of their peers to build and drive scale
 Inspiring our customers to become willing and positive references for Edenhouse across our markets
 Developing Account Plans that define our customer relationship over time, collaborating with our customers in the implementation and Execution of those plans
 Build a Go to Market strategy that focuses on the achievement of Edenhouse goals and allows us to maximize the revenue opportunity in each and every account we serve. To this end lead and support marketing initiatives, campaigns and events with the objective of establishing market data and building and maintaining pipeline
 Leading with a coaching and mentoring mindset that inspires your team to bring their best self to work each and every day as we develop customer intimacy and solve their most complex business challenges
 Developing your own and your teams growth mindset ensuring their and your continued personal development in the pursuit of your/their, this company and our customers goals
 Driving a cadence with your teams that ensures you can forecast accurately on a monthly, quarterly and annual basis on the expected performance of your team. Note our goal is to achieve a forecast accuracy of +/- 10% in any given quarter, against the numbers you forecast at the beginning of the quarter. Through this cadence ensuring your team over achieves on its revenue expectations, annually.
 Qualify opportunities, in order that Edenhouse resources, including the Head of Support, are targeted towards opportunities where there is a reasonable expectation that: (i) the client has a defined need for relevant SAP Support and Maintenance services; (ii) Edenhouse is well placed to provide such services; (iii) the client has sufficient budget; and (iv) we believe we have a winning strategy to secure the business.
 Develop and drive your teams to be social advocates for Edenhouse, utilizing social media and other tools to positively promote Edenhouse brand
 Drive your teams to ensure that our internal systems are used for pipeline logging and progress as well as opportunity logging and progress. Data to be updated at a min weekly
 Lead this team to be the most admired sales team in Edenhouse and in the UK market we service. Ensuring this teams sets the standard for professional sales behavior and performance at Edenhouse, enabling us to the most awarded SAP partner, annually.
 Providing reasonable support to other Edenhouse Account Directors and Sales Director with regards to Support and Maintenance services renewals/opportunities. The expectation here is that the Head of Support is instrumental in defining, documenting and preparing presentation and sales collateral that sets the Edenhouse ‘standard’ for Support and Maintenance services and that such knowledge and materials would be helpful to other Account Directors and Sales Director with renewals of existing contracts and acquisitions of new contracts.

Desired Skills and Experience
 Successful track record in IT services sales
 Comfortable in research, spending time to understand the markets, our customers and their timing in deploying support services contracts
 Experience in selling SAP support and maintenance services is desireable
 Demonstrable experience in generating sustainable pipeline.
 Excellent communication skills (oral and written).
 Proficient in MS Office, in particular PowerPoint, Word and Excel.
 Excellent relationship building skills.
 Excellent influencing and negotiating skills.

About You
 Flexible and adaptable
 Growth mindset with a relentless habit of mind
 Driven, with a strong desire to be successful
 Strong collaborator, working with colleagues and stakeholders to over achieve
 Resilient and capable of working under pressure.
 Desire to learn and keep up to date with market trends, specifically in relation to SAP.
 Strong interpersonal skills.
 Creative approach to problem solving.
 Demonstrate a thorough understanding business area and products.
 Car driver/owner with a valid driving licence.
 Flexible to the travel and overnight stays as required.
Job information
Advertiser Edenhouse Solutions ltd
Contact Name
Telephone (Please reference Dice when calling)
Reference Head of Support Sales - B