Head of Sales - Business Applications

What you'll be doing:

Own and evolve the end-to-end sales approach across Dynamics 365 (BC, CE, Power Platform)
Redefine how we qualify, shape, and win opportunities — anchored in outcomes, not products
Lead complex, high-value deals from early engagement through to close
Personally drive deep discovery with senior stakeholders (CEO, CFO, COO level)
Translate messy, unclear business problems into structured solution narratives
Ensure every proposal tells a clear story:
• What’s broken
• Why it matters
• What changes
• What it’s worth
Build a consistent way of working across the team:
• How we run discovery
• How we shape solutions
• How we position value
• Partner closely with Solution Architects and delivery to:
• • Bring credibility into the sales cycle early
  • Ensure what’s sold is real, deliverable, and scalable
  • Avoid the classic disconnect between sales and delivery
  • Improve win rates through:
  • • Better qualification
    • Better positioning
    • Better thinking
    • Coach and develop a team that:
    • • Leads with curiosity
      • Is comfortable challenging clients
      • Thinks commercially, not just tactically

The kind of problems you’ll solve

You’ll constantly walk into situations where:

The client thinks they need a system — but doesn’t understand the real issue

Multiple stakeholders want different outcomes

Processes are unclear, undocumented, or broken

Technology is fragmented across the business

The commercial case isn’t fully formed

Your job is not to sell into that, Your job is to make sense of it.

To:

Break down how the business actually works (not how it’s described)

Challenge assumptions where needed

Create clarity where there isn’t any

Shape a path forward that is both credible and commercially strong

What sets you apart

You don’t lead with “solutions” - you lead with understanding
You’re comfortable sitting in ambiguity and working towards clarity
You can challenge senior stakeholders without losing trust
You connect technology decisions to real business outcomes (growth, cost, risk)
You know how to structure complex conversations and keep control of them
You understand how business applications actually impact operations (not just IT)
You can balance:
• Customer needs
• Commercial reality
• Delivery constraints
• You spot weak opportunities early - and either reshape them or walk away
• You care more about winning the right deals than winning more deals

Your impact:

You’ll define how sales works at Infinity Group - not just manage it
You’ll materially improve win rate and deal quality
You’ll shape how customers perceive us:
from “provider” → “partner”
You’ll reduce risk in what we sell by tightening alignment with delivery
You’ll build a team that clients actually trust

What it's like here:

Ambitious, but not political
High standards, but pragmatic
People who care about doing things properly — not just hitting numbers
You’ll get:
Real ownership of how sales evolves
Freedom to change things that don’t work
A team open to being challenged and developed
Direct access to leadership and influence over direction

What you get:

Unlimited annual leave
Private healthcare, life assurance, company shares
Electric car scheme
Flexible / remote working (with access to Tunbridge Wells & Paddington)
Team and company socials, including Illuminate Awards