IT Sales Manager

Regional IT Sales Manager (Midlands) | Managed Services & Technology Solutions

£80-100k OTE | Hands-On Sales Leadership

Built your career selling IT managed services? Lead from the front and drive daily performance.

The Role

Focus Group needs a hands-on IT Sales Manager who can coach, motivate, and drive performance in a high-energy sales environment. This isn't a strategic, desk-bound role - you'll be on the floor with your team, managing the day-to-day sales operation.

You'll lead a team of Business Development Managers selling our comprehensive IT managed services portfolio, ensuring consistent pipeline activity, deal progression, and revenue achievement.

Critical requirement: You must have a proven background in IT managed services or MSP sales.

What You'll Actually Do

Day-to-Day Sales Leadership:

• Manage and coach a team of BDMs selling IT managed services, cloud, cyber security, and telecoms
• Conduct daily/weekly performance reviews - call quality, pipeline health, deal progression
• Shadow calls and client meetings to provide real-time coaching and feedback
• Jump into complex deals to support closing - you'll still be selling alongside your team
• Monitor CRM activity and ensure accurate pipeline management
• Run morning huddles and team meetings to drive daily focus and energy
• Review proposals and help craft compelling solutions for challenging opportunities
• Handle escalations and support your team with technical questions or difficult conversations

Performance Management:

• Set and track individual and team targets (revenue, meetings, conversion rates, deal sizes)
• Identify underperformance early and implement improvement plans
• Conduct regular 1-2-1s focused on skills development and target achievement
• Manage PIP processes and make tough decisions when necessary
• Recognize and reward top performers to maintain momentum and morale

Operational Excellence:

• Ensure your team follows sales processes and methodology consistently
• Collaborate with pre-sales, technical teams, and operations to remove blockers
• Provide accurate weekly/monthly forecasting to senior leadership
• Report on team performance metrics and identify trends or issues
• Work with marketing on lead quality and campaign effectiveness

Essential: IT Managed Services Sales Background

✅ 3+ years selling IT managed services, MSP solutions, or complex IT infrastructure (not just software or hardware)

✅ Proven track record closing deals £10k-£100k+ in IT services, cloud, cyber security, or managed support

✅ Deep product knowledge: managed services, cloud solutions (Azure, AWS, M365), cyber security, network infrastructure

✅ Understanding of IT service delivery: SLAs, service contracts, ITIL, recurring revenue models

✅ Experience with technical sales cycles involving IT managers, CTOs, and business stakeholders

✅ 2+ years managing or leading IT sales teams (formal or informal leadership experience)

Additional Essential Skills

Leadership & People Management:

• Exceptional ability to inspire, motivate, and develop sales professionals
• Strong coaching skills with proven ability to improve individual and team performance
• Comfortable having difficult conversations and managing underperformance decisively
• Track record of building high-performing teams in competitive environments

Communication & Collaboration:

• Exceptional verbal and written communication skills
• Strong relationship-building abilities with customers, colleagues, and senior stakeholders
• Collaborative approach with ability to work effectively across departments (technical, operations, finance)
• Ability to communicate complex IT solutions in business terms

Compensation & Benefits

• Competitive base salary + commission (OTE £80k-£100k)
• Company car allowance
• Benefits package: Company pension, private healthcare, wellbeing support
• Incentives: Annual trips, recognition programs, executive perks

About Focus Group

• £1bn valuation with backing from PE firm Hg
• 30,000+ customers across the UK
• 1,200+ employees across 16 offices
• Full-stack technology provider: IT managed services, telecoms, cyber security, mobile, cloud
• Aggressive growth trajectory through organic expansion and strategic M&A
• Award-winning employer (UK's Best 100 Companies to Work For)

Next Steps

Ready to lead a high-performing IT sales team? Apply now.

• Your background in IT managed services or MSP sales
• Your approach to building and developing high-performing sales teams
• A time you turned around underperforming team or individual
• Your sales leadership philosophy and coaching methodology
• Why you're ready for this Head of Sales opportunity

Focus Group is committed to diversity and inclusion. We welcome applications from all backgrounds and will provide reasonable adjustments during the recruitment process.

Focus Group Ltd is committed to protecting all personal data in accordance with GDPR. All employees share responsibility for data protection. Report any concerns to your manager or Data Protection Officer.