As the Sales Director of a dynamic and rapidly growing Managed Services Provider (MSP), you will be responsible for shaping and driving the company’s 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 targets
* Proactively 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 Expertise
* Leverage 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) solutions
* Serve as a trusted advisor to prospects and customers, clearly communicating technical solutions and value propositions to decision-makers at all levels
Customer 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 objectives
* Drive continuous improvement in customer engagement quality, regularly reviewing and refining processes to align with industry benchmarks and best practice frameworks
Sales 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 standards
* Identify individual strengths and development needs, offering tailored guidance and best-practice sales techniques to enhance their effectiveness, customer engagement skills, and strategic selling abilities
* Foster a culture of continuous learning, ensuring team members progress towards autonomy and excellence in customer-facing roles
* Recruit, mentor, and coach a high-performing sales team, setting clear targets, responsibilities, and accountabilities
* Implement structured performance management practices, including coaching, mentoring, 1:1s, and performance reviews
* Set clear objectives and targets, ensuring accountability and continuous professional development within the team
Business Development and Revenue Growth
* Identify, pursue, and close new business opportunities with a focus on IT managed services, cloud solutions, cybersecurity, and infrastructure support
* Represent the company in prospect and proposal meetings, and commercial negotiations
* Maintain a strong personal sales pipeline, leading by example in prospecting, proposal development, negotiation, and closing deals
* Drive pipeline generation and manage forecasting to meet or exceed sales targets for both new business and existing client retention
* Monitor market trends and competitor activity to identify opportunities for business development and service differentiation
Cross-functional Collaboration and Reporting
* Collaborate cross-functionally with marketing, service delivery, and finance teams to support lead generation, onboarding, and renewal efforts
* Provide regular reporting and insights to the executive team on sales performance, forecasts, and market intelligence
* Regularly track and report sales activity, pipeline progression, forecasting accuracy, and revenue performance directly to senior management
* Ensure rigorous use of CRM systems and sales analytics to drive informed business decisions
Financial and Commercial Acumen
* Develop accurate budgets and forecasts, manage financial targets effectively, and deliver profitable business growth
* Negotiate and structure contracts that maximize revenue opportunities and profitability
Brand Representation and Market Presence
* Represent the company at industry events, client meetings, and technology forums, promoting company expertise and thought leadership
* Actively network within industry circles to increase brand visibility and market presence
Skills, knowledge, competencies that are required for the role are as follows:
Essential
* Minimum 5 years’ experience in a senior sales leadership role
* Previous experience in an MSP or IT services environment
* Proven track record of achieving/exceeding revenue targets
* Hands-on involvement in business development and major account growth
* Experience reporting at Board/Executive level
* Demonstrable experience managing both new business and account management teams
* Deep understanding of the MSP market and IT service Awareness of market trends and competitive landscape
* Understanding of B2B sales cycles and procurement processes
* Demonstrable ability to generate and close high-value B2B deals
* Experience in consultative selling, solution-based sales, and typical customer pain points
* Knowledge of service-level agreements and IT service delivery models Results-driven and commercially focused
* Strategic thinker with a hands-on attitude
* Adaptable and resilient under pressure
* Competency and proven experience of consulting with customers and prospects on IT strategy, moving services to the cloud and cyber security best practices
* Demonstrable experience of successfully facilitating strategic discussion and technical discovery
* Ability to develop and execute go-to-market strategies
* Skilled in pipeline development and forecasting
* High integrity and professionalism
* Collaborative and team-oriented Strong sense of accountability
Desirable
* 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