Barhead Solutions is a Microsoft top 1%, inner circle Gold partner with a large portfolio of Enterprise clients.

Role Dimensions

As Head of Sales, you will operate at a strategic level, and will be part of the leadership team – partnering with the Chief Executive Officer to deliver its strategic direction in terms of revenue and market penetration. The position is accountable for leading the sales team in their optimisation of advice and delivery that maximises client business objectives. 

As part of Barhead’s Senior Leadership Team, you will assist in shaping the future, work collaboratively, drive client satisfaction and display diligence and respect in all interactions, both internally and externally. 

You will also be responsible in overseeing activities of the Sales Team across state/region and will be in-charge defining and setting Business KPIs and monitoring performance as a whole. 

To be successful in this role you must have excellent leadership skills, deep understanding of the consumer base, the competitive market, and an ability to analyse, forecast, and set effective sales strategies that will drive the business to success. This role will also require strong commercial/business acumen and effective stakeholder/client management skills. 

Responsibilities   

Overall 

  • Manage and lead the Sales team  
  • Motivate, inspire, support all of Barhead to become customer and market focused 
  • People leadership responsibilities (e.g., leave approvals, annual reviews etc.) 
  • Define and support individual growth and development plans to improve both sales skills and solutions knowledge 

Manage Sales Process and Results 

  • Refine and support the sales process to adapt to evolving products and market segments 
  • Define and manage territory allocation and success measurements by territory 
  • Refine and support the opportunity qualification process to focus pre-sales investments on core areas 
  • Refine sales strategy and plans for GTM activities by segment and by account 
  • Accountable for MSFT license and professional services revenue for the team  
  • Manage the sales forecast (dynamics365) to provide predictability of pre-sales needs and delivery resource
  • Provide forward sales forecast to SLT and measure actuals against targets 
  • Work with delivery to forward schedule resources and manage client expectations 
  • Work with marketing to plan and execute lead generation activities (e.g., email campaigns, LinkedIn campaigns, webinars, showcases etc.) and to lead the sales team to execute on lead follow up 
  • Direct support and engagement in strategic deals 
  • Engaging BH SLT as appropriate on strategic deals 
  • Support industry aligned business units (initial FSI and NFP)  
  • Own Barhead accountability for sales targets and stretch targets 

Responsibilities continued

Microsoft Relationship 

  • Own the relationship with the Microsoft sales leadership 
  • Foster and drive the relationships between Barhead and Microsoft sellers. Driven by BH sales but encouraged across all of BH 
  • Work with Microsoft alliances (OCP) to drive consistency of communication between Barhead and Microsoft 

Culture 

  • Encourage and lead the sales team as the leaders of a customer focused culture 
  • Encourage and lead the sales team as drivers of the Barhead and Microsoft relationship 
  • Drive a can-do attitude in the sales team  
  • Lead the sales team to be an engaged part of the bigger Barhead team 
  • Inspire a quality focus across the sales team 
  • Participate in SLT with a view to growing Barhead 
  • Lead the sales team to be ‘Hunters’ and proactive in market making activities 

These are the basic responsibilities today but, as the company and the position evolve, you will be provided with different functions to support Barhead, and its customers. 

Essential Skills

  • Bachelor’s degree in a business-related/engineering field 
  • Master’s degree in a business-related field may be advantageous. 
  • Minimum of 4 years’ experience in a sales leadership position. 
  • Minimum of 7 years’ experience working in a sales role and with sales technology and CRM software background 
  • Minimum of 2 years’ experience in a senior (C-level) leadership role may be advantageous.  
  • Proven track-record/success as Head of Sales / VP of Sales or any relevant role  
  • Ability to contribute to the creation of technical solutions within complex, enterprise organisations  
  • In-depth knowledge of selling strategies and methods, as well as employee motivation techniques
  • Strong working knowledge of the company’s products, competitive products, and the market
  • Exceptional strategic planning, organizational, and creative thinking skills
  • Excellent leadership, communication, interpersonal, and customer service skills. 
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