About the role
Responsibilities:
- Develop new-logo business across assigned international markets.
- Identify and engage CIOs, CTOs, IT Directors and Cloud, Infrastructure and Security leaders.
- Independently generate opportunities through targeted outbound prospecting, professional networks and referrals.
- Lead business discovery and coordinate technical discovery with Solution Architects.
- Develop value-based solutions addressing customer business and technology priorities.
- Own opportunities from qualification through proposal, negotiation and closure.
- Build and maintain a healthy qualified pipeline with disciplined CRM and forecasting.
- Grow project engagements into recurring Managed Services relationships.
- Maintain focus on revenue quality, recurring revenue and gross margin.
Requirements:
- Proven B2B technology / IT-services sales experience.
- Demonstrated success developing and closing international business.
- Strong new-logo acquisition and consultative selling capability.
- Experience selling Cloud, Managed Services, Cybersecurity, DevOps, Infrastructure or Modern Workplace solutions.
- Ability to engage credibly with senior business and technology stakeholders.
- Strong commercial understanding of recurring Managed Services models.
- Excellent pipeline management, forecasting and communication skills.
Advantageous:
- Existing UK/UAE customer or partner relationships.
- AWS/Azure Managed Services or Microsoft Modern Workplace sales experience.
- Experience within an MSP, Cloud Service Provider, System Integrator or technology consulting organisation.
- Familiarity with MEDDICC, Miller Heiman or equivalent enterprise-sales methodologies.
Success Profile:
We are looking for someone who demonstrates:
- New-Business Orientation creates opportunities rather than waiting for leads.
- Commercial Acumen understands revenue, gross margin and recurring-revenue economics.
- Customer Focus sells business outcomes rather than technology features.
- Executive Presence engages confidently with senior decision- makers.
- Strategic Prospecting identifies the right accounts and stakeholders.
- Ownership and Resilience remains accountable throughout complex international sales cycles.
- Collaboration works effectively with presales, delivery, marketing and leadership.
Measures of Success:
Performance will be measured primarily through:
- Qualified Pipeline, New Logos, Revenue, Gross Margin, MRR/ARR, Conversion, Forecast Accuracy.
- Activity metrics such as calls, emails and meetings are supporting indicators rather than the primary measure of performance.