MTI provides award-winning, end-to-end technology solutions and services in cyber security and data centre for over 35 years. MTI has 250+ staff, with offices across the UK, France and Germany. MTI was acquired by Ricoh in 2020 as part of their transformation into a global digital services company. As part of the Ricoh family, MTI benefits from access to a much broader set of specialist IT services and significant technical resources available on a global scale.
More information can be found at mti.com
Role Overview
The Sales Manager is a sales leadership role responsible for leading, coaching and developing the Commercial and Public Sector sales teams to deliver sustainable, profitable growth. The role is accountable for forecast accuracy, sales governance and effective people management. Success requires clear direction, consistent execution and timely intervention where performance or delivery is at risk.
Key Areas of Responsibility
The main responsibilities are detailed below, although the post holder would also be expected to perform any other duties which might reasonably be required by the business.
- Own team performance against agreed revenue, gross margin, pipeline and strategic targets.
- Establish a consistent sales operating rhythm covering opportunity reviews, account planning, coaching and performance follow-up.
- Coach Client Directors and Account Managers to apply MEDDPICC proportionately, improve qualification quality and progress opportunities through clear, customer-led actions.
- Hold individuals accountable for self-generated pipeline, opportunity progression and completion of agreed actions.
- Set clear objectives and priorities, provide regular feedback and address underperformance promptly through structured performance management.
- Maintain sufficient deal-level knowledge to remove blockers and determine where management, technical, services or partner intervention is required.
- Maintain a visible customer presence in strategic engagements, supporting the team to establish senior relationships and progress significant opportunities.
- Coordinate sales, technical, services and partner resources to improve execution while maintaining clear ownership within the sales team.
- Coordinate sales, technical, services and partner resources while retaining clear ownership within the sales team.
Planning and Forecasting
- Own the weekly sales forecast and provide an accurate, evidence-based view of commit, best case, pipeline risk and expected gross margin outcomes.
- Review pipeline movement, stage progression, ageing, slippage, conversion and close date changes to identify risk and drive corrective action.
- Review opportunity evidence, pipeline movement, stage progression, ageing, slippage, conversion and close-date changes to identify risk and agree corrective action.
- Ensure account and opportunity plans are current and used to guide customer activity, resource allocation and management decisions.
- Maintain consistent CRM data quality, sales-stage governance and reporting standards across the team. Balance management time across forecast governance, coaching, customer engagement, deal support, recruitment and performance management.
Personal Profile
Knowledge
You must demonstrate that you possess:
- A sustained and demonstrable track record of leading B2B technology sales teams to achieve and overachieve revenue and gross margin targets.
- Strong working knowledge and practical application of MEDDPICC, including the ability to coach qualification and challenge unsupported forecast positions.
- Strong working knowledge of MEDDPICC and its use in complex B2B technology sales.
- Demonstrable experience owning sales forecasts and improving accuracy through pipeline and conversion analysis.
- Proven people-management experience, including objective setting, coaching, performance reviews and management of underperformance.
- Strong understanding of value-based and consultative selling, customer business cases, ROI, TCO and commercial risk.
- Knowledge of MTI’s core solution areas, including data centre modernisation, HPC, storage, AI infrastructure, Cyber Services and Managed Services.
- Understanding of organisational governance, procurement and decision-making processes across complex Commercial and Public Sector customers.
Skills
This role operates in a fast-paced and fast-changing environment, and you must be able to:
- Create an accountable, supportive environment in which expectations, ownership and performance standards are clear.
- Build an accountable and supportive team environment with clear standards and ownership. High Autonomy with High Accountability
- Adapt coaching to individual capability, experience, motivation and performance need.
- Interpret pipeline and opportunity data and turn findings into focused management action.
- Run concise forecast and opportunity reviews that improve decision quality rather than duplicate CRM reporting.
- Manage difficult performance and commercial conversations constructively.
- Prioritise management attention according to value, risk and required intervention.
- Communicate clearly and with authority to the sales team, customers, partners and senior stakeholders.
- Produce concise, accurate forecasts, operating plans, performance updates and executive presentations.
Personal Attributes
- Strong commercial judgement and the confidence to challenge weak qualification, assumptions and forecast positions.
- High personal accountability, consistency and attention to follow-through.
- Sound commercial judgement and the confidence to make evidence-based decisions.
- Personal accountability, consistency and attention to follow-through.
- Executive presence and credibility with senior internal and customer stakeholders.
- A fair, direct and supportive leadership style.
- The ability to retain strategic perspective while understanding critical detail.
- Resilience and composure when making difficult decisions or managing competing priorities.
- A bias towards action, measurable outcomes and continuous improvement.
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