Head of Digital Workplace

POSITION DETAILS:

Position Title:

Reports to (POSITION):

Team:

Department:

PURPOSE OF JOB:

The Head of Digital Workspace within the Solutions Team is tasked with driving the sales strategy and proposition development to ensure Bytes achieves its business objectives. This role combines effective leadership with the development and mentorship of a team of Solution Specialists focused on proactive sales activities. The goal is to generate new business and cross-sale opportunities within both new and existing accounts, ultimately driving growth and success for the company.

To be successful in the role key activities will include, but are not limited to:

• Team Leadership. Developing and fostering a high-performance, results oriented, positive and collaborative team culture. Leading, mentoring and coaching a team of Solution Specialists, who are focused on valuable proactive sales activity.
• Sales/Financial Performance Management. Meeting and exceeding financial targets and KPIs set by the business.  Regularly reviewing customer engagement and sales performance to drive continuous improvement and growth.  Ensure all staff effectively maintain information in CRM to support central visibility and management of the business. 
• Customer Sales. Lead by example to proactively uncover, develop and lead opportunities alongside the account manager.  Focus on driving net new opportunities in new customers as well as via whitespace and cross sale into existing accounts. Build and maintain key relationships with Divisional Sales Directors, strategic customers and vendors.
• Proposition Development. Working collaboratively across the Solutions Team, Operations, Sales, customers, vendors, and partners, to innovate and refine solutions that will meet evolving customer and market requirements.
• Sales Enablement. Developing and efficiently delivering effective sales enablement, which aligns with the overall proposition and Bytes’ overarching sales and marketing strategy.
• Marketing Strategy Support. Actively support the overall proposition and Bytes marketing plans and activities to generate new ideas and maximise how Bytes reach customers and prospects.
• Market Research. Stay informed about the technology landscape, market trends and customer needs across the Digital Workspace arena to constantly innovate and keep Bytes relevant and competitive.

Function Specific Attributes:

• Develop and oversee the execution of the Digital Workspace proposition, go-to-market, and sales development plans across the following key areas: Endpoint & Device Management (client hardware and VDI solutions); Employee Productivity & Task Automation (focused on Microsoft 365 and Copilot); Secure Productivity; and Insights, Adoption & Change Management.
• Work collaboratively with stakeholders across the organisation to develop and refine Bytes managed services, vendor associations, and strategic partners aligned to Digital Workspace to drive customer engagement, and annuity-based income.

KEY RESPONSIBILITIES:

• Create and set a clear proposition/sub-proposition mission statements, technology focus areas, and ongoing sales strategies that support Bytes’ overall long-term business goals.
• Support high-quality talent acquisition and management, including succession planning, and individual Personal Development Plans that align to company KPIs and objectives.
• Work strategically with Bytes Sales Managers and Divisional Sales Directors to build sales enablement plans, ensuring the messaging aligns with the overall proposition and marketing strategy.
• Ensure the team’s focus is on customer engagement, especially net new and cross-sale opportunities. Uncovering opportunities via proactive whitespace, sales enablement, vendor account manager engagement, and responding to inbound requests from account managers.
• Ensure opportunities are proactively managed, alongside the account manager, through to closure.
• Ensure relationships with key customers are maintained throughout the team, to ensure excellent customer engagement and increased new opportunity generation.
• Build and maintain a rolling 12-month opportunity pipeline of 4x annual GP target.
• Stay updated on the latest trends and products within proposition area, and ensure the wider team have a deep understanding of offerings to effectively and credibly position to account managers and customers.
• Identify, qualify, develop, and sponsor new services, solutions and hi-potential vendors that will enhance or extend Bytes’ value proposition, revenue streams, and profitability.
• Consistently drive positive performance and motivation across the wider team.
• Ensure full visibility and tracking of opportunities and engagements across the team within CRM.
• Support the creation of collateral and customer materials to support the sales process.
• Work collaboratively within team to build “thought leadership” content to enhance Bytes’ standing in the market with customers, vendors, and distribution.
• Coach and mentor team members, providing training, feedback, and support to enhance their sales and management skills.
• Provide effective management reporting and visibility across peers and senior stakeholders regarding proposition performance against target.
• Build and document proposals for customers, including content for RFPs where required.
• Attend strategic customer Quarterly Business Reviews (QBRs).
• Attend priority vendor QBRs
• Regarding strategic vendors aligned to proposition area, support development and execution of sales targets, business plans, marketing plans, customer prospecting, vendor incentives, and renewals management.

• The description above reflects the core responsibilities/activities of the role but is not intended to be all-inclusive; other duties may be required in addition to changes in the emphasis of duties as required by the business from time to time.

Function Specific Attributes:

• Work with strategic vendors, primarily Microsoft, to build and execute a sales and marketing plan, coupled with sales enablement, that aligns to Bytes’ wider business goals and growth strategy.
• Understand how core Microsoft products and licensing programmes underpin the Digital Workspace proposition and develop strategies within each sub-proposition area that will help drive customer acquisition and licensing upsell across Microsoft 365 E3, E5 and Copilot.
• Maintain an understanding of Microsoft funding programmes and applicability to enabling and driving Digital Workspace opportunities.  This would include but is not limited to AMM, ECIF and CSI.
• Work closely with the Security and Networking proposition areas to ensure collaboration across teams and synergies are exploited within Secure Productivity and Unified Communication areas of Digital Workplace.

INDIVIDUAL RESPONSIBILITIES:

• Team Leadership & Development. Set direction for the team and provide oversight relating to resource planning, and skills development. Coach team members through growth mindset, challenge individuals to maximise their full potential and drive innovation.

• Sales/Financial Performance Management. Set financial and performance targets for team members. Review the data sets available, adjust where necessary, and provide consistent updates both up channel and to the team, to ensure targets are met or exceeded. Expect and drive the team to use Bytes systems to their best capacity (CRM, SmartInfo, Compass, Teams etc).
• Personal Performance Management. Understand the personal goals and aspirations of individuals direct reports and actively support career progression. Ensure all individuals across the team have OKRs and Personal Development Plans. Review these regularly to ensure personal/business goals are met, individuals are taking personal performance responsibility and continue to plan for future growth.
• Customer Sales. Be a customer-facing resource for our top clients and an indirect resource for team members to utilise where necessary. Ensure LEARN methodology is adopted throughout each opportunity. Lead by example to demonstrate Bytes wider portfolio outside of main proposition area.
• Proposition Development. Maintain knowledge of key vendors, partners, services, customer challenges, use cases, trends and competitors to ensure Bytes is focusing and innovating in the right areas.
• Sales Enablement. Support and coach team members on sales enablement and ensure messaging is consistent.  Continuously review and refine approach to sales enablement to enhance productivity and effectiveness across sales teams and overlays.
• Marketing. Contribute to the marketing plan with internal and external ideas, market research, vendor focus areas, emerging trends, and timely collateral updates. Actively promote the Bytes brand via internal and external channels (blogs, podcasts, socials, thought leadership keynotes etc).
• Vendor/Partner Management. Develop, maintain and nurture key stakeholder relationships within aligned vendor and partner community.

QUALIFICATIONS, EXPERIENCE, & SKILLS: 

Educational Qualifications:

• Batchelor’s Degree in technology or business management.

DESIRABLE

Years of Experience

• Five (5) years+ of demonstrable sales experience within the software technology industry.
• Previous Team Management Experience (Minimum 2 years).

ESSENTIAL

ESSENTIAL

Other Requirements

• Commercial and technology understanding in digital workspace and related technologies.
• Understanding of AI and ideally Microsoft Copilot.
• Ability to pitch Bytes Value and key focus areas.
• High-level understanding of two or more of: Security, Public Cloud (Azure or AWS), Hybrid Infrastructure (including data, storage, and platforms), Networking, FinOps, AI, Data Analytics, Automation, Software Asset Management, or Service Management.

ESSENTIAL

DESIRABLE

ESSENTIAL

ESSENTIAL

CORE Competencies & SKILLS – BASED ON POSITION AND GRADE

• Excellent leadership and management skills with demonstrable experience in leading and coaching a team.
• Commercial acumen and ability to construct and drive negotiated outcomes to achieve positive results.
• Track record of meeting and exceeding sales targets.
• Excellent communication and interpersonal skills.
• Able to work under pressure and meet deadlines.
• Excellent organisational skills - able to manage and prioritise and tasks and time of self and others.
• Able to manage sensitive and sometimes confidential information.
• Able to demonstrate initiative and a proactive approach to activities and tasks.
• Able to work with business and technical stakeholders within Bytes, customers, and vendors.