Head of Industry

About Us

We’re an award-winning innovative tech consultancy - a team of creative problem solvers. Since 1993 we’ve been finding better, more sustainable ways to solve complex technology problems for some of the world’s leading organisations and delivered solutions that millions of people use every day.

In the last 30 years we won several awards, including a prestigious Queen’s Award for Enterprise in the Innovation category for our Enterprise Agile delivery approach.

Operating from 26 locations across the world, we bring together teams of creative experts with diverse backgrounds and experiences, who enjoy working and learning in our collaborative and open culture and are committed to world-class delivery.

We want to continue to grow our team with people just like you

About the Role

Our growing Aviation and Retail & Consumer vertical brings business and technology together to drive business value and to solve the industry issues and challenges organisations face.

As the Head of Industry for Aviation, Retail and Consumer Markets, you’ll play an integral role in helping us further go to market with and deliver innovative digital thinking and the newest and most exciting technologies in the Aviation and Retail and Consumer sectors. As a consultative seller, you will have domain knowledge of both the business and technical challenges facing organisations primarily across Aviation, but ideally also with a wider understanding of Retail and/or a retail adjacent consumer facing industry such as Media, Betting & Gaming, CPG etc.

We fundamentally believe that there is no textbook approach or solution to achieve lasting results, nor that a glossy and expensively produced PowerPoint is going to help our clients deliver. It’s about innovative thinking, strong relationships and delivering real-world results.

So, what do we expect you to do? We want you to deliver five things:

• As an expert in your chosen field, you’ll collaboratively partner with clients to help them understand how to harness and leverage innovation and creativity to create a true, competitive advantage
• You’ll position BJSS as a market leader within the industry; continually building the profile and reputation of BJSS as a world-class advisor to leading businesses within the Aviation and Retail & Consumer sectors
• You’ll have a strong network of business decision-makers in the Aviation space, and ideally also in the Retail & Consumer space
• You’ll bring a razor like focus on sales; balancing quick wins while driving the industry vertical to achieve long-term, sustainable growth
• You will mentor the existing Aviation, Retail and Consumer Industry team to help them focus on achieving the industry strategy

You will lead the vertical by defining, prospecting and closing client-specific solution sales to help organisations differentiate, enabling first-mover advantage in an increasingly competitive global market.

Specifically, you will be responsible for:

• Developing and executing the vertical vision and direction to drive the growth of the industry team
• Building credibility and senior level relationships with our hyperscale cloud partners, helping to create, shape and deliver joint go-to-market propositions which drive additional revenue
• Building a robust yet flexible industry plan to generate new and sustained repeat business, both externally and internally
• Developing and executing a specific strategy focused on distinctive industry go-to-market propositions.
• Nurturing senior-level relationships on strategic accounts while coordinating with the broader BJSS team in terms of key account management for these clients
• Helping to develop a range of IP and best practices around client and portfolio development to build the client base into a significant strategic asset
• Approaching clients as true business partners versus software delivery partners, expanding the company’s value chain to realise its full potential
• Leveraging existing capabilities at BJSS, both within the industry practice and elsewhere
• Providing clients with pragmatic solutions to complex business issues across a range of industry priorities and focuses

About You

You’ll be a hands-on, non-hierarchical operator who has extensive Aviation experience (and ideally wider consumer experience) gained through a combination of industry and consulting roles.

You’ll have excellent consultative skills with the ability to develop and strengthen peer-to-peer level relationships with our clients while quickly gaining the respect of senior clients and BJSS colleagues.

You’ll have a proven ability to lead teams, motivate others and communicate complex ideas clearly and succinctly, forging consensus around credible, pragmatic and executable solutions.

You’ll bring strong industry knowledge, including but not limited to strategy, business and sales development, account management and thought leadership/marketing.

You’ll have the capacity and appetite to thrive in a fast-paced, challenging and entrepreneurial environment.

In addition, you’ll need to have the following experience and personal attributes as a minimum:

• Ability to lead existing and new clients through the entire sales cycle
• High energy level, sense of urgency, decisiveness and ability to work well under pressure
• A significant and well-developed network across the Aviation and ideally consumer facing businesses
• A track record in converting business contacts and leads into sustainable, profitable revenue streams
• The ability to read people accurately, quickly assessing strengths, weaknesses and potential
• Excellent written and oral communications skills, confident and impactful presenter
• Objective, fact-based approach to problem solving
• Driven by values and integrity, talking straight, building confidence and leading by example
• The ability to influence and persuade across a multiple-stakeholder environment within a privately-owned business
• Ability to develop and deliver thought leadership and industry insights for clients and the market
• UK commercial experience is required for this role

Some of the Perks

• Flexible benefits allowance – you choose how to spend your allowance (additional pension contributions, healthcare, dental and more)
• Industry leading health and wellbeing plan - we partner with several wellbeing support functions to cater to each individual's need, including 24/7 GP services, mental health support, and other
• Life Assurance (4 x annual salary)
• 25 days annual leave plus bank holidays
• Hybrid working - Our roles are not fully remote as we take pride in the tight knit communities we have created at our local offices. But we offer plenty of flexibility and you can split your time between the office, client site and WFH
• Discounts – we have preferred rates from dozens of retail, lifestyle, and utility brands
• An industry-leading referral scheme with no limits on the number of referrals
• Flexible holiday buy/sell option
• Electric vehicle scheme
• Training opportunities and incentives – we support professional certifications across engineering and non-engineering roles, including unlimited access to O’Reilly
• Giving back – the ability to get involved nationally and regionally with partnerships to get people from diverse backgrounds into tech
• You will become part of a squad with people from different areas within the business who will help you grow at BJSS
• We have a busy social calendar that you can choose to join– quarterly town halls/squad nights out/weekends away with families included/office get togethers
• GymFlex gym membership programme