The Keyholding Company
Solutions Director (Public Sector)
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Role Overview
We work with over 90% of the UK's top Facilities Management organisations and core security providers and hold direct contracts with major retailers and corporate clients, with only a limited public sector footprint to date. Our ambition is to grow further across all of them.
To supercharge our growth, we need a Solutions Director who can access the public sector market, we have slots on the relevant frameworks, and are growing that footprint, but now is the time to take it to the next level. This may be via our channel partners or direct but an understanding of this landscape is critical for the future of the organisation.
This role will work alongside similar roles to lead the development and closure of our most complex, high-value enterprise opportunities for the public sector, bringing together TKC's full capability in in-house technology, dedicated risk management expertise, partner network and commercial depth to build solutions that win and deliver at scale.
The role drives sizeable £0.5m+ deals that will shape the future of the company. Working directly with the Chief Commercial Officer and specialist colleagues across the business and our wider ecosystem, the role leads end-to-end proposition development: working alongside our dedicated risk management team to identify vulnerabilities and design bespoke solutions, leveraging in-house tools and our partner network, and identifying and enabling the right partner relationships where gaps exist. This is a role for someone who is highly organised, detail-oriented and capable of motivating teams and stakeholders to deliver.
A strong background in security matters here, but so does a genuine understanding of the public sector market. The role will bring transformative models, concepts and ways of working to an industry not historically known for adopting change, doing it in a way that earns genuine trust with the clients we are targeting.
What You Get
- Base salary of £75,000 to £80,000 per annum + commission
- Full-time, permanent, and flexible working basis (ability to work from home but must have the flexibility to travel into our London Farringdon HQ fortnightly for TKC Collaboration days or UK travel as/when required)
- Auto-enrolment into our salary sacrifice pension scheme, 24/7 confidential Employee Assistance Program, and a voluntary health cash scheme starting at £1 per week.
- Regular TKC social events and team days
- Opportunity to make a real difference and work alongside people who share a passion for what they do!
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Key Accountabilities
Outcomes
- Develops world-class solutions for existing and new clients, drawing on TKC's in-house technology, risk expertise and partner network to deliver propositions that genuinely address client need.
- Drives the strategic sales pipeline for high-value enterprise-wide opportunities, maintaining momentum from prospecting through to signed contract.
- Leads end-to-end development of winning commercial propositions, integrating insight from risk, technology, finance and legal teams into compelling, tailored solutions.
- Owns senior-level client relationships across target enterprise accounts, building multi-threaded influence and positioning TKC as a trusted long-term partner.
- Leads on tenders and RFPs in conjunction with bid writers and subject matter experts, ensuring submissions are on time, on message and commercially sound.
Principle Tasks
- Co-ordinates and leads senior-level sales workshops, solution demos and project plan reviews for prospects and existing clients, ensuring every interaction advances the deal.
- Orchestrates input from product, technology and design teams to shape client proposals, and channels field intelligence back into the business to inform future development.
- Works with Marketing to develop bespoke, client-facing sales materials and content that reflect TKC's brand, capability and the specific opportunity in play.
- Partners with Legal to ensure contract negotiations progress efficiently, protecting TKC's commercial interests while maintaining momentum with the client.
- Manages structured handover to Account Management at mobilisation, ensuring the delivery team inherits a clear, well-documented picture of client expectations and relationship context.
- Identifies and engages potential partners to fill solution gaps, building early-stage relationships that extend the range of what TKC can bring to complex client opportunities.
- Monitors competitor activity, market trends and client feedback to sharpen TKC's positioning, pricing strategy and product development priorities.
- Works with the Finance team to build creative, competitive pricing frameworks for complex, multi-product deals, ensuring commercial viability without compromising proposition quality.
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Ideal Candidate
Essential Skills
- Background in an FM or security organisation with public sector exposure is ideal, though experience in housing, health or education from an FM/security angle, or in managing a relevant framework, will also be considered.
- An understanding of how the public sector market operates, including collaborative procurement bodies, and how best to drive sales through this channel.
- Ability to influence the public sector buying community and route to the current TKC routes to market be that framework, DPS or via direct award.
- A proven track record of leading complex, high-value B2B sales in a solution or consultancy environment.
- Strong background in the security or facilities management industry with a strong focus on commercial outcomes.
- Experience managing multi-stakeholder deals with C-suite engagement, including managing upwards to support CCO-level sales goals.
- Written and verbal communication skills, with the ability to distill complex propositions into clear, compelling narratives.
- Demonstrated ability to manage tenders and RFPs from brief to submission, working across internal functions under tight deadlines.
- Strong commercial acumen: confident with pricing models, deal structure and contract fundamentals.
- Skilled at building trust and influence across large, matrixed enterprise customers.
Desirable Skills & Experience
- Experience working in or alongside risk management or security consultancy.
- Familiarity with digital transformation projects and tech-led sales environments.
Behavioural Competencies
- Ownership mindset - takes personal accountability for pipeline, deals and client outcomes.
- Collaborative by instinct - draws on the expertise of others to build better solutions, and gives others the credit.
- Honest and direct - straightforward with clients, colleagues and leadership; no smoke and mirrors.
- Execution-focused - relentlessly moves things forward; comfortable managing pace and complexity simultaneously.
- Committed to doing things properly - attentive to quality, compliance and the detail that makes the difference.
Equity, Diversity, and Inclusion
Equity, Diversity, and Inclusion matters to us. We are keen to hear from candidates from a broad range of backgrounds and experiences and are excited about learning from you, as much as we know you can learn from us.
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