Head of Sales in Norwich

Acora are a progressive full-stack full-service business technology services partner, built for the AI era. Combining the capabilities of a Managed Service Provider (MSP), Managed Security Service Provider (MSSP), IT Consulting, Professional Services and Development company, Acora helps customers achieve breakthrough results - often quicker and at lower risk than they thought possible.

We believe in a better working world, where our customers are confident to fully embrace the AI opportunity and generate economic impact.

Our Values

• Be the best you can be
• We do what we say
• Together we win

As Head of Sales, you will oversee and manage a team of dedicated Account Managers. You will collaborate with existing customers, as well as new customers, identifying and on-boarding them. You will be passionate about putting the customer first and will ensure the delivery of exceptional customer service. Within this fast-paced role you will need to balance and prioritise your responsibilities, ensuring that sales are generated, and a robust sales pipeline is in place.

You will be an inspirational leader to your team, coaching to improve team members’ performance and creating an environment for personal development. It will be vital that you learn the suite of Acora One’s product offerings and services, as you will be the main commercial lead to ensure your team are able to professionally deliver robust solutions to existing and new clients spanning our entire portfolio.

Key Responsibilities

• Lead, develop, and motivate the Solutions team to achieve and exceed sales, revenue, and profitability targets.
• Identify, qualify, and secure new business opportunities, developing and executing strategies to acquire new clients and increase market share.
• Monitor individual and team performance against agreed KPIs, providing coaching and implementing improvement plans where required.
• Build and maintain strong, long-term customer relationships to support customer retention, account growth, and client advocacy.
• Ensure departmental KPIs and business objectives are consistently achieved and aligned with wider company goals.
• Manage customer and project escalations, working collaboratively with Cyber Security, Support, and Engineering teams to ensure exceptional customer outcomes and service delivery.
• Drive the ongoing training, coaching, and professional development of the Solutions team to enhance capability, engagement, and performance.
• Manage team resource planning, including staffing levels, holiday approvals, and workload allocation to ensure effective operational delivery.
• Contribute to cross-functional initiatives and strategic projects that support wider business objectives and organisational growth.
• Attend and lead customer meetings, reviews, and presentations to ensure the consistent delivery of solutions, service excellence, and company values.
• Prepare and present sales forecasts, pipeline reports, performance analysis, and business updates to senior leadership and group sales meetings.
• Represent the business at networking events, industry forums, and customer engagement activities to strengthen market presence and generate new opportunities.

Role Deliverables

• Deliver OPEX and CAPEX sales growth in line with, or exceeding, agreed budget and revenue targets.
• Achieve or exceed gross margin targets across all sales activities and solutions engagements.
• Ensure all Solutions department KPI targets are consistently achieved.
• Maintain high levels of customer satisfaction, retention, and account growth.
• Drive strong individual and team performance through effective leadership, coaching, and accountability.
• Monitor, analyse, and report on sales performance metrics, implementing corrective actions and continuous improvement initiatives where required.
• Complete performance reviews, career development plans, and talent development activities in line with company objectives and timescales.
• Work closely with Account Managers to identify, develop, and convert cross-sell and upsell opportunities across the company's portfolio of services.
• Foster effective collaboration with internal teams, contributing to positive stakeholder feedback and successful business outcomes.
• Identify, implement, and continuously improve processes that enhance sales effectiveness, operational efficiency, solution delivery, and customer experience.
• Maintain an accurate and healthy sales pipeline, supported by reliable forecasting and robust CRM management.
• Develop and execute sales strategies that contribute to the achievement of wider business growth, profitability, and recurring revenue objectives.

Qualifications

• Proven success leading B2B sales teams within an IT Managed Services, IT Services, Cloud, or Cybersecurity environment.
• Strong track record of delivering revenue growth, recurring managed service contracts, and new customer acquisition.
• Expertise in consultative selling, solution selling, and complex contract negotiations.
• Experience managing sales pipelines, forecasting, CRM systems, and performance metrics.
• Strong understanding of managed services, cloud solutions, cybersecurity, infrastructure, and digital transformation services.

Skills

• Ability to build and maintain C-suite relationships and influence key decision-makers.
• Demonstrated success in developing high-performing sales teams through coaching and leadership.
• Excellent commercial acumen with experience managing margins, pricing strategies, and sales budgets.
• Strong communication, presentation, and stakeholder management skills.