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.
Our IT Sales Specialists are critical to our success, they ensure our sales teams can confidently position complex solutions and win business against strong competition.
The Role
You'll be the go-to authority for out IT & Cyber product area, supporting our sales teams to hunt down and identify opportunities, shape compelling solutions, and close complex IT deals.
What You'll Be DoingProduct Expertise & Thought Leadership:
- Act as the subject matter expert for all IT & Cyber product area's (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 maximize 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 understand the products you're selling 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 (firewalls, EDR, SIEM), 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 SkillsCommunication & 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
Turn your IT expertise into commercial impact. Apply now.
Focus Group is committed to diversity and inclusion. We welcome applications from all backgrounds and will provide reasonable adjustments during the recruitment process.
Focus Group Ltd is committed to protecting all personal data in accordance with GDPR. All employees share responsibility for data protection. Report any concerns to your manager or Data Protection Officer.
