Location: UK, with travel to customers and partners
Reporting to: VP Global Sales
Contract: Permanent, full-time
About Pelion
Pelion makes IoT connectivity effortless for connected businesses. We provide secure, resilient and scalable connectivity, supported by the expertise customers need to deploy, manage and grow their connected services.
Our existing UK public sector business includes UK rail and Technology Enabled Care (TEC), alongside other applications. We are seeking a commercial leader to build on that foundation and accelerate profitable growth.
The opportunity
You will own Pelion’s UK public sector market strategy and lead its commercial execution.
Your mandate is to deepen our position in established sectors, develop selected adjacent markets and turn customer experience into propositions that can be sold repeatedly. You will identify where Pelion can win, recommend the investment required and personally progress strategic opportunities.
The remit covers England, Scotland, Wales and Northern Ireland, including public bodies and the partners and service providers supplying them. Priorities will reflect customer demand, Pelion’s competitive strengths and commercial potential.
This is a hands-on leadership role combining market development, customer acquisition, partnerships and ownership of our UK public sector framework portfolio.
What you will do
Set the UK market strategy
Assess our existing business and prioritise the sectors, customer segments and use cases offering the strongest growth opportunities. Develop a focused commercial plan covering established markets, adjacent opportunities, investment requirements and measurable outcomes.
Develop repeatable sector propositions
Build on Pelion’s experience in UK rail, TEC and other relevant applications. Work with customers, Product, Solutions and Operations to translate operational needs into differentiated propositions, credible business cases and referenceable outcomes.
Win and expand business
Originate, develop and close strategic opportunities. Build relationships with operational sponsors, budget holders, technical decision-makers and procurement teams. Coordinate growth plans with existing account owners and deliver agreed bookings, revenue and gross-profit targets.
Build effective partnerships
Develop relationships with integrators, equipment manufacturers and service providers that strengthen Pelion’s offer or access to UK public sector customers. Establish clear commercial roles and joint opportunities.
Own framework strategy and management
Own the commercial performance and ongoing management of Pelion’s UK public sector framework portfolio. Lead applications, renewals and recompetitions; manage relationships with framework authorities; and coordinate reporting, pricing updates and other obligations with the responsible internal teams.
Create a commercial plan for each priority framework and lead the qualification and bid strategy for relevant call-offs and competitions. Assess additional frameworks against customer demand, likely returns and participation costs.
Mobilise Pelion for delivery
Translate market requirements into clear internal priorities. Work across technical, operational, security, finance and legal teams to ensure proposals are deliverable and commercially sustainable. Give leadership clear recommendations on investment, opportunity quality and risk.
What you will bring
- Demonstrated commercial success in UK rail, TEC, healthcare or a comparable sector with complex buying processes and demanding operational requirements.
- Evidence of expanding an established sector position and developing new opportunities into repeatable business.
- Personal accountability for sales outcomes, supported by demonstrable revenue, margin and customer expansion results.
- Consultative technology sales experience, preferably in connectivity, telecoms, IoT or closely related services.
- Experience shaping sector propositions and building partnerships that generate measurable business.
- Practical UK public sector framework experience, covering ongoing management and the conversion of framework access into contracts.
- Understanding of relevant procurement processes and differences in buying arrangements across UK jurisdictions.
- The ability to influence cross-functional teams, make evidence-based choices and personally drive execution.
Depth in one relevant UK sector is essential, together with evidence that you can apply your experience to another segment. We value demonstrated results and clear personal contribution.
What success looks like
You will establish a focused UK growth plan, create and convert qualified opportunities, strengthen Pelion’s position in priority sectors and improve the commercial return from our framework portfolio.
Success will be measured through profitable growth, repeatable customer wins, productive partnerships and disciplined framework management.
You will report to the VP Global Sales and work closely with account management, Product, Solutions, Operations, Marketing, Finance and Legal.