Sales Director

Job DescriptionAs the Sales Director of a dynamic and rapidly growing Managed Services Provider (MSP), you will be responsible for shaping and driving the companys sales vision and strategy. This is a senior leadership position requiring a strategic thinker with a strong track record of delivering sustained revenue growth and fostering high-performance sales cultures in the IT services sector.You will lead and inspire a team of Sales and Account Managers, setting clear goals and ensuring alignment with the wider business strategy. Your remit will include new business acquisition, client retention, and account growth across a diverse portfolio of public and private sector clients. You will be pivotal in deepening customer engagement, identifying new market opportunities, and ensuring consistent delivery of commercial targets.This role offers the opportunity to make a significant impact on the future direction of the business and requires a confident leader who can operate at both a strategic and hands-on level in a fast-paced, highly competitive marketplace.Reporting to the Chief Executive Officer, key responsibilities of the role are as follows:Strategic Leadership Develop and implement an ambitious sales strategy aligned with aggressive growth targetsProactively lead, manage, and personally drive and close sales opportunities, playing a hands-on role in securing key accounts and strategic deals.Managed Services and Technical ExpertiseLeverage in-depth technical knowledge to articulate, position, and sell complex IT Managed Services, including Modern Workplace solutions, Microsoft Azure, Azure Virtual Desktop, Endpoint Detection and Response (EDR), Security Operations Centre (SOC), and Security Information and Event Management (SIEM) solutionsServe as a trusted advisor to prospects and customers, clearly communicating technical solutions and value propositions to decision-makers at all levelsCustomer Relationship Management Personally implement and oversee a standardised and structured customer engagement model, including regular Quarterly Business Reviews (QBRs), aligned to best practices and operational maturity-level guidance from Service Leadership (ConnectWise)Actively manage key accounts, ensuring consistent communication, measurable value delivery, and high customer satisfaction through structured relationship management.Develop and maintain executive-level customer relationships, serving as the primary point of escalation and strategic advisor to support customer business objectivesDrive continuous improvement in customer engagement quality, regularly reviewing and refining processes to align with industry benchmarks and best practice frameworksSales Coaching and Team Development Provide structured coaching, mentoring, and hands-on support by attending prospect and customer meetings alongside salespeople and account managers, developing their capabilities and confidence to operate independently and consistently achieve high performance standardsIdentify individual strengths and development needs, offering tailored guidance and best-practice sales techniques to enhance their effectiveness, customer engagement skills, and strategic selling abilitiesFoster a culture of continuous learning, ensuring team members progress towards autonomy and excellence in customer-facing rolesRecruit, mentor, and coach a high-performing sales team, setting clear targets, responsibilities, and accountabilitiesImplement structured performance management practices, including coaching, mentoring, 1:1s, and performance reviewsSet clear objectives and targets, ensuring accountability and continuous professional development within the teamBusiness Development and Revenue Growth Identify, pursue, and close new business opportunities with a focus on IT managed services, cloud solutions, cybersecurity, and infrastructure supportRepresent the company in prospect and proposal meetings, and commercial negotiationsMaintain a strong personal sales pipeline, leading by example in prospecting, proposal development, negotiation, and closing dealsDrive pipeline generation and manage forecasting to meet or exceed sales targets for both new business and existing client retentionMonitor market trends and competitor activity to identify opportunities for business development and service differentiationCross-functional Collaboration and Reporting Collaborate cross-functionally with marketing, service delivery, and finance teams to support lead generation, onboarding, and renewal effortsProvide regular reporting and insights to the executive team on sales performance, forecasts, and market intelligenceRegularly track and report sales activity, pipeline progression, forecasting accuracy, and revenue performance directly to senior managementEnsure rigorous use of CRM systems and sales analytics to drive informed business decisionsFinancial and Commercial Acumen Develop accurate budgets and forecasts, manage financial targets effectively, and deliver profitable business growthNegotiate and structure contracts that maximize revenue opportunities and profitabilityBrand Representation and Market Presence Represent the company at industry events, client meetings, and technology forums, promoting company expertise and thought leadershipActively network within industry circles to increase brand visibility and market presenceSkills, knowledge, competencies that are required for the role are as follows: Essential Minimum 5 years experience in a senior sales leadership rolePrevious experience in an MSP or IT services environmentProven track record of achieving/exceeding revenue targetsHands-on involvement in business development and major account growthExperience reporting at Board/Executive levelDemonstrable experience managing both new business and account management teamsDeep understanding of the MSP market and IT service Awareness of market trends and competitive landscapeUnderstanding of B2B sales cycles and procurement processesDemonstrable ability to generate and close high-value B2B dealsExperience in consultative selling, solution-based sales, and typical customer pain pointsKnowledge of service-level agreements and IT service delivery models Results-driven and commercially focusedStrategic thinker with a hands-on attitudeAdaptable and resilient under pressureCompetency and proven experience of consulting with customers and prospects on IT strategy, moving services to the cloud and cyber security best practicesDemonstrable experience of successfully facilitating strategic discussion and technical discoveryAbility to develop and execute go-to-market strategiesSkilled in pipeline development and forecastingHigh integrity and professionalismCollaborative and team-oriented Strong sense of accountabilityDesirable Degree or equivalent in Business, IT, or related field Formal sales training certification (e.g., Sandler, Miller Heiman, SPIN)ITIL Foundation or equivalent understanding of service delivery frameworks

Created: 2025-06-27