Senior Services Sales Specialist

Job description

Job title: Senior Services Sales Specialist

Location: Reading (hybrid work available)

Benefits: Private Healthcare, Pension, 25 days holiday rising to 30 over 5 years, Group Life Insurance, Income Protection, Gym Discounts, Employee of the Quarter, Employee Referral program and many more.

Are you an experienced IT Services Sales Specialist who can identify, shape and win strategic customer opportunities?

XMA is looking for a Senior Services Sales Specialist with experience selling IT or Managed Services, ideally across areas such as Managed Services, Service Desk, Device Lifecycle/DMaaS or Digital Workplace. You'll build and manage your own pipeline, identify opportunities and lead strategic services sales through to close, working closely with technical teams to shape the right proposition for customers.

At XMA, technology is only part of the story. Our success is built on talented people who are passionate about making a difference for customers, communities, and each other. For over 40 years, we've helped organisations across the UK unlock the power of technology. Today, we're one of the UK's leading independent technology partners, delivering innovative solutions that drive real-world outcomes across the public and private sectors. We believe in empowering our people to grow, challenge themselves, and achieve their ambitions. When you join us, you'll be part of a collaborative team where ideas are valued, development is encouraged, and your contribution has a genuine impact.

Together, we turn ambition into achievement.

What you'll be doing: Senior Services Sales Specialist

• Develop and manage a pipeline of large, strategic services opportunities
• Build strong relationships with customers and senior stakeholders, acting as a trusted services advisor
• Identify opportunities across Managed Services, Service Desk, Device Lifecycle/DMaaS, Digital Workplace and wider IT Services
• Understand customer challenges and business outcomes, then shape the right services proposition
• Work closely with Account Management, Solution Architects, Delivery, Commercial and other internal teams to build compelling propositions
• Lead and contribute to strategic tenders and complex bids
• Help define win themes, value propositions and differentiators within tender responses
• Contribute to bid/no-bid decisions and ensure opportunities are commercially viable
• Support tender responses, customer presentations, clarification meetings and negotiations
• Understand the commercial aspects of services, including margin, profitability, risk and contractual commitments
• Develop relationships across Public Sector, Local Government and Corporate/Mid-Market customers
• Engage with senior stakeholders including CIOs, CTOs and Procurement teams
• Maintain accurate pipeline, forecasting and opportunity management

What we're looking for: Senior Services Sales Specialist

We're looking for someone who is commercially minded, consultative and sales-driven, with a proven track record of selling IT Services and Managed Services.

You'll ideally have:

• Proven experience selling IT Services / Managed Services in the UK
• Experience working for an MSP, Managed Services Provider or IT Services business
• A strong track record of developing and closing complex, high-value opportunities
• Experience working on strategic tenders and bids, including contributing to bid writing and tender responses
• Experience with Public Sector frameworks, Local Government and/or Corporate customers
• Strong commercial understanding of services, including profitability, risk and pricing
• The confidence to engage with senior and C-suite stakeholders
• Strong consultative selling, negotiation and deal-shaping skills
• The ability to work collaboratively with technical and delivery teams without needing to be the technical expert yourself

This is a role for someone who gets excited by the big opportunities - the complex, strategic deals where you need to understand the customer's business, spot the opportunity, build the proposition and bring the right people together to win it. You should be comfortable owning your pipeline, having commercial conversations with customers and shaping opportunities from early discovery through to tender and close.

Inclusion at XMA

At XMA, we believe that diverse perspectives, experiences and backgrounds make us stronger. We are committed to creating a workplace where everyone feels respected, valued and empowered to be their authentic selves. We foster an inclusive culture where colleagues can thrive, regardless of age, disability, gender identity, race, ethnicity, religion or belief, sexual orientation, neurodiversity, caring responsibilities, socioeconomic background or any other aspect of their identity. Our goal is to ensure every employee has the opportunity to grow, contribute and succeed in an environment built on fairness, respect and belonging.

We know that creating an inclusive workplace is an ongoing journey, and we are committed to listening, learning and taking meaningful action to ensure all our people can achieve their full potential.

Disability Confident Leader

Government's Disability Confident scheme. This reflects our commitment to removing barriers and ensuring disabled people have equal opportunities to join, develop and progress within our organisation.

As part of this commitment, we operate a Guaranteed Interview Scheme, offering an interview to candidates with a disability who meet the essential criteria for the role.

We will always consider reasonable adjustments throughout the recruitment process and during employment to ensure candidates and colleagues can fully participate and perform at their best. If you require any adjustments during the application or interview process, please contact us at (url removed), and we will be happy to support you.

Keywords: IT Services Sales, Managed Services Sales, Services Sales Specialist, B2B Technology Sales, Consultative Sales, Bid Management, Tender Response, Customer Solutions

Reference 225691698