1. Candidate Profile & Experience Expectations
We’re looking for someone who will actively generate new business, build long-term relationships, and operate as a trusted advisor in the UK market. Key expectations:
- Minimum ~5 years’ experience in B2B service sales, and at least ~3 years in IT/technology sales targeting the UK market.
- Demonstrated ability to close deals in areas such as Data & Analytics, Cloud & Modernisation, AI/ML, or Innovation Enablement.
- Strong English (C1 or higher) — able to engage with senior decision-makers in UK organisations.
- Proven end-to-end sales process ownership: from prospecting, discovery, proposal/offer creation, negotiation through to contract signing.
- Comfortable selling value (value-based selling), building business cases and articulating ROI tied to customer needs.
- Good technological awareness in the ecosystem around data, cloud, AI (e.g., GCP, Azure, AWS, Snowflake, Databricks) — enough to have meaningful conversations with tech leaders.
- Ability to engage and influence senior stakeholders (C-level, Directors, Heads) in medium to large organisations.
- Self-starter, proactive and result-oriented; but also collaborative, capable of coordinating with marketing/sales/technical teams.
- Driven to work away from Time & Material, into value-based models.
- Experience working within industries like Energy, Manufacturing, Finance, Media, Advertisement or Insurance is desirable.
2. How They Should Work & Deliver
Outreach & New Business Generation
- Actively build pipeline in the UK: prospecting via LinkedIn, email campaigns, Account Based Marketing, networking, conferences, communities etc
- Identify new leads, qualify opportunities, build relationships from scratch.
- Collaborate with marketing and sales/tech teams to define outreach strategy and messaging.
End-to-End Sales Management
- Run the full sales cycle: discovery → proposal → negotiation → contract.
- Develop bespoke value propositions and business cases tailored to client needs; speak in terms of business outcomes and ROI, not just technology.
- Work closely with domain/technical experts in the company to craft offers that match client goals.
Relationship Building & Account Growth
- Position yourself as a trusted advisor for the client — understand their business goals, KPIs, and processes and translate them into technological opportunities.
- Explore cross-sell, up-sell and synergy opportunities with existing clients or prospects.
- Act as company representative in UK industry events, conferences, and network meetings.
Strategy, Reporting & Market Insight
- Co-create sales strategies for the region: define outreach campaigns, target segments, and messaging.
- Use CRM to track pipeline, forecast deals, and report results and metrics.
- Monitor and interpret UK market trends, client needs, and the competitive landscape; feed these insights back into product/offer development.
Pay: £70,000.00-£75,000.00 per year
Work Location: Hybrid remote in London
