Established in 1987, QBS Software provides a platform for software companies and channel resellers to increase efficiency and achieve growth. We are a technology company with a focus on software – covering the enterprise, cloud and consumer markets. QBS has been named in both the annual Sunday Times HSBC International Track 200 showing significant annual compound growth, and the London Stock Exchange 1000 companies to inspire Britain.
The group is headquartered in London with 7 regional offices across Europe, has recently become B Corp accredited for meeting high standards of social and environmental performance, and is also independently certified by Planet Mark as net carbon neutral.
“Where great people work together” – we are looking for ambitious co-workers to take our business to the next level, and as an equal opportunities employer, we are committed to creating an inclusive and equitable environment for all our employees. We believe we are stronger when we reflect the diversity in the world around us, making us more dynamic, more innovative and more competitive.
Why this Role Exists Scaling our long tail software distribution business is one of our strategic growth initiatives, and we are motivated and determined to build upon our current services and delivery capabilities that help Enterprise Resellers and Global System Integrators effectively and consistently capture long tail software sales within their largest enterprise customers.
To address this growing market opportunity, we are hiring a Sales Director, Long Tail Software, to take ownership of QBS’s Long Tail Software sales strategy across EMEA. This is a unique, high-impact, individual contributor role of strategic importance to the Group, and reports directly to the Group CRO.
This role will bring together your skills and passion for sales, marketing, and product development and will require tight collaboration with the CRO and local sales leaders to build and execute the go-to-market strategy, and take responsibility for messaging, collateral and programs that fully enable the sales organisation to position QBS as the leader in enterprise software solutions.
As a Sales Director at our Ealing London offices you will:
Setting the Strategy Shape and articulate a compelling vision for the future of Enterprise Software delivery, keeping ahead of market trends and evolving needs of our partnersOwn the development and continuous improvement of our long tail software offerings, working with product IT, and the Sales and Marketing teams to ensure the best market fitLeading the transition from MVP Pilot to BIC, with a scalable, repeatable process that can be rolled out across our regionsBuild a Sales and Marketing engagement plan for the EMEA region that enables our staff and activates our online presenceBuild a sales program and supporting playbooks that will motivate Enterprise Resellers and GSIs to consolidate their long tail software spend through our software delivery platformDevelop and execute the plan to capture 100% of Long Tail Spend in our Enterprise Resellers and GSIs across EMEAIdentify and target the top 100 large Enterprises across EMEA, and work with aligned Enterprise Resellers to translate their procurement challenges into QBS service offerings
Driving Pipeline and Sales Develop tools, playbooks and training materials to enable and motivate internal and sales as well as partner sales teams to sell long tail software solutionsIdentify new business opportunities and secure strategic software supply contracts across the Enterprise Partner baseIdentify and activate co-sell motions with our Enterprise Resellers and GSIs, and develop service offerings that best fit our strategic partners' requirements and objectivesTranslate enterprise customer requirements into QBS portal enhancements to simplify procurement, accelerate order processing bring new capabilities to our systems, processes and online portals
Platform Innovation and Operational ExcellenceWork closely with product and IT teams to enhance QBS portal capabilities, simplifying procurement search and procurement workflows, bringing rich and enhanced capabilities to our digital procurement systems
Partnership & Ecosystem Development Build new partnerships with GSIs and deepen relationships with Enterprise ResellersCreate strong and differentiated messaging, collateral and digital content to maximise QBS brand awarenessCreate a value proposition that is clear and compelling for internal sales teams and the target marketsWork with the HSM Alliances leader to create unique and powerful offerings that drive marketplace transactions at high volume
What Success Looks Like Establish QBS as a thought leader in the delivery of enterprise software solutions, through strategy innovation, unique and compelling messaging and market presenceBuild and Execution of the sales enablement program across the EMEA regionExceed ambitious revenue and annual profit targets for the regionGrow our partnerships with Enterprise Resellers and GSIs across the regionExpand QBS’s long tail software delivery footprint across all our regions
What You’ll BringAs the driving force behind QBS’s enterprise software vision, you will blend sales, product, and sales and marketing leadership, empowering you to shape strategy, build market-leading offerings, and inspire QBS teams across EMEA.
ExperienceExperience in end-user software sales, especially long tail procurementDeep understanding of enterprise procurement processes and workflowsStrong sales and marketing know-howExperience in taking as-a-service products to market
Commercial SkillsCommercial know-how around the software market, pricing models, negotiations, and enterprise procurement workflows.
Market KnowledgeDeep understanding of the software marketplace, especially the UK, France and DACH regions.Knowledge and ideally established relationships with Enterprise Reseller and GSI’s
Preferred Qualifications10+ years in software distribution, channel sales, and enterprise end-user salesOpen to applications from ambitious, creative people with the ability to drive change
Benefits:Attractive salary Commission OTEExcellent contributory pension schemePrivate Medical InsuranceHealthcare schemeCycle To Work schemeLife CoverOnline retail discountsFull training and development programmeMentoring opportunitiesOpportunities for promotion and career progression
The role is office-based, candidates should therefore have a reasonable commute to our Ealing London office. Working hours 9.00am – 5.30pm Monday to Friday.
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