JKey Responsibilities:· Business Development: Identify and target potential clients in need of testing and QA services, including functional, automation, performance, security and user acceptance testing (UAT).· Sales Strategy: Develop and execute sales strategies to meet or exceed revenue goals. Stay updated with industry trends and emerging technologies in software testing.· Client Engagement: Build and maintain relationships with key decision-makers, including CTOs, QA Managers, and Product Owners, to understand their needs and offer tailored solutions.· Lead Generation: Generate leads through networking, attending industry events, referrals, and cold outreach.· Solution Selling: Present, promote, and sell our portfolio of testing services, including manual testing, automated testing, and other QA solutions, to prospective clients.· RFP & Proposal Writing: Lead the creation of proposals, RFP responses and solution presentations, ensuring alignment with client requirements and business objectives.· Pipeline Management: Maintain and manage a robust sales pipeline, using CRM tools to track progress, forecast sales, and report key metrics to the leadership team.· Collaboration: Work closely with delivery teams, pre-sales, and technical experts to ensure client satisfaction and smooth transition from sales to service delivery.· Negotiation & Contracting: Manage contract negotiations and close deals while ensuring profitability and client satisfaction.· Client Retention: Develop and maintain long-term relationships with clients, ensuring continued business and satisfaction with our testing services.
Qualifications:· Experience: Minimum of 8 years of experience in sales, specifically within the software testing/QA services industry, and 3 years of experience with BFS clients.· Technical Knowledge: Strong understanding of software testing processes, tools, and methodologies (e.g. manual, automation, performance, and security testing).· Sales Acumen: Proven ability to drive sales growth, with a history of meeting or exceeding sales targets in a competitive environment.· Needs Development: Inquisitive and consultative style to be able to identify problems and develop needs and associated components of a business case.· Communication Skills: Excellent English verbal and written communication skills, with the ability to understand complex client situations and present solutions to technical and non-technical stakeholders.· Networking & Relationship Building: Ability to establish and nurture client relationships. An existing network of relevant testing professionals in BFS.· Sales Leadership: Ability to collaborate with delivery teams, pre-sales and technical experts to align sales strategy with operational capacity.· CRM: Experience with CRM systems for tracking sales activity and pipeline management.· Education: Given the breadth of solution offerings, candidates are likely to possess a bachelor's degree in computer science plus a business qualification.· Right to Work and Travel: right to reside and work in UK and ability to travel for business purposes in the rest of Europe.---Preferred Skills:· Previous experience of managing lead generation through event attendance, running your own events and business development team contacting the market by email, social media and telephone.· A second specialism in application development, especially in the digital channels arena.· Experience working with international clients, understanding cross-cultural nuances and collaborating with Indian or Polish colleagues in offshore/nearshore delivery models.· A deep understanding of the wider market, competitors and emerging trends (e.g. Agile, DevOps, AI in testing, cloud-based testing, cloud engineering, data infrastructure, AI use-cases).· A good understanding of propositions that create annuity revenue, such as support or capacity-on-demand contract models.· Knowledge of core banking and digital channels and related systems, especially associated with Temenos.· Experience with opensource testing tools and the Tricentis testing platform.· Ability to analyse competitors' offerings and position the company's services uniquely to gain competitive advantage.· European languages in addition to English.