Role Overview-

The Commercial Director – Managed Services is responsible for driving growth in our Managed Services business lines. The Commercial Director will support the Tesserent Growth Team and Account Executives to identify, prosecute and close deals. The Commercial Director will have a wealth of experience in positioning and closing deals relating to Security Operations and IT Managed Services. The Commercial Director will have strong business acumen, with presentation, written English and contract negotiation skills.

Accountabilities-

Sales & Business Development Management:

This function of the role will operate similar to a channel management style role. You will be driving the Tesserent sales team to achieve our managed services growth targets but you will not be directly managing the marketing or account executive teams.

• Deliver high quality, high level and deep dive presentations to prospective customers.
• Manage the process of contract development, and contract negotiation with existing and prospective customers.
• Contribute to the budget development process as it pertains to revenue generation and preservation.
• Provide monthly and quarterly sales forecasts to the Managed Services leadership team.
• Work with the Growth team and account executives to manage the pipeline, including driving the next steps in the sales process through to closure of a deal.
• Train the Growth team to effectively identify and sell managed services 
• Ensure the right resources are available to support a sales motion, this may include presales, technical delivery, or leadership team members.
• Maintain sales collateral, proposal, contract and variation document templates, and ensure they align with the changing customer expectations.
• Deliver high quality RFP / RFQ / RFI responses leveraging our AI driven tender response generation platform ensuring that the responses are accurate, priced correctly, and provide a detailed answer whilst ensuring brevity.

Service Portfolio Management:

This function of the role will ensure that the services offered to market are fit for purpose, evolve with the market and are packaged in an appealing manner. Through this you will be a subject matter expert on all things managed services.

• Maintain in-depth knowledge of the services provided by the Managed services teams.
• Oversee maintenance of a service portfolio management function for the Managed services teams.
• Productise and develop new and existing service offerings in partnership with the Managed Services Leadership Teams.
• Identify opportunities to enhance existing service offerings and add new offerings.
• Demonstrate sound understanding of the Tesserent Cyber 360 strategy and its alignment to client needs to drive opportunities and deliver multi service engagements.
• Maintain knowledge of the wider capabilities and services offering across the Tesserent Group to support a multi-service engagement.
• Contribute to the development and sharing of knowledge across the Tesserent Group

People & Culture:

This function of the role will ensure that the capability sales / pre sales team is high performing and right sized to deliver on our budget.

• Mentor team members to achieving goals and developing the necessary skills by offering feedback and demonstrating the desired skills and expected work ethic.
• Work across a diverse team to understand their individual strengths, weaknesses, motivations, and conflict. Managing performance and conflicts within the team. 
• Ensure performance objectives are defined for each pre-sales resource within the team, including establishing KPIs, personal development plans and training needs.
• Manage the recruitment process to build a high functioning pre-sales capability within Managed Services.

Competencies

Technical Skills:

• Ability to develop speaking material for public and/or private events
• Maintain knowledge of industry insights and proactively research\ emerging security risks, controls, applicable regulations, and trends.
• Ability to articulate technical concepts, architectures and operating models relating to our Managed services.
• Ability to articulate business outcomes including the implications and risks in relation to the business goals of our clients.

Commercial Acumen:

• Must understand and articulate contributing factors to a healthy P&L, and decision making around an offer to a customer should be driven by those factors.
• Must have skills in managing the process of contract development, and contract negotiation with customers. This includes understanding the concessions that are made during negotiation, and the flow on effects these decisions may have.
• Excellent written and verbal skills to clearly explain concepts to diverse stakeholders.
• Must be able to qualify leads with the Sales team and assist with the development those leads.
• Strong understanding of commercial arrangements and able to demonstrate value of service offerings to clients.

Communication Skills:

• Excellent written and verbal skills to clearly explain concepts to diverse stakeholders.
• Ability to articulate desired state outcomes for clients and the ROI delivered through services.
• Ability to develop and present speaking material for public and/or private events.

Leadership Skills:

• Must be open minded and forward thinking in terms of vision for the business and team culture.
• Must be able to manage different personalities to ensure everyone is performing to their highest potential.
• Mentor and coach other members of the team.
• Must be able to identify weakness and strength of everyone within the team to assist with training paths and capability development.

Knowledge & Experience:

• A Bachelor's degree in Information Security, Computer Science, or a related field is preferred but not essential.
• Minimum of 10 years’ experience in a cybersecurity sales or account management role • Experience working in a MSP is desired.
• Has led a small team of individuals in a cybersecurity sales capacity.
• Ability to articulate business implications and risks in relation to the business.
• Strong written and verbal communication skills to clearly explain concepts.
• Open-minded and forward-thinking in terms of vision for the business and team culture.
• Ability to work as a team with decisions made to support moving toward common goals.
• Experience working in a Pre-Sales function is necessary.