Zones LLC. Careers

When it comes to IT solution providers, there are a lot of choices. But when it comes to providers with innovative and differentiating end-to-end service offerings, there’s really only one: Zones – First Choice for IT.TM  

Zones is a Global Solution Provider of end-to-end IT solutions with an unmatched supply chain. Positioned to be the IT partner you need, Zones, a Minority Business Enterprise (MBE) in business for over 35 years, specializes in Digital Workplace, Cloud & Data Center, Networking, Security, and Managed/Professional/Staffing services. Operating in more than 120 countries, leveraging a robust portfolio, and utilizing the highest certification levels from key partners, including Microsoft, Apple, Cisco, Lenovo, Adobe, and more, Zones has mastered the science of building digital infrastructures that change the way business does business ensuring whatever they need, they can Consider IT Done. Follow Zones, LLC on Twitter @Zones, and LinkedIn and Facebook. 

Position Overview:
  

The position requires active analysis of sales data to analyse the market trends to leverage and expand market coverage & opportunities thus helping organizational growth. Having knowledge of IT services, hardware and software selling is an added advantage. Also, any experience in the Healthcare (UK) / Cloud (B2B) or Public Sector vertical will be helpful in this role.  

What you’ll do as the Manager, Customer Acquisition and Development (CAD) 

1. Analyzing and interpret business data to help make decisions about appropriate target markets and sales strategies for Sales.
2. Analyze KPIs, revenue, and costs for reporting and compensation purposes.
3. Target calculation and maintenance resulting to Sales performance reporting.
4. Analyze historical data to come up with strategies around increasing efficiency, segment addressal & expanding reach.
5. Build a right size portfolio of customers for each Account Executive (AE) for maximum sales performance from each customer as per the Go-to-market (GTM) strategy. This is granular work, analysis of customers and prospects in each AE's books. Getting to know each customer and prospect using the web to ensure this the right target. If we are proactive, we can get new AE's ramping faster as they will have a relevant list of underperforming customers and prospects to call. They can hit the ground running.
6. Become knowledgeable on the technical side of how to put customers in an AE 's books, remove prospects, add underperforming customers. Transitioning customers is the trickiest part and we will have to build a process of how this is done with the sales manager. This is because of the multiple databases our data resides in.  All will be better with new CRM system.
7. Transitioning books when an AE leaves. Better if we are proactive with the sales leadership rather than a reactive. Most managers are aware that they have a problem with an AE long before they leave. Proactive transitioning is important especially with our high-volume accounts.  Work with the sales leaders to develop an AE succession plan for these accounts.
8. Track transitioned customers for performance, also declining customers in general. We need to build a process on how we communicate declining customers proactively, understand why it is declining, is it a competitor attack, rep relationship issue or other operational issues that is pissing of the customer. Will need to develop a process for reporting and communication of recommendations.
9. Scrapping portfolios. We have many underperforming customers. We need a regular review and process to move these customers to new/underperforming AE's so they can ramp faster. A tough process that will require proper communication with the sales manager.
10. Mapping AE's to customers and tracking performance.
11. Reporting on Corporate, Healthcare and Public sector performance for UK territories.

What you will bring to the team: 

1. Master’s in business administration or Computer Application from a premier institute.
2. Minimum 10+ years of experience in highly competitive market space, preferably in IT industry.
3. Proficiency in various tools around Analysis and Business Intelligence / reporting.
4. Experience with SQL queries, DAX /MDX queries, CRM (advanced queries), reporting in Power BI
5. Research oriented mindset with a zeal to collect and analyze real time data and derive strategies.
6. Able to work and prosper in an environment based on proficiency, development of new cutting-edge ideas and personal development with lots of freedom and a drive to deliver.
7. Ability to develop a positive working relationship with internal customers and other departments.
8. Possess excellent oral and written communication skills with an emphasis on email etiquette. Special consideration to British English and UK work culture.
9. Organizational and follow up skills are a must. Ability to multitask as needed.
10. Willingness to match work timings in line with the UK hrs. shift.
11. Ability to work in an independent unsupervised environment and deliver in a timely fashion.
12. Ability to work in a fast-paced dynamic work environment.

Zones offers a comprehensive Benefits package.

While we’re committed to providing top-tier solutions, we are just as committed to supporting our own teams. We offer a competitive compensation package where our employees are rewarded based on their performance and recognized for the value they bring to our business. Our employees enjoy a variety of comprehensive benefits, including Medical Insurance Coverage, Group Term Life and Personal Accident Cover to handle the uncertainties of life and a flexible leave policy to balance their work life. 

At Zones, work is more than a job – it's an exciting careers immersed in an inventive, collaborative culture. If you’re interested in working on the cutting edge of IT innovation, sales, engineering, operations, administration, and more, Zones is the place for you! 

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran status or on the basis of disability.