Secure & SI Sales Director

Job Description

Overall purpose of the job:

The Secure & SI Sales Director role is a newly established leadership position within the sales community, designed to drive Expo-e’s growth in the Defence sector. This role serves a vital function in expanding the company’s market presence, particularly within high-priority sectors such as Secure, Defence, National security and Systems Integrator partnerships. The Secure & SI Sales Director responsibilities are organised into three key areas, each of which contributes to advancing Expo-e's technological capabilities and market reach. 

• Strategic Leadership and Vision Alignment: Lead and continuously refine the Secure & SI (Systems Integration) strategy, ensuring alignment with the overarching business vision and objectives. Establish a clear and compelling direction to inspire teams and stakeholders toward achieving long-term success. 
• Strategic Execution and Planning: Execute the Secure & SI strategy through well-defined short, medium, and long-term objectives. Develop comprehensive action plans and oversee their implementation, ensuring that they effectively support the broader organisational goals.
• Sales Strategy Development and Execution: Design and implement a robust sales strategy tailored to deliver against the targeted revenue and margin goals for both Secure & SI business sectors. Utilise data-driven insights and market analysis to identify opportunities, optimise resources, and ensure sustained growth.
• Excellence in Sales Performance: Foster a culture of sales excellence by demonstrating and instilling a consistent, high level of professionalism. Surpass performance benchmarks by consistently exceeding measurable key performance indicators (KPIs), driving success through best practices and innovative approaches.
• Stakeholder Collaboration and Communication: Build strong relationships with internal and external stakeholders, ensuring clear communication and collaboration to address challenges and leverage opportunities in the Secure & SI space.
• Performance Monitoring and Continuous Improvement: Regularly evaluate progress against strategic goals, adapting tactics and approaches as necessary. Establish a framework for continuous improvement, ensuring the strategy evolves to meet dynamic market demands and organisational priorities. 

Key responsibilities for this job:

Strategic Activities  

• Market Penetration and Analysis: 

• • Heat Map Development: Create and maintain a heat map to assess the organization's market penetration within the defence and secure sectors. Highlight key program alignments and identify underdeveloped areas for strategic focus. 

• • Market Trend Analysis: Continuously analyse current market trends, competitor positioning, and emerging opportunities to guide strategic sales efforts and expansion initiatives. 

• Sales Strategy and Structure: 

• • Sales Framework Design: Develop a sales structure optimized for engaging the defence and secure market effectively, ensuring alignment with organizational goals. 

• • Strategic Planning: Formulate a comprehensive 30/60/90-day plan outlining immediate, short-term, and long-term objectives. Establish a roadmap for cyclical reviews to drive ongoing sales performance and enhancements. 

• Marketing and Brand Alignment: 

• • Insights Generation: Provide actionable insights for marketing efforts, including branding, visual storytelling, and the sales narrative. 

• • Ecosystem Engagement: Identify and recommend strategic partnerships, such as Women in Defence, Team Forces, and Systems Integrator (SI) collaborations, to expand reach and influence. 

• • Social Media Activation: Drive brand presence and sales visibility through targeted social media strategies and campaigns. 

• Strategic Partnerships and Relationship Building: 

• • Partner Engagement: Organize and lead meetings with key industry partners to identify collaboration opportunities and assess synergies that can enhance market positioning. 

• • Alliance Building: Develop and sustain strategic alliances that align with business goals and bolster presence in the defence and secure sectors. 

• Framework and Certification Management: 

• • Certification Planning: Evaluate and plan the necessary steps, resources, and timelines required to achieve certifications for inclusion in key defence and secure sector frameworks. 

• • Milestone Execution: Implement and oversee the certification process, ensuring adherence to timelines and successful inclusion in critical frameworks. 

Core Activities 

• Lead, manage, and direct the work of the Secure & SI Sales division 

• Develop and build a team of ‘world-class’ sales personnel capable of executing the company’s vision  

• Lead and oversee all larger opportunities, tenders and bids across the team ensuing that the sales methodology is used and implemented to support the themes and win plan 

• Developing viable strategies and execution plans for the various Secure & SI Sales channels to increase our brand profile, presence and customer acquisition rates 

• Define and direct Secure & SI sales programs/events to build key relationships with clients, vendors and suppliers  

• To be part of the Sales leadership team 

• Provide reports, project plans, budgets and other papers as required for the Board, Director of Sales and other stakeholders on a regular basis 

• Developing strategy, tactics, sales plans and profit targets in-line with the Board Sales Director overall go to market strategy 

• Identifying and reporting on business opportunities in target markets 

• Representing the business at conferences, trade fairs and networking events 

• Maximining new business development opportunities 

• Other tasks as required and commensurate within the role 

• Strategic collaboration with the Office of the CIO to develop strategic strategy in portfolio as well as leveraging the Specialist Cloud, Data & AI, Security and UCC teams to maximize growth and win probability 

Knowledge and experience required: 

Sales 

• Good commercial acumen 
• Experience in being part of a strategic pursuit team on complex services deals, mixing in Cloud, Professional Services, Managed Services and Transition and Transformation programmes.  
• Clear understanding of large scales services deals, dependencies and service components that enable full delivery in life
• Multi-level relationship management
• Defining the transformation strategy and bringing a team with you, leading and inspiring the team
• Good understanding of the competitive landscape for 3rd Platform Services, Social, Analytics, Cloud, Mobile
• Using new and disruptive technologies to solve complex business challenges and working in an ever changing working environment
• Working within large complex defence and SI businesses
• Ability to drive customer engagement and understand the problems Expo-e Solutions solve
• Understanding of motivation for customers to move to service-oriented models and what influences a choice
• Proven ability to build and lead a team that can deliver a ‘world-class’ sales results
• Excellent relationship and communication skills are required as a leader and influencer across the Senior Management team within the company and externally
• Team leadership, motivational and mentoring skills are essential
• Consistent new business sales record within the ISP, Cloud, Managed Services, Systems Integrator or Carrier space
• Experienced selling into the defence and SI businesses
• Previous leadership experience of at least 5 years in a similar role
• Proven track -record of achievement against sales targets

General 

• Excellent presentation skills – the ability to articulate technical concepts to a non-technical audience
• Strong leadership and organisational skills, establishing team governance, structure and reviews to drive success
• High competency in constructing deals
• Legal and contractual negotiation
• Current SC clearance or ability to get SC clearance.  Openness to DV clearance
• Commercial principles and innovative commercial and service delivery frameworks
• Extremely driven, motivated, self-sufficient, collaboratively minded with a highly entrepreneurial nature 
• Capable of creating impactful customer proposals to influence outcomes.
• Experience with IT transformations and outsourcing

Product focus areas:  

•  Client Solution 
  • PCaaS 
  • CSOC, MDR – Managed Detection & Response
  • Service Desk & Service Now as a Service
  • Contact Centre and Customer Experience Platforms Inc. chatbots
  • Microsoft 365, Teams Calling 

• Core Platforms
  • Private Cloud 
    • Azure Local (HCI)
    • Three Tier
    • VSAN Ready (HCI) 

• Shared / Private Backup & CyberVaults 
• Azure Public Cloud & Azure Managed Services