Head of Sales

Proven IT sales leader? Drive revenue growth and build a winning team.

Focus Group has grown to a £1bn valuation serving 30,000+ UK businesses with comprehensive IT managed services, telecoms, and cyber security solutions. As we continue our aggressive growth trajectory, we need an experienced Regional Head of Sales to drive performance in a key region.

This is a hands-on leadership role for someone who lives and breathes IT services sales. You'll lead a high-performing sales team, translate regional strategy into actionable plans, and ensure consistent achievement of ambitious revenue targets.

Critical requirement: This role demands experience in IT managed services, MSP solutions, or technology services sales.

Sales Performance & Revenue:

• Drive consistent achievement of individual and team sales targets, quotas, and KPIs
• Develop and execute tactical sales plans to maximize revenue and market penetration
• Monitor sales performance metrics and implement corrective actions where needed
• Oversee the entire sales pipeline with accurate forecasting and proactive opportunity management
• Ensure your team consistently converts opportunities across IT managed services, cloud, cyber security, and telecoms

Leadership & Team Development:

• Build and maintain a high-performing sales team capable of selling complex IT solutions
• Provide hands-on coaching to develop consultative selling skills in managed services environments
• Challenge and support your managers to grow their leadership capabilities
• Have difficult conversations and manage underperformance decisively
• Inspire and motivate sales professionals to exceed targets

Strategic Execution:

• Collaborate with Regional Managing Director to translate strategy into executable sales initiatives
• Ensure departmental activities align with company objectives and regional growth plans
• Engage with key stakeholders to solve complex departmental challenges
• Communicate transparently and ensure team alignment with strategic goals
• Make informed, strategically aligned decisions to drive progress

We need someone who has been in the trenches selling IT managed services and understands this market inside-out:

✅ IT managed services sales (MSP, IT support, infrastructure, cloud solutions)

✅ Proven track record selling complex IT solutions to SME and mid-market businesses (deal sizes £20k-£200k+) as well as an understanding of modern sales methodologies such as MEDDICC

✅ Deep understanding of IT service offerings: managed services, cloud migration, network infrastructure, cyber security

✅ Experience navigating technical sales cycles: involving multiple stakeholders (IT managers, CTOs, CFOs, business owners)

✅ Understanding of competitive landscape in the UK MSP and IT services market

✅ 3+ years in sales leadership managing, coaching, and developing sales teams

Leadership & People Management:

• Exceptional ability to inspire, motivate, and develop sales professionals
• Strong coaching skills with proven ability to improve individual and team performance
• Comfortable having difficult conversations and managing underperformance decisively
• Track record of building high-performing teams in competitive environments

Communication & Collaboration:

• Exceptional verbal and written communication skills
• Strong relationship-building abilities with customers, colleagues, and senior stakeholders
• Collaborative approach with ability to work effectively across departments (technical, operations, finance)
• Ability to communicate complex IT solutions in business terms

Compensation & Benefits

• Competitive base salary + commission (OTE £120k-£130k)
• Company car allowance
• Benefits package: Company pension, private healthcare, wellbeing support
• Incentives: Annual trips, recognition programs, executive perks

• £1bn valuation with backing from PE firm Hg
• 30,000+ customers across the UK
• 1,200+ employees across 16 offices
• Full-stack technology provider: IT managed services, telecoms, cyber security, mobile, cloud
• Aggressive growth trajectory through organic expansion and strategic M&A
• Award-winning employer (UK's Best 100 Companies to Work For)

Next Steps

Ready to lead our regional sales growth? We want to hear about:

• Your background in IT managed services or MSP sales
• Your approach to building and developing high-performing sales teams
• A time you turned around underperforming team or individual
• Your sales leadership philosophy and coaching methodology
• Why you're ready for this Head of Sales opportunity

Focus Group is committed to diversity and inclusion. We welcome applications from all backgrounds and will provide reasonable adjustments during the recruitment process.

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