Sales Director, Long Tail Software

About Us

Established in 1987, QBS Software provides a platform for software companies and channel resellers to increase efficiency and achieve growth. We are a technology company with a focus on software – covering the enterprise, cloud and consumer markets. QBS has been named in both the annual Sunday Times HSBC International Track 200 showing significant annual compound growth, and the London Stock Exchange 1000 companies to inspire Britain.

The group is headquartered in London with 7 regional offices across Europe, has recently become B Corp accredited for meeting high standards of social and environmental performance, and is also independently certified by Planet Mark as net carbon neutral.

“Where great people work together” – we are looking for ambitious co‑workers to take our business to the next level. As an equal opportunities employer, we are committed to creating an inclusive and equitable environment for all our employees.

Sales Director, Long Tail Software – Ealing, London office.

Scaling our long tail software distribution business is one of our strategic growth initiatives. We are hiring a Sales Director to own QBS’s Long Tail Software sales strategy across EMEA, report directly to the Group CRO, and drive an individual‑contributor role of strategic importance.

• Shape and articulate a compelling vision for the future of Enterprise Software delivery, keeping ahead of market trends and evolving needs of partners.
• Own the development and continuous improvement of long tail software offerings, working with product IT and the Sales and Marketing teams to ensure the best market fit.
• Lead the transition from MVP Pilot to BIC with a scalable, repeatable process that can roll out across regions.
• Build a Sales and Marketing engagement plan for EMEA that enables staff and activates online presence.
• Create and execute a sales program and supporting playbooks that motivate Enterprise Resellers and GSIs to consolidate long tail spend through the platform.
• Develop and execute the plan to capture 100% of Long Tail spend in Enterprise Resellers and GSIs across EMEA.
• Identify and target the top 100 large enterprises across EMEA and work with aligned resellers to translate procurement challenges into QBS service offerings.
• Develop tools, playbooks and training materials to enable and motivate internal sales teams and partner sales teams.
• Identify new business opportunities and secure strategic software supply contracts across the Enterprise Partner base.
• Activate co‑sell motions with Enterprise Resellers and GSIs; develop service offerings aligned to partners’ objectives.
• Translate enterprise customer requirements into portal enhancements to simplify procurement and accelerate order processing.
• Work closely with product and IT to enhance portal capabilities and simplify procurement workflows.
• Build new partnerships with GSIs and deepen relationships with Enterprise Resellers.
• Create strong differentiated messaging, collateral and digital content to maximise brand awareness.
• Work with the HSM Alliances leader to create unique offerings that drive high‑volume marketplace transactions.
• Establish QBS as a thought leader through strategy innovation and market presence.
• Build and execute the sales enablement program across EMEA.
• Exceed revenue and profit targets for the region.
• Grow partnerships with Enterprise Resellers and GSIs across the region.
• Expand QBS’s long tail software delivery footprint across all regions.

• QBS is recognised as a thought leader in enterprise software delivery.
• Sales enablement program fully deployed across EMEA.
• Achieved or exceeded ambitious revenue and annual profit targets.
• Strong, growing partnerships with Enterprise Resellers and GSIs.
• Expanded long tail software delivery footprint across all regions.

• Experience in end‑user software sales, especially long tail procurement.
• Deep understanding of enterprise procurement processes and workflows.
• Strong sales and marketing know‑how.
• Experience in taking as‑a‑service products to market.

• Commercial know‑how around software market, pricing…