Sales Executive

Robertson Sumner Ltd; Reading; On-site; GBP 50,000 - 80,000; Full time

Job summary

Robertson Sumner Ltd is seeking an experienced Sales Executive to win new business in the UK for Managed IT Services. You will manage your own pipeline, engage senior decision-makers and own the full sales cycle from prospecting to close.

The role emphasizes a consultative approach, understanding client challenges and positioning outsourced IT services including Service Desk, IT Support and End User Support. You will continue relationships after sale and seek upsell opportunities.

Qualifications

• Proven track record of personally winning new-logo Managed IT Services business.
• 3+ years' successful B2B technology or Managed Services sales experience.
• Experience selling outsourced IT services and related support like Service Desk or End User Support.

Responsibilities

• Generate new business through outbound prospecting and campaigns.
• Build and manage a qualified pipeline to meet revenue targets.
• Identify UK mid-market and enterprise targets and originate opportunities.
• Lead discovery meetings with senior stakeholders to understand requirements.
• Develop proposals and commercial solutions with technical teams.
• Own the sales cycle from qualification to close and handover to delivery.

Skills

New-logo acquisition

B2B technology sales

Managed IT Services

Negotiation & closing

Stakeholder engagement

Job description

We are looking for an experienced Sales Executive to join a global Service Management specialist, with a strong track record of winning new business within Managed IT Services.

This is a predominantly new-business focused role, responsible for identifying, developing and winning new clients across the UK. You will build and manage your own pipeline, engage senior decision-makers and own the sales process from initial prospecting through to negotiation and close.

You will take a consultative approach, understanding clients' operational challenges and positioning Managed IT Services as an extension of their existing IT operation. The proposition includes outsourced Service Desk, IT Support, End User Support and wider operational IT services, supported by a UK operation and 24/7 Service Centre.

Following a successful sale, you will retain the commercial relationship, support the onboarding process and identify opportunities to develop and grow the account.

Key Responsibilities

• Generate new business through structured outbound prospecting, targeted campaigns, networking, referrals and partner engagement.
• Build and maintain a qualified pipeline to achieve agreed new-business and revenue targets.
• Identify and target suitable UK mid-market and enterprise organisations.
• Proactively originate opportunities rather than relying primarily on inbound leads or existing accounts.
• Build relationships with senior stakeholders across IT, Operations, Procurement and executive leadership.
• Lead discovery meetings to understand operational challenges, service requirements and commercial priorities.
• Position outsourced Service Desk, IT Support and wider Managed IT Services against client requirements.
• Develop proposals and commercial solutions alongside technical, consultancy and service delivery teams.
• Own the complete sales cycle from qualification through to proposal, negotiation and close.
• Coordinate successful onboarding and handover into service delivery.
• Maintain accurate CRM records, clear next steps and reliable sales forecasts.
• Develop technology and channel partner relationships to support new-business opportunities.
• Retain and develop relationships with clients personally won and identify appropriate upsell and cross-sell opportunities.
• Report regularly against individual sales targets and contribute to the ongoing development of the Managed IT Services proposition.

Experience Required

• Proven track record of personally winning new-logo Managed IT Services business.
• Experience selling outsourced IT services, ideally including Service Desk, IT Support, End User Support, Workplace Services or similar.
• Minimum of 3 years' successful B2B technology or Managed Services sales experience.
• Demonstrable history of meeting or exceeding new-business targets.
• Strong ability to build and manage a qualified pipeline through proactive prospecting.
• Experience managing complex B2B sales cycles from initial engagement through to commercial negotiation and close.
• Strong commercial judgement and negotiation skills.
• Ability to engage credibly with senior IT and business stakeholders.
• Ability to understand customer requirements and translate them into commercially viable Managed Services solutions.
• Self-motivated, resilient and accountable, with a consistent new-business mindset.
• Strong communication and relationship-management skills.
• Experience specifically selling outsourced Service Desk or End User Support services.
• Knowledge of IT Service Management and ITIL principles.
• Existing relationships across UK mid-market or enterprise organisations.

Commercial experience and a proven sales track record are more important than formal academic qualifications.