New Business Sales Director

About Ekco

Founded in 2016 Ekco is now one of the fastest growing cloud solution providers in Europe

We specialise in enabling companies to progress along the path of cloud maturity, managing transformation and driving better outcomes from our clients’ existing technology investments.

☁️ In a few words, we take businesses to the cloud and back

We have over 1000 highly talented and supportive colleagues (and counting) across a number of regional offices in the UK, Benelux & Ireland.

The role

We are seeking an experienced and dynamic New Business Sales Director / Sales Manager to build and lead our team of high-performing sales professionals in the Managed Service Provider (MSP), Security SaaS and professional services in the technology sector. This role is crucial in driving new business growth, developing, and managing a team of skilled “hunters,” and fostering a high-performance culture within the sales department. The ideal candidate will have a proven track record in sales leadership, particularly in MSP, technology, and security sectors, and will be adept at managing forecasts, KPIs, and team performance, customer centricity. This role requires a strategic leader who can close large deals, manage sales pipelines, and consistently achieve or exceed sales targets.

Key Responsibilities

• Sales Leadership & Team Management: Lead, mentor, and develop a team of 7-8 sales professionals, including both small to mid-business (SMB) and enterprise sellers. Foster a high-performance culture by setting clear expectations and providing regular feedback.
• New Business Development: Drive the team to generate new business opportunities in the MSP and Security SaaS and professional services and consulting space, in the technology sector. Develop and execute effective sales strategies to expand market share and grow revenue.
• Forecasting & Pipeline Management: Oversee and manage sales forecasts, ensuring accuracy and alignment with business goals. Utilize CRM tools to monitor pipeline health and ensure the team is on track to meet or exceed targets. Develop and implement processes to support the team to optimise efficiency and effectiveness.
• KPI & Performance Management: Establish and track key performance indicators (KPIs) to measure the success of the sales team. Implement performance management practices to identify strengths and areas for improvement, ensuring that all team members are performing at their best.
• Deal Support & Closing: Step in to assist the team in closing large, complex deals when necessary. Provide strategic guidance and support during the negotiation process to ensure successful outcomes.
• High-Performing Culture: Promote and cultivate a high-performing, goal-oriented sales culture that rewards success and encourages continuous improvement. Lead by example, demonstrating commitment, resilience, and a customer-first mindset.
• Sales Strategy & Execution: Develop and implement sales strategies that align with the company’s overall business objectives. Continuously refine these strategies based on market trends, competitive landscape, and team performance.
• Collaboration with Other Departments: Work closely with marketing, product development, and technical teams to ensure the sales strategy is aligned with the company’s overall goals and that the sales team is equipped with the necessary tools and knowledge.
• Stakeholder Relationship Management: Develop and maintain strong relationships with key clients and internal stakeholders. Ensure the team delivers exceptional customer service and builds long-term relationships both internally and externally
• Training & Development: Identify training needs within the team and organize relevant training sessions to upskill team members. Ensure that all sales professionals are knowledgeable about the company’s products, services, and value propositions.

Key Requirements

• Leadership: Strong leadership skills with a proven ability to inspire and motivate a sales team to achieve and exceed targets.
• Sales Acumen: Extensive experience in sales, particularly in the MSP, Security SaaS, or technology consulting sectors, with a deep understanding of the sales cycle and what it takes to close large, complex deals.
• Strategic Thinking: Ability to develop and execute sales strategies that drive growth and align with the company’s broader objectives.
• Forecasting & Analytics: Proficiency in sales forecasting and pipeline management, with the ability to analyse data, generate insights, and make informed decisions.
• KPI Management: Experience in setting, monitoring, and managing KPIs to drive team performance.
• Negotiation & Closing: Strong negotiation skills with a proven track record of closing high-value deals.
• Communication: Excellent communication skills, both verbal and written, with the ability to influence and negotiate at all levels.
• Collaboration: Ability to work effectively across departments, fostering strong internal and external relationships.
• Coaching & Mentorship: Strong mentoring and coaching skills, with a focus on developing team members and helping them achieve their full potential.
• Resilience & Drive: High level of resilience and drive to achieve targets in a fast-paced, competitive environment.

Qualifications and Experience:

• Experience: 8+ years of experience in sales, with at least 3-5 years in a leadership or management role within the technology, MSP, Security, SaaS sectors, and a clear understanding of professional services / consulting offerings
• Education: Bachelor’s degree in business, Marketing, or a related field is preferred; an MBA or equivalent is a plus.
• Technical Knowledge: A strong understanding of MSP, Security SaaS, and related technology solutions.
• CRM Proficiency: Proficiency in CRM systems (e.g., Salesforce) and other sales management tools.
• Proven Track Record: Demonstrated success in leading sales teams to consistently achieve or exceed revenue targets.

Personal Qualities:

• Results-Oriented: A strong focus on achieving results and driving the team to meet and exceed sales goals.
• Proactive: A proactive and strategic approach to sales management, always looking for ways to improve performance and drive growth.
• Problem-Solver: An analytical mindset with the ability to quickly identify challenges and implement effective solutions.
• Empathetic Leader: A leader who values and respects their team, fostering a positive and supportive work environment.

Benefits/Perks

• ☀️ Time off - 25 days leave + public holidays
• x1 day Birthday leave per year
• Company Pension Scheme (employer contribution 5%) + flexible salary sacrifice
• Employee Assistance Programme (EAP) - access to dedicated mental health, emotional wellbeing and general advice
• ‍♀️ EkcOlympics - a global activity for fun
• Learning & development - Unlimited access to Pluralsight learning platform
• A lot of responsibilities & opportunities to grow (also internationally)

Why Ekco

• ⭐️ Microsoft’s 2023 Rising Star Security Partner of the year
• VMware & Veeam top partner status
• Ranked as 4th fastest growing technology company in the Deloitte Fast50 Awards
• Ekco are committed to cultivating an environment that promotes diversity, equality, inclusion and belonging
• We recognise the value of internal mobility and encourage opportunities for internal development & progression
• ✨ Flexible working with a family friendly focus are at the core of our company values