At a Glance
- Tasks: Lead the sales strategy for long-tail software across EMEA and drive innovative solutions.
- Company: Join QBS Software, a B Corp accredited tech company with a focus on growth and sustainability.
- Benefits: Enjoy competitive salary, commission, private medical insurance, and career development opportunities.
- Other info: Office-based role in Ealing, London with a supportive and inclusive work environment.
- Why this job: Make a real impact in the enterprise software market while working with a dynamic team.
- Qualifications: 10+ years in software distribution and strong sales and marketing skills required.
The predicted salary is between 80000 - 100000 £ per year.
Established in 1987, QBS Software provides a platform for software companies and channel resellers to increase efficiency and achieve growth. We are a technology company with a focus on software – covering the enterprise, cloud and consumer markets. QBS has been named in both the annual Sunday Times HSBC International Track 200 showing significant annual compound growth, and the London Stock Exchange 1000 companies to inspire Britain. The group is headquartered in London with 7 regional offices across Europe, has recently become B Corp accredited for meeting high standards of social and environmental performance, and is also independently certified by Planet Mark as net carbon neutral.
“Where great people work together” – we are looking for ambitious co-workers to take our business to the next level, and as an equal opportunities employer, we are committed to creating an inclusive and equitable environment for all our employees. We believe we are stronger when we reflect the diversity in the world around us, making us more dynamic, more innovative and more competitive.
Position
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 productIT, 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
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
- Commission OTE.
- Private Medical Insurance.
- Life Cover.
- Full training and development programme.
- 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.
StudySmarter Expert Advice🤫
We think this is how you could land Sales Director, Long-Tail Software
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Sales Director, Long-Tail Software at Hollybank Trustees Ltd, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Hollybank Trustees Ltd. Tailor your message to explain why you’re drawn to them and how you can contribute as a Sales Director, Long-Tail Software. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Sales Director, Long-Tail Software
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Hollybank Trustees Ltd:When writing your cover letter, make sure to tailor your message specifically for Hollybank Trustees Ltd. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Hollybank Trustees Ltd
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Hollybank Trustees Ltd that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Hollybank Trustees Ltd that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Hollybank Trustees Ltd’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
