Sales Director, Long-Tail Software

Position

Why this Role Exists

Scaling our long tail software distribution business is one of our strategic growth initiatives, and we are motivated and determined to build upon our current services and delivery capabilities that help Enterprise Resellers and Global System Integrators effectively and consistently capture long tail software sales within their largest enterprise customers.

To address this growing market opportunity, we are hiring a Sales Director, Long Tail Software, to take ownership of QBS’s Long Tail Software sales strategy across EMEA. This is a unique, high-impact, individual contributor role of strategic importance to the Group, and reports directly to the Group CRO.

This role will bring together your skills and passion for sales, marketing, and product development and will require tight collaboration with the CRO and local sales leaders to build and execute the go-to-market strategy, and take responsibility for messaging, collateral and programs that fully enable the sales organisation to position QBS as the leader in enterprise software solutions.

As a Sales Director at our Ealing London offices you will:

Setting the Strategy

• Shape and articulate a compelling vision for the future of Enterprise Software delivery, keeping ahead of market trends and evolving needs of our partners
• Own the development and continuous improvement of our long tail software offerings, working with product IT, and the Sales and Marketing teams to ensure the best market fit
• Leading the transition from MVP Pilot to BIC, with a scalable, repeatable process that can be rolled out across our regions
• Build a Sales and Marketing engagement plan for the EMEA region that enables our staff and activates our online presence
• Build a sales program and supporting playbooks that will motivate Enterprise Resellers and GSIs to consolidate their long tail software spend through our software delivery platform
• Develop and execute the plan to capture 100% of Long Tail Spend in our Enterprise Resellers and GSIs across EMEA
• Identify and target the top 100 large Enterprises across EMEA, and work with aligned Enterprise Resellers to translate their procurement challenges into QBS service offerings

Driving Pipeline and Sales

• Develop tools, playbooks and training materials to enable and motivate internal and sales as well as partner sales teams to sell long tail software solutions
• Identify new business opportunities and secure strategic software supply contracts across the Enterprise Partner base
• Identify and activate co-sell motions with our Enterprise Resellers and GSIs, and develop service offerings that best fit our strategic partners' requirements and objectives
• Translate enterprise customer requirements into QBS portal enhancements to simplify procurement, accelerate order processing bring new capabilities to our systems, processes and online portals

Platform Innovation and Operational Excellence

• Work closely with product and IT teams to enhance QBS portal capabilities, simplifying procurement search and procurement workflows, bringing rich and enhanced capabilities to our digital procurement systems

Partnership & Ecosystem Development

• Build new partnerships with GSIs and deepen relationships with Enterprise Resellers
• Create strong and differentiated messaging, collateral and digital content to maximise QBS brand awareness
• Create a value proposition that is clear and compelling for internal sales teams and the target markets
• Work with the HSM Alliances leader to create unique and powerful offerings that drive marketplace transactions at high volume

What Success Looks Like

• Establish QBS as a thought leader in the delivery of enterprise software solutions, through strategy innovation, unique and compelling messaging and market presence
• Build and Execution of the sales enablement program across the EMEA region
• Exceed ambitious revenue and annual profit targets for the region
• Grow our partnerships with Enterprise Resellers and GSIs across the region
• Expand QBS’s long tail software delivery footprint across all our regions

Requirements

What You’ll Bring

As the driving force behind QBS’s enterprise software vision, you will blend sales, product, and sales and marketing leadership, empowering you to shape strategy, build market-leading offerings, and inspire QBS teams across EMEA.

Experience

• Experience in end-user software sales, especially long tail procurement
• Deep understanding of enterprise procurement processes and workflows
• Strong sales and marketing know-how
• Experience in taking as-a-service products to market

Commercial Skills

• Commercial know-how around the software market, pricing models, negotiations, and enterprise procurement workflows.

Market Knowledge

• Deep understanding of the software marketplace, especially the UK, France and DACH regions.
• Knowledge and ideally established relationships with Enterprise Reseller and GSI’s

Preferred Qualifications

• 10+ years in software distribution, channel sales, and enterprise end-user sales
• Open to applications from ambitious, creative people with the ability to drive change

Other information

Benefits:

• Attractive salary 
• Commission OTE
• Excellent contributory pension scheme
• Private Medical Insurance
• Healthcare scheme
• Cycle To Work scheme
• Life Cover
• Online retail discounts
• Full training and development programme
• Mentoring opportunities
• Opportunities for promotion and career progression

The role is office-based, candidates should therefore have a reasonable commute to our Ealing London office. Working hours 9.00am – 5.30pm Monday to Friday.