Head of Technical Sales and Partnerships - Scotland

Our client helps organizations achieve net zero through energy management, building decarbonisation, and cyber-secure smart solutions.

Based in Central Scotland they combine sustainability expertise with IoT / OT security to reduce emissions and enhance resilience.

Role Summary

The Head of Technical Sales and Partnerships is a key role responsible for driving revenue growth through technical solution selling and strategic partnerships.

This position blends deep technical expertise with business acumen to lead go-to-market strategies, manage the full sales cycle, and cultivate long-term, high-impact partnerships that align with the company's strategic objectives.

Key Responsibilities

Technical Sales Leadership

• Own the full sales cycle: market mapping, pipeline creation, proposal development, negotiation, and customer retention.
• Lead revenue generation for technical offerings such as lab services, equipment rentals, and specialized infrastructure.
• Develop pricing models, statements of work (SOWs), and term sheets tailored to customer needs.
• Collaborate with operations to forecast demand, optimize resource utilization, and ensure seamless delivery.

Strategic Partnerships

• Identify, initiate, and manage strategic partnerships across startups, academia, enterprise R&D, and national labs.
• Build and maintain strong, long-term relationships with partners to support business growth.
• Develop and execute a comprehensive partnership strategy aligned with company goals.
• Negotiate partnership agreements ensuring mutual value and strategic alignment.

Required Skills & Qualifications

• Bachelor's degree in Engineering, Business, or related field (MBA preferred).
• Proven experience in technical sales, preferably in high-tech or emerging technology sectors, with an understanding of the Built environment.
• Some knowledge of OT / IoT security & privacy for smart estates - building IoT / BMS vulnerability assessments would be a distinct advantage.
• Strong understanding of solution selling and technical product positioning.
• Demonstrated success in developing and managing strategic partnerships.
• Excellent negotiation, communication, and relationship-building skills.
• Ability to lead cross-functional teams and manage complex projects.
• Analytical mindset with experience in data-driven decision-making.
• Ambitious, career driven.

Package / Benefits

• Competitive Salary (flexible to attract the right person)
• Commission - Market leading commission structure
• Car Allowance
• Pension
• Death in Service
• Holidays - 25 days plus stats

Plus additional benefits

Details to be discussed during interview.

Equal Opportunity Statement

We are committed to ensuring that all job applicants are treated equally, without discrimination because of gender, sexual orientation, marital or civil partner status, gender reassignment, race, colour, nationality, ethnic or national origin, religion or belief, disability or age.