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Business Development Manager - Technology - UK Public Sector
We are ICF
ICF is different. Our 7,000-strong team combines unmatched industry expertise with cutting-edge engagement capabilities. We are a new kind of global management consulting service, where business analysts and policy specialists work alongside digital strategists, data scientists and creatives to help organisations solve their most complex challenges.
Technology and Experience Practice
We are offering a unique opportunity to be an influential part of building something new and ground-breaking within ICF's established global consulting team of passionate experts and innovators. Purpose is at the heart of everything we do here, and our new Technology and Experience Practice will use technology to re-shape and re-define the way our data-driven consultancy solves our clients' biggest challenges and helps them to take meaningful action and drive change. This pioneering, talented group of people will thrive within ICF's open culture. They will work across specialisms and move beyond traditional boundaries and hierarchies - always ready to work in new ways and do whatever it takes to realize the limitless potential of technology for our clients.
As the first Business Development Manager for our Technology and Experience Practice you will be responsible for creating, developing, growing and managing a UK-wide portfolio of public sector accounts. You will form strong relationships with key decision makers in order to help ICF to become a trusted experience and technology partner. You will support the Practice by being a vital link between our teams and our clients, and ensuring we develop solutions which meet current and future needs.
Working with our broader business development and bid teams you will collaborate and be instrumental to our success in winning larger and more complex tech-enabled programmes across the UK Government, the EU Commission and other national governments. You will also be responsible for developing new technology-focused public sector business. You will proactively seek out new business opportunities, generating your own appointments and following up leads from our internal marketing team, seminars and events. We also expect you to establish a network of contacts and referrals which you will personally prospect for new business opportunities.
As our ideal candidate, we will trust you to dive right in, take the lead, use initiative, and help to sell the propositions of our exciting and rapidly growing Practice. Highly skilled at sales and business operations, you will join and inspire a team of like-minded go-getters to achieve the vision of the Practice. This role is perfect for an entrepreneurial, multi-faceted, proactive, and ambitious sales professional with a proven track record of working in the UK public sector.
Objectives of this role
+ Developing and implementing overarching outbound sales and business development strategy, sales processes, structure, and best
practices to maximise win rate for the Technology and Experience Practice in the UK public sector space
+ Generating new leads, identifying and contacting decision makers, screening potential business opportunities, selecting and prequalifying the deals in line with capabilities and propositions, and leading and facilitating pitch logistics
+ Monitoring and evaluating industry trends and customer drivers and meeting regularly with management and stakeholders to
discuss and update propositions and approach
+ Leading on capture activities ahead of procurements to increase customer understanding, overall win rates and supporting with
early solution development
+ Managing both our existing sales pipeline and developing new business opportunities
+ Attending external events to network and establish new relationships
+ Taking a lead role in the development of propositions and other new business materials to create and nurture business opportunities
+ Identifying trends and customer needs, and building a short/medium/long-term sales pipeline in accordance with targets
+ Assisting in the coordination and implementation of marketing strategies+ Motivating the wider team, tracking performance, and reporting metrics
+ Sourcing new leads and identifying potential business opportunities
+ Engaging closely with ICF’s wider Business Development, Marketing & Client Account Leads as well as Technology Leads to establish future value for our clients
+ Developing relationships with key buyers and decision makers at new and/or existing clients
+ Attending external events to network and establish new relationships
+ Working with the Marketing function in following up on Marketing Qualified Leads
+ Utilising search tools such as LinkedIn to increase brand awareness
+ Effectively engaging with the Technology Services Group Leads and other adjacent practices to establish or maintain key propositions
+ Collaborating with other key parts of ICF to assist in building credibility in front of the client, sharing key credentials, assets, and offerings
+ Developing early credibility both internally at ICF and with our clients – becoming the trusted partner for our long-standing and emerging clients, and in turn influencing the client’s selection process and evaluation criteria
+ Overseeing each opportunity from capture to conversion, working closely with the bid team to ensure consistency and alignment with capture/win strategies
+ Establishing strong qualification criteria by creating a differentiated win strategy and stakeholder influence and power maps
+ Influencing client’s selection process and evaluation criteria
+ Facilitating the negotiations and closing activities of sales
+ With support from the bid management team, coordinating internal approvals and sales team resources, managing solution/proposition, developing client interactions and relevant client demonstrations, etc.
+ With support from the bid management team, managing the proposal response process, including detailed RFP requirements, content creation, and inputs from various sources
+ Supporting deal structure and pricing with business value analysis, negotiating prices for proactive bids and proposals
+ Managing the successful transition of the client engagement to the delivery team
+ Supporting efforts and/or gaining client agreement for press releases, use of references, etc.
+ Staying connected with the client post sale and driving sell on work, extensions etc.
+ Facilitating the negotiations and closing activities
+ Coordinating internal approvals and sales team resources; managing solution/proposition, developing client interactions and relevant client demonstrations, etc.
Experience and Knowledge
+ 5+ years of experience within public sector-focused consultancies/agencies
+ Good understanding of capture processes
+ Background or strong familiarity with technology/technology sales
+ Successful track record in originating sales and relationships both at established and emerging clients
+ The ability to demonstrate previous experience of growing and retaining public sector accounts
+ Proven ability to influence, plan and manage resources and influence stakeholders without direct management responsibilities
+ Working experience with a number of sales techniques
+ Excellent verbal and written communication skills including ability to deliver presentations
Nice to Haves
+ Proactive user and believer in CRM as an enabler of results (i.e. Salesforce or MS Dynamics)
+ Understanding of and experience with the GDS Principles and Framework
+ Bachelor’s degree or equivalent
+ Experience in some specific industries would be helpful, but not essential - examples include: utilities, energy, climate, sustainability
+ Excellent time management and organisational skills with experience of managing own time and prioritising own workload+ Proven experience in project and/or change management
• A positive and professional team player with the drive and determination to support colleagues and clients, deliver good work and continually improve the team’s offering, efficiencies, and sales
• A ‘people person’ with good presentation skills who builds personal and professional relationships quickly• Someone who continually demonstrates initiative to proactively learn and develop new skills and up-skill others, in order to bring new ideas and skills to the team and ensure our offering is class leading
Working at ICF
Working at ICF means applying a passion for meaningful work with intellectual rigor to help solve the leading issues of our day. Smart, compassionate, innovative, committed, ICF employees tackle unprecedented challenges to benefit people, businesses, and governments around the globe. We believe in collaboration, mutual respect, open communication, and opportunity for growth.
London Riverscape (GB75)