Secure & SI Sales Director

TN United Kingdom; London; On-site; GBP 60,000 - 100,000

Job description

The Secure & SI Sales Director role is a newly established leadership position within the sales community, designed to drive Expo-e’s growth in the Defence sector. This role serves a vital function in expanding the company’s market presence, particularly within high-priority sectors such as Secure, Defence, National security and Systems Integrator partnerships. The Secure & SI Sales Director responsibilities are organised into three key areas, each of which contributes to advancing Expo-e's technological capabilities and market reach.

Key Responsibilities

• Strategic Leadership and Vision Alignment: Lead and continuously refine the Secure & SI (Systems Integration) strategy, ensuring alignment with the overarching business vision and objectives. Establish a clear and compelling direction to inspire teams and stakeholders toward achieving long-term success.
• Strategic Execution and Planning: Execute the Secure & SI strategy through well-defined short, medium, and long-term objectives. Develop comprehensive action plans and oversee their implementation, ensuring that they effectively support the broader organisational goals.
• Sales Strategy Development and Execution: Design and implement a robust sales strategy tailored to deliver against the targeted revenue and margin goals for both Secure & SI business sectors. Utilise data-driven insights and market analysis to identify opportunities, optimise resources, and ensure sustained growth.
• Excellence in Sales Performance: Foster a culture of sales excellence by demonstrating and instilling a consistent, high level of professionalism. Surpass performance benchmarks by consistently exceeding measurable key performance indicators (KPIs), driving success through best practices and innovative approaches.
• Stakeholder Collaboration and Communication: Build strong relationships with internal and external stakeholders, ensuring clear communication and collaboration to address challenges and leverage opportunities in the Secure & SI space.
• Performance Monitoring and Continuous Improvement: Regularly evaluate progress against strategic goals, adapting tactics and approaches as necessary. Establish a framework for continuous improvement, ensuring the strategy evolves to meet dynamic market demands and organisational priorities.

Core Activities

• Lead, manage, and direct the work of the Secure & SI Sales division.
• Develop and build a team of ‘world-class’ sales personnel capable of executing the company’s vision.
• Lead and oversee all larger opportunities, tenders and bids across the team ensuring that the sales methodology is used and implemented to support the themes and win plan.
• Develop viable strategies and execution plans for the various Secure & SI Sales channels to increase our brand profile, presence and customer acquisition rates.
• Define and direct Secure & SI sales programs/events to build key relationships with clients, vendors and suppliers.
• Be part of the Sales leadership team.
• Provide reports, project plans, budgets and other papers as required for the Board, Director of Sales and other stakeholders on a regular basis.
• Develop strategy, tactics, sales plans and profit targets in line with the Board Sales Director overall go-to-market strategy.
• Identify and report on business opportunities in target markets.
• Represent the business at conferences, trade fairs and networking events.
• Maximise new business development opportunities.
• Other tasks as required and commensurate within the role.
• Strategic collaboration with the Office of the CIO to develop strategic strategy in portfolio as well as leveraging the Specialist Cloud, Data & AI, Security and UCC teams to maximize growth and win probability.

Knowledge and Experience Required

• Good commercial acumen.
• Experience in being part of a strategic pursuit team on complex services deals, mixing in Cloud, Professional Services, Managed Services and Transition and Transformation programmes.
• Clear understanding of large scale services deals, dependencies and service components that enable full delivery in life.
• Multi-level relationship management.
• Defining the transformation strategy and bringing a team with you, leading and inspiring the team.
• Good understanding of the competitive landscape for 3rd Platform Services, Social, Analytics, Cloud, Mobile.
• Using new and disruptive technologies to solve complex business challenges and working in an ever-changing working environment.
• Working within large complex defence and SI businesses.
• Ability to drive customer engagement and understand the problems Expo-e Solutions solve.
• Understanding of motivation for customers to move to service-oriented models and what influences a choice.
• Proven ability to build and lead a team that can deliver ‘world-class’ sales results.
• Excellent relationship and communication skills are required as a leader and influencer across the Senior Management team within the company and externally.
• Team leadership, motivational and mentoring skills are essential.
• Consistent new business sales record within the ISP, Cloud, Managed Services, Systems Integrator or Carrier space.
• Experienced selling into the defence and SI businesses.
• Previous leadership experience of at least 5 years in a similar role.
• Proven track record of achievement against sales targets.

General

• Excellent presentation skills – the ability to articulate technical concepts to a non-technical audience.
• Strong leadership and organisational skills, establishing team governance, structure and reviews to drive success.
• High competency in constructing deals.
• Legal and contractual negotiation.
• Current SC clearance or ability to get SC clearance. Openness to DV clearance.
• Commercial principles and innovative commercial and service delivery frameworks.
• Extremely driven, motivated, self-sufficient, collaboratively minded with a highly entrepreneurial nature.
• Capable of creating impactful customer proposals to influence outcomes.
• Experience with IT transformations and outsourcing.

Product Focus Areas

• Client Solution PCaaS CSOC, MDR – Managed Detection & Response Service Desk & Service Now as a Service Contact Centre and Customer Experience Platforms Inc. chatbots Microsoft 365, Teams Calling.
• Core Platforms Private Cloud Azure Local (HCI) Three Tier VSAN Ready (HCI).
• Shared / Private Backup & CyberVaults.