Sales Director – UK
Enterprise Backup & Storage | Channel-Led Growth | Senior Sales Leadership
Location: UK – Remote / Field-based
Type: Full-time | Senior Leadership
Package: £220k-£280k OTE, uncapped, + car allowance + benefits + stock
The Opportunity
An ambitious US-headquartered challenger in the Backup, Storage and Data Protection market is looking for a hands-on Sales Director to lead and accelerate its UK business.
This is a high-impact, execution-focused role for someone who wants to drive revenue, build the channel, support the team in the field and improve overall bookings performance across the UK.
This is not a day-to-day administration or reporting role. The focus is simple: grow revenue, strengthen the partner ecosystem, create pipeline, support strategic deals and help Territory Managers become more productive.
You’ll be joining a business with strong momentum, a differentiated product and a clear opportunity to take share from established legacy vendors in the backup and storage market.
The Role
As Sales Director – UK, you will own and drive UK bookings performance, working closely with Territory Managers, Sales Engineers, partners, distributors, alliance teams and senior leadership.
You’ll act as a true commercial leader in the market — part sales leader, part channel manager, part business development driver.
The role requires someone who can build relationships with key resellers, re-engage partners, open doors into enterprise accounts, drive joint activity with alliance vendors and get personally involved when strategic deals need leadership support.
Key Responsibilities
Channel & Partner Development
Channel growth is central to this role.
You will act as a senior channel leader for the UK business, strengthening and expanding the partner ecosystem to create more scalable, partner-led revenue.
You’ll be responsible for:
* Identifying gaps in partner coverage across the UK
* Recruiting new high-potential resellers, VARs and systems integrators
* Re-engaging inactive or underperforming partners
* Building stronger relationships with key channel resellers
* Supporting partners with account planning, enablement and opportunity development
* Driving partner-led pipeline and revenue growth
* Improving the quality, consistency and momentum of channel engagement
This role needs someone who understands that a strong channel is not just a logo list — it needs active relationships, regular engagement, joint account plans and commercial follow-through.
Business Development
You’ll be expected to open doors.
Working alongside the Territory Managers, you’ll help identify and develop new business opportunities across the UK, particularly within enterprise and strategic accounts.
This will include:
* Helping the team access new enterprise customers
* Supporting TMs in progressing live opportunities
* Creating senior-level customer introductions
* Driving new business activity across the territory
* Building long-term, scalable revenue opportunities
* Helping the team turn market relationships into qualified pipeline
You’ll be hands-on where it matters — supporting deal progression, customer engagement and commercial strategy.
Alliances Management
You’ll build and maintain strong relationships with key technology alliance partners across the backup, storage and data protection ecosystem.
Experience around vendors such as Veeam, Commvault, Veritas, Cohesity, Rubrik, Dell, HPE, NetApp or similar would be highly relevant.
You’ll be responsible for:
* Building visibility with strategic alliance teams
* Driving joint go-to-market initiatives
* Creating collaborative pipeline opportunities
* Supporting joint customer engagement
* Ensuring the UK business has strong presence and credibility with alliance partners
* Turning alliance relationships into commercial outcomes
Marketing & Demand Generation
You’ll also act as a regional marketing and demand generation driver.
This does not mean running marketing from behind a desk — it means working with partners, distributors, alliances and internal teams to increase market visibility and generate activity that creates pipeline.
This could include:
* Partner and distributor campaigns
* Joint events and roundtables
* Customer-facing activity
* LinkedIn and thought leadership content
* Alliance-led campaigns
* Regional demand generation initiatives
* Building more visibility for the brand across the UK market
The goal is to ensure the UK team has consistent market activity feeding pipeline generation.
Sales Team Enablement & Performance
You’ll lead, coach and support Territory Managers to help them sell more effectively.
The focus is to remove blockers, improve execution and increase productivity per TM.
You’ll help the team with:
* Opportunity qualification
* Partner engagement
* Account strategy
* Deal progression
* Forecast discipline
* Customer meetings
* Partner-led pipeline creation
* Sales Engineer utilisation
* Closing strategy
This is a player-coach role. You’ll be expected to lead from the front, challenge weak pipeline, support new hires and help the team improve win rates and deal velocity.
Large Deal Involvement
When large or strategic opportunities are on the table, you’ll be involved.
You’ll support deal strategy, negotiations and closing, acting as a senior escalation point where required.
You’ll be comfortable joining customer meetings, engaging at executive level, working with partners and helping the team navigate complex sales cycles.
What Success Looks Like
Success in this role will be measured by clear commercial outcomes:
* Stronger partner ecosystem and channel engagement across the UK
* Increased pipeline generation through partners, alliances and direct activity
* Higher productivity per Territory Manager
* Faster deal cycles and improved win rates
* Increased number of enterprise deal closures
* Stronger utilisation of Sales Engineers in strategic opportunities
* Better market visibility through partners, distributors and alliances
* Growth in annual bookings performance per TM
* Clear progress towards moving Territory Manager productivity from around $2.5M to $3M+ annually
What We’re Looking For
We’re looking for a proven enterprise sales leader with strong experience in Backup, Storage, Data Protection, Data Centre Infrastructure or Enterprise Software / Hardware.
You will likely bring:
* 8–10+ years of progressive sales leadership experience
* A proven track record of driving revenue across a UK or regional sales territory
* Strong experience managing and developing Territory Managers or enterprise sales teams
* Deep experience building and scaling channel partner ecosystems
* Strong relationships with resellers, VARs, systems integrators and distributors
* Experience working with strategic alliance partners such as Veeam, Commvault or similar
* A background in both direct and channel-led sales models
* Strong business development capability and the ability to open doors into enterprise accounts
* Experience supporting large, complex enterprise sales cycles
* The ability to coach, challenge and improve sales team performance
* Strong commercial instincts and credibility at C-level
* A hands-on, field-focused leadership style
Experience in a challenger vendor, high-growth technology business or competitive infrastructure market would be highly advantageous.
Personal Characteristics
The right person will be:
* Revenue-driven and commercially sharp
* Channel-minded and partner-focused
* Hands-on, visible and field-based
* Strong at opening doors and creating momentum
* Comfortable supporting deals directly
* Confident challenging underperformance
* Able to coach and develop sales talent
* Credible with partners, customers and senior leadership
* Competitive, accountable and execution-focused
* Motivated by building something, not just maintaining a number
What’s on Offer
* £240,000 – £280,000 OTE
* 50/50 base and commission split
* Uncapped commission
* £9,000 car allowance
* Quarterly bonuses when the team hits 100% of quarterly target
* Company stock
* Private healthcare
* Dental cover
* Life insurance
* Company pension
* High-autonomy leadership role with real influence over the UK business
Why This Role?
This is a standout opportunity for a channel-focused sales leader who wants to make a visible impact in the UK backup and storage market.
You’ll have the autonomy to shape the partner strategy, increase market visibility, develop the sales team, strengthen alliance relationships and build a more scalable revenue engine across the UK.
If you’re the sort of leader who enjoys being close to the market — working with partners, customers, alliances and your team to create pipeline and close business — this is exactly the type of role where you can make your mark.
Interested?
Apply with your CV and a brief note outlining your most relevant channel leadership, backup/storage, data protection or enterprise infrastructure experience.