Head of Sales

Job description

POSITION SUMMARY Creative ITC is looking for a commercially driven Head of Sales to lead and grow our US business. This is a true player-manager position. You will carry a personal sales target, originate and close strategic new business, and lead the US sales team to achieve its collective number. This is not a purely managerial role: we need a credible enterprise seller who enjoys being in front of customers, opening doors and leading complex opportunities from first conversation through to contract. You will help establish Creative ITC as a leading technology partner to architecture, engineering, construction and other design-led organizations across the United States. About Creative ITC Creative ITC is a global managed services and cloud infrastructure provider specializing in high-performance solutions for design, engineering and data-intensive organizations. We help customers create infrastructure that is: • Performant - delivering the speed and user experience required by demanding applications • Predictable - providing greater commercial and operational certainty • Protected - safeguarding critical systems, applications and data Our solutions include managed services, cloud infrastructure, virtual desktops, data platforms, cybersecurity and modern workplace services. EDUCATION AND EXPERIENCE The successful candidate will bring: • A strong record of personally selling complex enterprise technology or managed services solutions. • Experience carrying and consistently achieving a meaningful individual quota. • Previous responsibility for leading, coaching and managing salespeople. • Experience selling recurring-revenue solutions with multi-year contract values. • Strong knowledge of managed services, cloud infrastructure, cybersecurity, data platforms, virtual desktop or related technologies. • The ability to engage credibly with senior technology and business executives. • Strong commercial judgment and experience negotiating complex contracts. • A disciplined approach to pipeline generation, qualification and forecasting. • Experience using Salesforce and structured sales methodologies such as MEDDPICC. • The resilience and pace required to build a growing US operation. • Willingness to travel regularly across the United States and occasionally internationally. • Experience selling into architecture, engineering, construction, manufacturing or other design and engineering-led industries would be particularly valuable. KEY JOB ELEMENTS Win Strategic New Business • Carry and achieve an individual annual sales quota. • Personally originate, develop and close enterprise managed services and cloud opportunities. • Build relationships with CIOs, CTOs, CISOs, infrastructure leaders and other senior decision-makers. • Create access to target accounts through networking, partners, industry relationships, events and disciplined outbound activity. • Lead complex, multi-stakeholder sales processes from initial discovery through commercial negotiation and signature. • Develop compelling business cases that connect Creative ITC’s solutions to measurable customer outcomes. • Maintain strong personal pipeline coverage and deliver accurate monthly and quarterly forecasts. Lead the US Sales Team • Own the overall US sales target and operating plan. • Lead, coach and hold accountable the US sales team against clear revenue, pipeline and activity expectations. • Establish a high-performance culture built around ownership, pace, transparency and execution. • Conduct effective weekly one-to-ones, pipeline reviews, deal reviews and forecast calls. • Coach team members on discovery, qualification, executive engagement, account strategy, negotiation and closing. • Actively participate in important opportunities and help remove obstacles without taking ownership away from the salesperson. • Identify capability gaps and recommend appropriate recruitment, development or performance action. • Support the recruitment and onboarding of additional US sales talent as the business grows. Build a Predictable Sales Operation • Develop and execute the US go-to-market plan in partnership with the CRO and wider leadership team. • Build sufficient qualified pipeline to achieve current and future revenue targets. • Apply a consistent qualification methodology, including MEDDPICC, across material opportunities. • Ensure Salesforce contains accurate, timely and decision-useful information. • Provide evidence-based forecasts with clearly identified risks, gaps and actions. • Work closely with marketing, pre-sales, service delivery and strategic partners to create and convert demand. • Bring customer and market intelligence back into the business to inform proposition, pricing and investment decisions. • Represent Creative ITC at relevant customer meetings, industry events and partner engagements. Measures of Success • Achievement of the individual sales quota. • Achievement of the overall US sales target. • New monthly recurring revenue and total contract value secured. • Qualified pipeline creation and pipeline coverage. • Forecast accuracy and deal progression. • New strategic logos acquired. • Sales-cycle length and win rate. • Executive relationships and account penetration. • Team productivity, capability and accountability. • Quality and accuracy of Salesforce data. PERSON SPECIFICATION We are looking for someone who: • Leads from the front and remains personally active in the market. • Takes full ownership of the number and does not manage through excuses. • Combines strategic thinking with strong execution. • Sets clear standards and addresses underperformance promptly. • Creates urgency without sacrificing sales quality or customer trust. • Is comfortable operating in an entrepreneurial, fast-changing environment. • Collaborates effectively across sales, marketing, technical and operational teams. • Communicates clearly, directly and credibly. • Is ambitious for the business, the team and their own performance. We are an equal opportunity employer and value diversity in our workforce. All qualified applicants will receive consideration for employment without regard to race, colour, religion, gender, gender identity or expression, sexual orientation, national origin, age, disability, veteran status, or any other protected characteristic under applicable law. We are committed to creating an inclusive environment where everyone can thrive.