IT Sales Specialist

You’ll be the go-to authority for our IT & Cyber product area, supporting our sales teams to hunt down and identify opportunities, shape compelling solutions, and close complex IT deals., * Act as the subject matter expert for all IT & Cyber product areas (e.g., cloud solutions, cyber security, managed services, Microsoft 365, backup/DR)

• Maintain cutting-edge knowledge of product features, benefits, competitive positioning, and market trends
• Stay ahead of industry developments, vendor updates, and emerging technologies
• Share best practice strategies and playbooks with sales teams
• Peer-review proposals, documentation, and technical content for accuracy
• Champion your product area across the business, building confidence and capability

Sales Enablement & Support

• Partner with Account Managers and BDMs to qualify opportunities and shape solutions
• Join customer meetings, presentations, and demonstrations to articulate product capabilities
• Translate complex technical features into clear business benefits that resonate with decision-makers
• Help craft tailored proposals and solution recommendations based on customer needs
• Support objection handling by providing technical evidence and competitive positioning
• Work with Customer Engagement teams to identify upsell and cross-sell opportunities within existing accounts

Commercial Impact

• Identify customer needs and develop solutions that maximise account growth potential
• Support the sales cycle from qualification through to close on complex opportunities
• Collaborate with pre-sales, technical teams, and delivery to ensure solution feasibility
• Contribute to sales enablement initiatives by sharing insights and market intelligence
• Support the achievement of team and individual revenue targets through expert guidance

This role demands technical depth in IT solutions with a clear understanding at a level that builds credibility with technical and business stakeholders.

• 3+ years experience in IT managed services, cloud, cyber security, or infrastructure solutions (MSP environment highly desirable)
• Deep product expertise in at least one area (Microsoft 365/Azure, cloud migration, cyber security, backup/DR, network infrastructure, managed services)
• Proven ability to translate technical capabilities into business value for non-technical audiences
• Understanding of competitive landscape - can position Focus Group solutions against alternatives

Additional Essential Skills

Communication & Presentation

• Exceptional ability to present to both technical (IT managers, CTOs) and non-technical (CFOs, MDs) audiences
• Strong written communication for proposals, technical documentation, and email correspondence

Collaboration & Influence

• Natural collaborator who works effectively across BDE, account management, customer engagement, and technical teams
• Influence decision-makers through expertise and insight rather than authority
• Patient coach who enjoys sharing knowledge and developing others

Commercial Mindset

• Target-driven and motivated by contributing to revenue achievement
• Self-motivated and resilient under pressure
• Understands the sales process and where technical expertise adds most value

Desirable

• Relevant vendor certifications (Microsoft, Cisco, VMware, Fortinet, etc.)
• Pre-sales or sales engineering background
• Experience in cyber security frameworks (ISO27001, Cyber Essentials, NIST)
• Background working in fast-paced, target-driven IT sales environments
• Understanding of ITIL, service delivery, and managed services models
• Track record of exceeding new business targets or KPIs in a technical sales role

We’re a £1bn technology provider serving 30,000+ UK businesses with comprehensive IT managed services, cloud, cyber security, telecoms, and mobile solutions. With 1,300+ employees across 20 offices, we’re one of the UK’s fastest-growing technology companies.