BFS Sales Manager/Director(Testing)

JKey Responsibilities:·

Business Development: Identify and target potential clients in need of testing and QA services, including functional, automation, performance, security and user acceptance testing (UAT).

· Sales Strategy: Develop and execute sales strategies to meet or exceed revenue goals. Stay updated with industry trends and emerging technologies in software testing.

· Client Engagement: Build and maintain relationships with key decision-makers, including CTOs, QA Managers, and Product Owners, to understand their needs and offer tailored solutions.

· Lead Generation: Generate leads through networking, attending industry events, referrals, and cold outreach.

· Solution Selling: Present, promote, and sell our portfolio of testing services, including manual testing, automated testing, and other QA solutions, to prospective clients.

· RFP & Proposal Writing: Lead the creation of proposals, RFP responses and solution presentations, ensuring alignment with client requirements and business objectives.

· Pipeline Management: Maintain and manage a robust sales pipeline, using CRM tools to track progress, forecast sales, and report key metrics to the leadership team.

· Collaboration: Work closely with delivery teams, pre-sales, and technical experts to ensure client satisfaction and smooth transition from sales to service delivery.

· Negotiation & Contracting: Manage contract negotiations and close deals while ensuring profitability and client satisfaction.

· Client Retention: Develop and maintain long-term relationships with clients, ensuring continued business and satisfaction with our testing services.

Qualifications:· Experience: Minimum of 8 years of experience in sales, specifically within the software testing/QA services industry, and 3 years of experience with BFS clients.

· Technical Knowledge: Strong understanding of software testing processes, tools, and methodologies (e.g. manual, automation, performance, and security testing).

· Sales Acumen: Proven ability to drive sales growth, with a history of meeting or exceeding sales targets in a competitive environment.

· Needs Development: Inquisitive and consultative style to be able to identify problems and develop needs and associated components of a business case.

· Communication Skills: Excellent English verbal and written communication skills, with the ability to understand complex client situations and present solutions to technical and non-technical stakeholders.

· Networking & Relationship Building: Ability to establish and nurture client relationships. An existing network of relevant testing professionals in BFS.· Sales Leadership: Ability to collaborate with delivery teams, pre-sales and technical experts to align sales strategy with operational capacity.

· CRM: Experience with CRM systems for tracking sales activity and pipeline management.· Education: Given the breadth of solution offerings, candidates are likely to possess a bachelor's degree in computer science plus a business qualification.

· Right to Work and Travel: right to reside and work in UK and ability to travel for business purposes in the rest of Europe.

---Preferred Skills:· Previous experience of managing lead generation through event attendance, running your own events and business development team contacting the market by email, social media and telephone.

· A second specialism in application development, especially in the digital channels arena.· Experience working with international clients, understanding cross-cultural nuances, and collaborating with Indian or Polish colleagues in offshore/nearshore delivery models.

· A deep understanding of the wider market, competitors and emerging trends (e.g. Agile, DevOps, AI in testing, cloud-based testing, cloud engineering, data infrastructure, AI use-cases).

· A good understanding of propositions that create annuity revenue, such as support or capacity-on-demand contract models.

· Knowledge of core banking and digital channels and related systems, especially associated with Temenos.· Experience with opensource testing tools and the Tricentis testing platform.

· Ability to analyse competitors' offerings and position the company's services uniquely to gain competitive advantage.

· European languages in addition to English.