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- Tasks: Lead the sales strategy for long tail software across EMEA and drive impactful partnerships.
- Company: Join QBS Software, a B Corp accredited tech company with a focus on innovation and growth.
- Benefits: Attractive salary, commission, private medical insurance, and career progression opportunities.
- Why this job: Shape the future of enterprise software and make a real impact in a dynamic environment.
- Qualifications: 10+ years in software distribution and strong sales and marketing skills required.
- Other info: Office-based role in Ealing, London with a supportive and inclusive culture.
The predicted salary is between 43200 - 72000 £ per year.
Company Description
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
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, West London offices you will be responsible for the following:
- 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 GSIs.
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.
Sales Director employer: QBS Software Ltd
Contact Detail:
QBS Software Ltd Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Sales Director
✨Tip Number 1
Network like a pro! Get out there and connect with people in the industry. Attend events, join online forums, and don’t be shy about reaching out on LinkedIn. You never know who might have the inside scoop on job openings or can put in a good word for you.
✨Tip Number 2
Prepare for interviews by researching the company and its culture. Understand their products and services, especially in the long tail software space. This will help you tailor your responses and show that you’re genuinely interested in what they do.
✨Tip Number 3
Practice your pitch! Be ready to articulate your vision for the role and how you can contribute to QBS’s growth. Highlight your experience in sales and marketing, and how it aligns with their goals. Confidence is key!
✨Tip Number 4
Don’t forget to apply through our website! It’s the best way to ensure your application gets seen. Plus, it shows you’re serious about joining the team at QBS. Let’s get you that Sales Director role!
We think you need these skills to ace Sales Director
Some tips for your application 🫡
Tailor Your CV: Make sure your CV is tailored to the Sales Director role. Highlight your experience in software sales and any relevant achievements that align with QBS's goals. We want to see how you can contribute to our long tail software strategy!
Craft a Compelling Cover Letter: Your cover letter should tell us why you're the perfect fit for this role. Share your passion for sales and how your skills can help QBS grow. Remember, this is your chance to show off your personality and enthusiasm!
Showcase Your Market Knowledge: Demonstrate your understanding of the software marketplace, especially in the UK, France, and DACH regions. We love candidates who can bring insights into enterprise procurement processes and how they can benefit our partners.
Apply Through Our Website: We encourage you to apply directly through our website. It’s the best way for us to receive your application and ensures you’re considered for the role. Plus, it shows you’re keen on joining the QBS team!
How to prepare for a job interview at QBS Software Ltd
✨Know Your Market
Before the interview, dive deep into the software marketplace, especially focusing on the UK, France, and DACH regions. Understand the latest trends and challenges in long tail procurement, as this knowledge will help you articulate a compelling vision for QBS's enterprise software delivery.
✨Showcase Your Sales Strategy Skills
Prepare to discuss your experience in developing sales strategies and how you've successfully executed them in the past. Be ready to share specific examples of how you've motivated sales teams and built effective engagement plans, as this role is all about driving pipeline and sales.
✨Highlight Collaboration Experience
This position requires tight collaboration with various teams, including product, IT, and marketing. Be prepared to discuss instances where you've worked cross-functionally to achieve a common goal, showcasing your ability to build strong partnerships and drive innovation.
✨Craft a Compelling Value Proposition
Think about how you would create a clear and compelling value proposition for QBS's offerings. During the interview, share your ideas on messaging and collateral that could maximise brand awareness and resonate with Enterprise Resellers and GSIs, demonstrating your strategic thinking.
