Portman Scott
Head of Sales – Rapidly Expanding IT Services Company – Hertfordshire – £Competitive + Great Benefits
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Head of Sales – Rapidly Expanding IT Services Company – Hertfordshire – £Competitive + Great Benefits
An exciting opportunity for an experienced sales leader to shape commercial strategy, drive sustainable revenue growth and lead a high-performing sales and account management team within a rapidly expanding IT and telecoms services business.
Our client is a successful and rapidly expanding IT and telecoms services business with a growing network of offices across the UK and ambitious plans for further expansion. They are now seeking a highly commercial, technically proficient and customer-focused Head of Sales to join their head office leadership team in Hertfordshire.
This is a pivotal leadership role responsible for driving revenue growth, shaping and executing commercial strategy and developing a high-performing sales and account management team. Combining strategic leadership with hands-on execution, you will ensure customer relationships, partner engagement and internal sales practices are aligned to deliver scalable and sustainable growth.
A key focus will be developing and strengthening client relationships, identifying opportunities for upsell, cross-sell and project-based revenue, and ensuring tailored digital roadmaps and QBRs are used effectively to increase recurring revenue and deepen strategic partnerships. You will also drive commercial excellence across deal structures, pricing, bids, margins and contract negotiations, while embedding consistent, scalable sales practices across the business.
The role
- Define and execute the commercial and sales strategy across customer segments, translating strategic objectives into clear tactical sales plans
- Inspire, coach and develop the sales and account management team to exceed performance targets, fostering a culture of accountability, innovation and continuous improvement
- Embed a customer-first approach, ensuring strong client relationships, regular engagement and a clear understanding of customers’ evolving technology requirements
- Work closely with the sales and account management teams on key customer meetings, ensuring effective QBRs and tailored digital roadmaps are developed to identify growth opportunities
- Identify and pursue new revenue streams through upselling, cross-selling, project work and strategic partnerships
- Build and maintain senior relationships with key customers and partners, representing the business at relevant industry events and partner forums
- Oversee deal structuring, pricing strategy, bids and contract negotiations, ensuring commercial consistency while optimising margins and profitability
- Develop tactical sales plans for IT and Unified Communications products and services, drawing on a strong understanding of both the technology and the sales process
- Monitor sales performance and ensure targets are consistently achieved, including effective management and strategic planning around out-of-contract customers
- Work with the wider leadership team to develop succession plans, talent pipelines and structured development plans across sales and account management
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Skills and Experience Required
- Significant hands-on commercial experience within an IT, MSP or related technology services business
- Proven experience successfully managing, coaching and developing sales teams
- Strong understanding of B2B solution selling, ideally across IT and Unified Communications products and services
- Demonstrable ability to develop and execute commercial strategy while remaining comfortable operating at a hands-on, tactical level
- Strong commercial acumen with experience of deal structuring, pricing, bids, contract negotiations and margin optimisation
- Highly analytical and confident using sales, marketing and financial data to identify trends, improve performance and support commercial decision-making
- Excellent negotiation, problem-solving and leadership skills, with the ability to identify issues early and develop practical, commercially sound solutions
- Strong written, verbal and presentation skills, with the confidence and credibility to communicate and influence effectively at multiple levels
- Highly organised and detail-oriented, with the ability to manage multiple priorities, projects and stakeholder relationships
- Strong Excel skills and a data-driven approach to sales performance management
- Bachelor’s degree required
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This is a highly visible, hands-on leadership role and a fantastic opportunity for an experienced sales leader who can combine strategic commercial thinking with the ability to lead from the front. You will have the opportunity to shape sales strategy, develop a talented team and make a tangible contribution to the continued growth and profitability of a fast-growing, forward-thinking technology business.
There is a competitive salary on offer, plus attractive annual leave, private health insurance, dental plan, pension scheme and a number of other staff incentives, training opportunities and perks. This is a company that truly believes in supporting its people and creating an environment in which they can develop and succeed.
The role is based in southern Hertfordshire.
About Portman Scott
Portman Scott is a highly respected boutique specialist sales recruitment consultancy founded by two highly successful professionals who previously built their own sales teams. All enquiries will be treated with absolute confidentiality. Only candidates currently residing and authorised to work in the UK will be considered.
At Portman Scott, we take your privacy seriously and we only process your personal data in order to provide you with work-finding services. We will never share your details with anyone without contacting you first. You can find our full privacy and data protection policy online here: http://www.portmanscott.com/privacy-notice
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