0345 868 7848 Contact Us
0345 868 7848 Contact Us

IoT – Sales Specialist

Location: London

Report to: Commercial Director for Mobile & IoT

Working hours: Monday to Thursday 9.00 – 5.30 and Fri 9.00 – 5.00

Company Overview

Established in 2006, FluidOne is an award-winning Connected Cloud Solutions provider with a £37m turnover that boasts the highest Net Promoter Score (NPS) in the industry, 86 (Dec 2020). Underlying its services is FluidOne’s national fibre network, Platform One, which is the most connected network in the UK. FluidOne has a strong company culture enjoyed by 140 staff and was ranked as outstanding in the Sunday Times Best Companies to work for awards.

FluidOne supports the needs of 1,150 customers, including 200 channel resellers, with services covering connectivity, SD-WAN, SASE, cyber security, IT managed services, mobile, IoT, UCaaS and CCaaS. It doesn’t just provide its customers with off the shelf solutions but consults with them to design solutions that complement their in-house IT structures. FluidOne takes complex hybrid multi-site environments and makes them simple and secure, so end-users can access their business application wherever they are.

Led by CEO Russell Horton, co-founder Chris Rogers (who started the business in 2006) and CFO Roy Hastings, the management team is backed by Livingbridge to support their ambitious 8-year strategy.

Staff culture is key to our success, and the leadership team are committed to ensuring that we are one of the best places to work in the country. We are silver certified for Investors in People, in 2021 were awarded the 2-star outstanding accreditation from Best Companies and in 2020 we ranked 36th in the Sunday Times best small companies to work for in London.

Role overview

The Sales Specialists role is to promote IoT into our Channel and Direct customers. This involves developing a strategic plan, identifying key targets based on a deep understanding of various verticals and FluidOne capabilities. You will support Channel Account Managers in promoting and supporting the sales for IoT, and identify customers in our direct base that would benefit from IoT solutions.

There will be five routes to acquiring new customers: –

  • Leads from internal telesales teams
  • Lead Generation from external lead agency
  • Self-Generated leads
  • Cross sell into some of the existing customer base
  • Cross sell into partner channel

The key purpose of the role is to acquire new customers, using techniques that will best promote our unique blend of domestic and Global IoT solutions, in addition to managing and converting telesales leads. Having successfully brought a new customer on board, the Sales Specialist will onboard the customer and move on to new prospects.

This role requires a dynamic individual who is commercially astute, has strong negotiation skills, and is able to build solutions using our unique platform to meet customer objectives.

The Sales Specialist will be targeted on an annual basis, with achievable but challenging targets. In return, successful candidates will enjoy an excellent package with fantastic growth potential in this rapidly expanding organisation.

Main duties

As a Sales Specialist you will be expected to do the following:

Strategic planning

  • Researching and understanding verticals and sweet spot prospects (100-2000 employee mid-market size businesses)
  • Creating a plan to target resellers, we have over 300 resellers that currently do not procure IoT services from us
  • Identifying key targets
  • Documenting and presenting a strategic acquisition plan
  • Ability to take initiative and produce results

Acquiring new customers

  • Converting inbound leads generated by telemarketing
  • Lead nurturing – meetings, presentations, conference calls, proposals etc.
  • Contracting – preparing and securing contractual documentation
  • Working with marketing to generate campaigns
  • Vendor alignment with all our key partners for lead generation
  • Be consultative, establish yourself as a trusted advisor to prospects

Nurturing newly acquired customers

  • Managing the delivery stage of the sales cycle
  • Representing the customer’s needs within the organisation to ensure successful customer experience
  • Once a customer is won, and transition is complete the customer will be handled by the Account Management team, this role is 100% new business

Team Management and Administration

  • Provide accurate, reliable forecasts as well as achieve your own sales targets to help the company manage its growth with confidence
  • Proficiency maintaining and updating relevant Salesforce CRM records
  • Building propositions and business cases
  • Placing orders through Salesforce CRM
  • Reporting against KPIs: updating pipeline weekly and providing updates, tracking meetings, calls product mix etc
  • Collating and driving insight through the other teams

The above list of duties is not exhaustive and may be subject to change to meet the changing needs of the business.

Experience / Qualifications

  • A proven track record of success in competitive sales environment is essential
  • Experience of selling Digital Workplace, Communications, IoT, Connectivity and related solutions
  • A driven, hungry and dynamic salesperson
  • A self-starter that can be or is very well networked
  • Leads negotiations, coordinates complex decision-making process, and overcomes objections to capture new business opportunities.
  • Experience of SCOTSMAN sales process
  • Excellent communication skills, both written and verbal are essential
  • Must be target orientated, driven and have a competitive edge
  • Knowledge of the industry is essential
  • Ability to work under pressure
  • Persuasive and resourceful

Location: 5 Hatfield’s, London SE1 9PG. However, due to the nature of your work, the Company may require you to travel to and work at a supplier, customer and prospective customer sites and other work-related locations.

Benefits after probationary period

Free Health and subsidised dental care
Employee Assistance programme (EAP)
Life assurance (3 x salary)
FluidOne breakfast and refreshments on working days
Regular company outings
Pension contribution- 6% company contribution
Generous Holiday Entitlement
Free internet connectivity
£50 Birthday Voucher
Ride2Work scheme
Department incentives
Volunteer day scheme


How to apply:

Send CV with covering letter to recruitment@fluidone.com with the job title as the subject field.

FluidOne is an equal opportunities provider and welcomes applications regardless of sex, marital status, ethnic origin, disability, religion, sexual orientation or age.

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