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About the job
Established in 1982, Bytes has grown rapidly and now employs over 800+ people across 6 locations in the UK and Ireland. Our turnover in Financial Year 2024 was in excess of £2bn. We work with SME’s, corporates and public sector organisations to modernise and digitally transform their IT infrastructures.
We invest in our employees through on-going support, training and advice to help them achieve their career aspirations, rewarding success both financially and personally. There is opportunity to grow and move internally which can be seen through our long-standing employees who have developed existing and new skills to move into senior positions in the organisation leaving space for new team members to begin their journey.
Your Future Starts Here
Why Bytes?
- Over 800 staff (plans to double in size over the next 5 years)
- Operating from modern, hybrid working environments with offices in Leatherhead, Reading, London, Manchester, Port Solent and Dublin.
- Winners of an array of industry awards
- Sunday Times Top 100 Best Places to Work
- Excellent training and career prospects offered
- Fantastic office with gym, canteen, open plan, smart casual dress code, regular incentives and company events
- Supporters of 85+ charities with strong commitment to diversity and sustainability
PURPOSE OF JOB:
The Solutions Sales Manager role in Cyber Security & Networking is responsible for developing and growing their assigned customer segments. This involves leading and developing a team of solution specialists who focus on proactive sales activities to generate new and cross-sale opportunities within both new and existing accounts. By leveraging extensive industry knowledge and innovative sales strategies, the Solutions Sales Manager ensures the team meets and exceeds sales targets, fosters strong customer relationships, and delivers tailored solutions that address diverse cybersecurity and networking needs.
To be successful in the role key activities will include, but are not limited to:
- Team Leadership. Lead, mentor and coach a team of Solution Sales specialists, who are focused on valuable proactive sales activity. Ensuring performance development plans are in place to manage team performance and personal growth effectively.
- Team Pathway: Support high-quality talent acquisition and management, including succession planning, and individual Personal Development Plans that align to company KPIs and objectives.
- Strategic Planning & Execution: With the Head of Cyber Security & key stakeholders within supporting departments, develop and implement strategic team plans to drive the growth of key business metrics within the specific customer segment and al sub-propositions within the team. Align team objectives with overall business goals and ensure effective execution.
- Sales/Financial Performance Management. Meet and exceed financial targets and KPIs set by the business and encourage all appropriate activity to be updated in CRM for central visibility.
- Customer Sales. Lead by example and foster a proactive culture within team to uncover, develop & lead opportunities alongside the Bytes Account Manager. The focus is on driving net new opportunities via whitespace and cross sale into existing accounts. Support team members indirectly on customer opportunities, ensuring LEARN is adopted.
- Customer Segment Development. Work collaboratively and consultatively with all relevant departments (including Solutions Team, Alliances, Sales, customers, vendors, and partners) to build appropriate GTM’s that align with customer segment/s and enhance the main proposition/ sub-proposition areas and that can support other areas across the business. Ensuring Head of Function is consulted throughout.
- Sales Enablement. Develop and implement comprehensive sales enablement plans that are consistently aligned with the specific needs of each customer segment/s. Ensure these plans integrate seamlessly with the overall business proposition, sub-propositions, and marketing strategy to drive effective sales performance and customer engagement.
- Marketing Strategy Support. Actively support the overall proposition marketing plan and generate new ideas which will continue maximise how we reach our customers.
- Market Research. Stay informed about the competitive landscape, market trends, and customer demands. Use these insights to drive continuous innovation and ensure our offerings remain relevant, competitive, and aligned with customer needs.
KEY RESPONSIBILITIES:
- Define a clear mission, tech focus, and sales strategy aligned to customer segments and Bytes’ goals.
- Drive talent acquisition, succession planning, and PDPs that align with KPIs and team growth.
- Collaborate with sales leaders to build activity, enablement, and marketing plans for target segments.
- Focus on net-new and cross-sell opportunities via whitespace, vendor engagement, and inbound leads.
- Oversee directly aligned deals through to closure with Bytes AMs; ensure CRM is kept up to date.
- Ensure team-managed deals are progressing and logged correctly in CRM.
- Maintain strong customer relationships to ensure excellent service and grow wallet share.
- Build and maintain a 2x revenue pipeline through sales, marketing, vendors, and partner collaboration.
- Keep team updated on tech trends and ensure strong understanding of Bytes’ offerings.
- Support and promote the wider Bytes proposition across all customer touchpoints.
- Identify and sponsor new services, solutions, and vendors to enhance the proposition.
- Drive team performance, morale, and motivation.
- Monitor pipeline through CRM, running regular deal desk sessions to encourage knowledge sharing.
- Support creation of sales collateral and thought leadership content.
- Mentor the team—coaching on sales skills and product knowledge.
- Report monthly and quarterly performance to team and Head of Cyber Security & Networking.
- Attend key customer and vendor QBRs.
- Promote individual wellbeing, confidence, and continuous improvement.
- Champion Bytes’ values in all areas of leadership and business development.
INDIVIDUAL RESPONSIBILITIES:
- Team Leadership & Development. Set direction for the team and provide oversight relating to resource planning, and skills development. Coach team members through growth mindset, challenge individuals to maximise their full potential and drive innovation.
- Sales/Financial Performance Management. Collaborate with Head of Function/ Divisional Director of Function to set valuable financial and performance targets for team members. Review the data sets available, adjust where necessary, and provide consistent updates both up channel and to the team, to ensure targets are met or exceeded. Expects and drives team to use Bytes systems to their best capacity (CRM, SmartInfo, Compass, Teams etc).
- Personal Performance Management. Understand the personal goals and aspirations of everyone within the team and actively support career progression. All individuals across the team to have clear and set OKRs and Personal Development Plans. Review these regularly to ensure personal/ business goals are met, individuals are taking personal performance responsibility and continue to plan for the future.
- Customer Sales. Be a customer-facing resource for our top clients and an indirect customer resource for team members to utilise where necessary. Ensure LEARN methodology is adopted throughout each opportunity. Lead by example to demonstrate Bytes wider portfolio outside of main sub-proposition.
- Proposition Development. Maintain knowledge of key vendors, partners, services, customer challenges, use cases, trends & direct reseller competition within proposition area to ensure Bytes is focusing on the rights areas and to keep up with innovation.
- Sales Enablement. Be a key sales resource for proposition sales enablement. Coach team members on their role in sales enablement and ensure all messaging is consistent.
- Marketing. Contribute to the main proposition plan with internal and external ideas, market research, vendor focus areas, emerging trends and key updates that require a quick marketing response. Actively promote the Bytes brand via internal and external content (blogs, podcasts, socials, thought leadership keynotes etc).
- Vendor/ Partner Management. Develop, maintain and nurture key senior relationships within our vendor and partner community.
Educational Qualifications:
- Educated to GCSE Level with an A-C Grade in Maths and English - REQUIRED
- Minimum A-Levels (A-C) English, Mathematics, and technology related subject - DESIRABLE
- Batchelor’s Degree in technology or business management - DESIRABLE
Years of Experience
- Greater than five (5) years of demonstrable sales experience within the software technology industry - REQUIRED
- Previous Team Management Experience (Minimum 2 year) - REQUIRED
Other Requirements
- Deep commercial and technology understanding across the Cyber Security & Networking market - REQUIRED
- High-level understanding of other key IT areas: Modern Workplace, Public Cloud (Azure or AWS), Hybrid Infrastructure (including data, storage, and platforms), FinOps, AI, Data Analytics, Automation, Software Asset Management, or Service Management - DESIRABLE
