Job Description
Overall purpose of the job:
The Secure & SI Sales Director role is a newly established leadership position within the sales community, designed to drive Expo-e’s growth in the Defence sector. This role serves a vital function in expanding the company’s market presence, particularly within high-priority sectors such as Secure, Defence, National security and Systems Integrator partnerships. The Secure & SI Sales Director responsibilities are organised into three key areas, each of which contributes to advancing Expo-e's technological capabilities and market reach.
1. Strategic Leadership and Vision Alignment: Lead and continuously refine the Secure & SI (Systems Integration) strategy, ensuring alignment with the overarching business vision and objectives. Establish a clear and compelling direction to inspire teams and stakeholders toward achieving long-term success.
2. Strategic Execution and Planning: Execute the Secure & SI strategy through well-defined short, medium, and long-term objectives. Develop comprehensive action plans and oversee their implementation, ensuring that they effectively support the broader organisational goals.
3. Sales Strategy Development and Execution: Design and implement a robust sales strategy tailored to deliver against the targeted revenue and margin goals for both Secure & SI business sectors. Utilise data-driven insights and market analysis to identify opportunities, optimise resources, and ensure sustained growth.
4. Excellence in Sales Performance: Foster a culture of sales excellence by demonstrating and instilling a consistent, high level of professionalism. Surpass performance benchmarks by consistently exceeding measurable key performance indicators (KPIs), driving success through best practices and innovative approaches.
5. Stakeholder Collaboration and Communication: Build strong relationships with internal and external stakeholders, ensuring clear communication and collaboration to address challenges and leverage opportunities in the Secure & SI space.
6. Performance Monitoring and Continuous Improvement: Regularly evaluate progress against strategic goals, adapting tactics and approaches as necessary. Establish a framework for continuous improvement, ensuring the strategy evolves to meet dynamic market demands and organisational priorities.
Key responsibilities for this job:
Strategic Activities
7. Market Penetration and Analysis:
8. Heat Map Development: Create and maintain a heat map to assess the organization's market penetration within the defence and secure sectors. Highlight key program alignments and identify underdeveloped areas for strategic focus.
9. Market Trend Analysis: Continuously analyse current market trends, competitor positioning, and emerging opportunities to guide strategic sales efforts and expansion initiatives.
10. Sales Strategy and Structure:
11. Sales Framework Design: Develop a sales structure optimized for engaging the defence and secure market effectively, ensuring alignment with organizational goals.
12. Strategic Planning: Formulate a comprehensive 30/60/90-day plan outlining immediate, short-term, and long-term objectives. Establish a roadmap for cyclical reviews to drive ongoing sales performance and enhancements.
13. Marketing and Brand Alignment:
14. Insights Generation: Provide actionable insights for marketing efforts, including branding, visual storytelling, and the sales narrative.
15. Ecosystem Engagement: Identify and recommend strategic partnerships, such as Women in Defence, Team Forces, and Systems Integrator (SI) collaborations, to expand reach and influence.
16. Social Media Activation: Drive brand presence and sales visibility through targeted social media strategies and campaigns.
17. Strategic Partnerships and Relationship Building:
18. Partner Engagement: Organize and lead meetings with key industry partners to identify collaboration opportunities and assess synergies that can enhance market positioning.
19. Alliance Building: Develop and sustain strategic alliances that align with business goals and bolster presence in the defence and secure sectors.
20. Framework and Certification Management:
21. Certification Planning: Evaluate and plan the necessary steps, resources, and timelines required to achieve certifications for inclusion in key defence and secure sector frameworks.
22. Milestone Execution: Implement and oversee the certification process, ensuring adherence to timelines and successful inclusion in critical frameworks.
Core Activities
23. Lead, manage, and direct the work of the Secure & SI Sales division
24. Develop and build a team of ‘world-class’ sales personnel capable of executing the company’s vision
25. Lead and oversee all larger opportunities, tenders and bids across the team ensuing that the sales methodology is used and implemented to support the themes and win plan
26. Developing viable strategies and execution plans for the various Secure & SI Sales channels to increase our brand profile, presence and customer acquisition rates
27. Define and direct Secure & SI sales programs/events to build key relationships with clients, vendors and suppliers
28. To be part of the Sales leadership team
29. Provide reports, project plans, budgets and other papers as required for the Board, Director of Sales and other stakeholders on a regular basis
30. Developing strategy, tactics, sales plans and profit targets in-line with the Board Sales Director overall go to market strategy
31. Identifying and reporting on business opportunities in target markets
32. Representing the business at conferences, trade fairs and networking events
33. Maximining new business development opportunities
34. Other tasks as required and commensurate within the role
35. Strategic collaboration with the Office of the CIO to develop strategic strategy in portfolio as well as leveraging the Specialist Cloud, Data & AI, Security and UCC teams to maximize growth and win probability
Knowledge and experience required:
Sales
36. Good commercial acumen
37. Experience in being part of a strategic pursuit team on complex services deals, mixing in Cloud, Professional Services, Managed Services and Transition and Transformation programmes.
38. Clear understanding of large scales services deals, dependencies and service components that enable full delivery in life
39. Multi-level relationship management
40. Defining the transformation strategy and bringing a team with you, leading and inspiring the team
41. Good understanding of the competitive landscape for 3rd Platform Services, Social, Analytics, Cloud, Mobile
42. Using new and disruptive technologies to solve complex business challenges and working in an ever changing working environment
43. Working within large complex defence and SI businesses
44. Ability to drive customer engagement and understand the problems Expo-e Solutions solve
45. Understanding of motivation for customers to move to service-oriented models and what influences a choice
46. Proven ability to build and lead a team that can deliver a ‘world-class’ sales results
47. Excellent relationship and communication skills are required as a leader and influencer across the Senior Management team within the company and externally
48. Team leadership, motivational and mentoring skills are essential
49. Consistent new business sales record within the ISP, Cloud, Managed Services, Systems Integrator or Carrier space
50. Experienced selling into the defence and SI businesses
51. Previous leadership experience of at least 5 years in a similar role
52. Proven track -record of achievement against sales targets
General
53. Excellent presentation skills – the ability to articulate technical concepts to a non-technical audience
54. Strong leadership and organisational skills, establishing team governance, structure and reviews to drive success
55. High competency in constructing deals
56. Legal and contractual negotiation
57. Current SC clearance or ability to get SC clearance. Openness to DV clearance
58. Commercial principles and innovative commercial and service delivery frameworks
59. Extremely driven, motivated, self-sufficient, collaboratively minded with a highly entrepreneurial nature
60. Capable of creating impactful customer proposals to influence outcomes.
61. Experience with IT transformations and outsourcing
Product focus areas:
62. Client Solution PCaaS CSOC, MDR – Managed Detection & ResponseService Desk & Service Now as a ServiceContact Centre and Customer Experience Platforms Inc. chatbotsMicrosoft 365, Teams Calling
63. Core Platforms Private Cloud Azure Local (HCI)Three TierVSAN Ready (HCI)
64. Shared / Private Backup & CyberVaults
65. Azure Public Cloud & Azure Managed Services