Digital Barriers
Sales Manager
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About Digital Barriers
Digital Barriers is a world-leading provider of secure video surveillance, edge intelligence and AI-enabled solutions for law enforcement, defence, government, critical national infrastructure and enterprise customers.
Our innovative technologies enable organisations to securely capture, transmit, analyse and manage mission-critical video, even across the most challenging network environments.
With customers operating in some of the world's most demanding environments, Digital Barriers continues to expand its portfolio of secure video, Edge AI and intelligent analytics solutions. Our reputation for innovation, operational excellence and customer success has positioned us as a trusted technology partner across the public safety and security sectors.
The Role
Job Title: Sales Manager
Business Area: Sales & GTM
Reporting To: VP Sales & Presales
Salary: Competitive
Location: Home based with regular travel throughout UK and Europe
Overview of Role
Digital Barriers is seeking an experienced, motivated and commercially driven Sales Manager to accelerate our growth across the UK and European market.
This is a quota-carrying sales role responsible for identifying, developing and closing strategic opportunities across law enforcement, defence, government, critical national infrastructure and selected commercial sectors.
The successful candidate will own the complete sales lifecycle, from prospecting and opportunity qualification through solution development, commercial negotiation and contract award whilst working closely with Pre-Sales, Engineering, Product Management and Delivery teams to ensure successful customer outcomes.
This role requires a proven enterprise technology sales professional capable of building long-term executive relationships while consistently delivering against ambitious revenue objectives.
Key Areas of Responsibility
- Own an annual sales quota and consistently achieve or exceed revenue and margin targets.
- Develop and execute the UK/EU sales strategy aligned with company growth objectives.
- Identify, qualify and close new business opportunities across target vertical markets.
- Develop and manage strategic customer relationships from operational users through to executive stakeholders.
- Generate and maintain a healthy sales pipeline capable of delivering quarterly and annual revenue targets.
- Lead complex sales opportunities from initial engagement through to contract signature.
- Work collaboratively with Pre-Sales to develop technical solutions that address customer operational requirements.
- Manage customer evaluations, demonstrations, proof-of-concepts and pilot deployments.
- Develop account growth strategies for existing customers to maximise long-term revenue opportunities.
- Build strong relationships with strategic channel partners, technology partners and system integrators.
- Maintain accurate opportunity forecasting and pipeline management using the company CRM platform Salesforce.
- Represent Digital Barriers at customer meetings, exhibitions, conferences and industry events.
- Work closely with Marketing to support lead generation and market awareness initiatives.
- Provide market intelligence regarding competitors, customer requirements and emerging technologies.
- Contribute to bid responses, framework submissions and strategic proposals.
- Ensure high levels of customer satisfaction throughout the sales process.
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Skills & Experience
Essential
- Minimum five years' experience selling enterprise technology solutions.
- Proven track record of consistently exceeding sales targets.
- Experience managing complex, consultative sales cycles.
- Strong understanding of enterprise software, video surveillance, networking, AI or security technologies.
- Experience engaging senior decision-makers within public sector or enterprise organisations.
- Excellent presentation, negotiation and communication skills.
- Strong commercial awareness with the ability to develop compelling business cases.
- Self-motivated with excellent organisational and time management skills.
- Comfortable working independently within a home-based environment.
- Willingness to travel extensively throughout the UK and Europe.
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Desirable
- Experience selling into UK law enforcement, defence or government organisations.
- Knowledge of public sector procurement frameworks.
- Existing relationships within policing, defence or critical national infrastructure sectors.
- Experience working with channel partners and strategic alliances.
- Understanding of cloud, Edge AI, video analytics or secure communications technologies.
- Familiarity with Salesforce, Microsoft SharePoint & Teams.
Key Attributes
- Results-driven sales professional.
- Consultative solution seller.
- Strategic thinker with strong commercial judgement.
- Excellent relationship builder.
- Confident communicator and presenter.
- Self-starter with a proactive approach.
- Collaborative team player.
- Customer-focused with high professional standards.
- Resilient, adaptable and highly motivated.
Success Measures
- Achievement of quarterly and annual sales targets.
- Growth of qualified sales pipeline.
- New customer acquisition.
- Expansion of existing customer accounts.
- Accurate sales forecasting.
- Customer satisfaction and retention.
- Growth in partner-generated opportunities.
- Contribution to Digital Barriers' strategic growth across the UK/EU.
Special conditions
Successful candidates will be required to meet security requirements for this role before they can be appointed. You must have rights to work in the UK, and able to gain UK security clearances. Candidates will be required to have or obtain security vetting to Baseline Personnel Security Standard (BPSS) level as part of the recruitment offer process.
Equal Opportunities
Digital Barriers are committed to equality of opportunity for all employees and applications from individuals are encouraged regardless of age, disability, sex, gender reassignment, sexual orientation, pregnancy and maternity, race, religion or belief and marriage and civil partnerships.
If you have a disability or require any adjustments to be made during the recruitment process, please advise the recruiter or hiring manager.
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