Head Of Sales - Technology, Media & Telecommunications

Who we're looking for
This is a Sales strategy leadership role within our Sales and Marketing function, requiring an experienced, credible and highly motivated Senior Manager Team Leader to lead in each of our Industry areas. The individual will be responsible for working with the Leader of Industry to develop and execute a sales strategy for the industry. The role will also work alongside the Head of Marketing for Industry to co-create the go-to-market strategy and the resulting plan against the desired market outcomes for the Industry profile.
This role sits within the Sales capability, part of Sales & Marketing and covers all aspects of professional services marketing and sales support. Sales and Marketing work together with the Clients & Markets Executive to build and sustain competitive advantage. The Sales capability operates with a culture focused on client-centricity and our clients issues, ensuring we are operating with a commercial mindset and a consistent level of quality and excellence in all we do.
Reporting to the Sales and Marketing Industries Director and working closely with the relevant Leader of Industry, this role will be crucial in the ability for the firm to drive growth through ensuring a strong Industry voice within our clients and the suitable relevance of our propositions.
The role will lead the specific Industry business development team supporting across pipeline management and markets activations as well as line managing the account drivers supporting the priority accounts in their area, so an understanding of the different skills across the Sales capability and the associated KPIs is essential. A similar understanding of the firms wider go to market strategy, Growth Accelerators, will ensure XLoS sales opportunities are activated across market sectors.
This role line manages the aligned industry sales team as well as performing a trusted advisor role to the Leader of Industry, so experience of leading teams and a proven track record of delivering a broad mix of Sales enablement programmes and/ or account management is expected. You will need to be a role model to other team members with the ability to coach, develop and inspire junior team members to become highly effective market specialists.
Responsibilities

Create and execute the Industry based sales strategy and work collectively with the Head of Industry Marketing to provide a seamless Sales and Marketing go to market strategy which is XLoS and inclusive of our growth accelerators, platforms and Alliance Partners.

Have a clear strategy for relationship development and account penetration of the Board accounts within the Industry portfolio.

Deliver campaign activation across the wider PCP portfolio aligned to the strategic objectives of the Industry and the firm. This involves working with the wider business development team, specifically the growth activator and campaigns team to execute world class sales campaigns through aligning campaign activity to Industry hot topics and game changing scenarios.

Drive the PCP programme including leading and managing Senior Manager (Demand Management) staff aligned to TMT Markets Industry, overseeing the planning and execution of Account plans and link to LoS, regions and Growth Accelerators.

Own the active pipeline management for the Industry, supporting on the identification of Must Win opportunities and their inclusion in the firmwide programme.

Lead the embedding of relationship insight from across the Industry board portfolio into must win identification and wider opportunity qualification and support.

Act as a specialist adviser to the Leader of Industry on the sales response to key market drivers, providing strategic analysis, support, and challenge on the required sales dynamics to create a successful sales platform within the Industry.

Sustain an advanced knowledge of the Industry and sub sector markets, their key drivers and expected trends and a view of the key stakeholders within the client portfolio

Collaborate as a member of the Industry Sales and Marketing Leadership Team; aligning common activity and strategic issues with other areas of the business including through your global industry network.

Ensure there is an effective forum for the Industry community to share client insight, opportunity and pipeline themes and trends and wider thought leadership.

Lead the aligned Business Development team and ensure the team are providing best practice support to both the sector and Industry, to drive campaign excellence and robust pipeline management, through the introduction of powerful Industry based insight.

Role model best practice sales behaviours across the wider sales capability, including collaborating across and within account portfolios, and supporting pursuit excellence alongside the bids and proposals team.

Managing the pipeline cadence across the Industry effectively, and providing insight, support and challenge across the pipeline.

Proactively using Salesforce to drive sales strategy, increase winning behaviours and focusing on whitespace possibilities for campaign targeting.

Using campaigns best practice on Industry based sales campaigns and ensuring there is a strong industry voice in xLoS campaigns and sales sprints.

Working closely with Industry marketing to ensure we have a coherent link between marketing campaigns and sales activation.

Ensures appropriate governance over commercial risk decisions with third parties in relation to sales and marketing activity in the industry

Define what strategic intimate client forums are necessary to sustain the voice and profile of PwC in the sector/Industry which enables PwC sustaining the right to win in relevant sectors.

Leads with the Leader of Industry on key industry bodies to drive opportunities through engagement plans.

May be asked to attend client meetings, client feedback sessions and support PCP Accounts as appropriate.

Work with the sales capability leaders to design and deliver a programme to support the development of a sales culture within the Industry. This will address the way we motivate, empower and upskill the practice through training programmes, self-serve bidding materials and sharing insights.

Play a leading role as a senior member of the Sales capability in Sales & Marketing, working closely with the capability leadership team.

Contribute to the wider leadership team of the Sales and Marketing function

Lead by example on Sales excellence, including Salesforce adoption

Career coach senior managers of the capability and across the Sales and marketing functionWider contribution to the implementation of the Sales and Marketing go-to-market