Sales Director

Job Title: Sales Director - MTI

Location: London or York Offices (Hybrid)

Contract Type: Permanent – excellent benefits; part of the global Ricoh Family

MTI

MTI provides award-winning, end-to-end technology solutions and services in cyber security and data centre for over 35 years. MTI has 250+ staff, with offices across the UK, France and Germany. MTI was acquired by Ricoh in 2020 as part of their transformation into a global digital services company. As part of the Ricoh family, MTI benefits from access to a much broader set of specialist IT services and significant technical resources available on a global scale.

More information can be found at mti.com

The Role

The Sales Director will own MTI’s entire go-to-market strategy, leading our core sales teams. This role is ideal for a proven leader who can balance short-term commercial performance with long-term customer value creation. You will inspire and coach a talented sales organisation to move beyond transaction-based selling and engage customers at a strategic level, positioning MTI as a trusted services partner in shaping their technology roadmap.

Key Areas of Responsibility

The main responsibilities are detailed below, although the post holder would also be expected to perform any other duties which might reasonably be required by the business.

• Commercial Leadership: Own revenue-generating functions — from sales performance to customer retention and account expansion
• Strategic Go-to-Market: Define and execute a coherent, value-led GTM strategy that reflects MTI’s services-first ethos
• Team Development: Coach and mentor, the sales team, fostering a culture of consultative selling and customer engagement at senior levels
• Customer Engagement: Actively participate in strategic customer meetings, helping to articulate MTI’s value proposition and deepen executive relationships
• Performance Transformation: Shift the team mindset from “in-month forecasting” to pipeline development and long-term strategic account growth
• Collaboration: Work closely with Marketing, Service Delivery, and Technical teams to ensure alignment across customer lifecycle touchpoints
• Talent Strategy: Leverage the UK market to ensure MTI are employing high-calibre sales talent and strengthen the commercial capability of the organisation

Strategic Leadership

• Provide executive oversight and alignment of operations across the business units
• Drive operational excellence and scalable growth across all services, ensuring strong collaboration between support teams
• Support the Board in executing the company’s strategic objectives

Quality & Standards

• Drive a culture of continuous improvement, standardisation, and regulatory compliance

Role Requirements

• Think creatively and suggest innovative approaches and solutions
• Proven experience leading commercial or revenue functions in the UK technology services market (ideally within cyber security, cloud, or data centre services)
• Strong background in services-led or consultative sales models
• Demonstrated success in transforming sales cultures and improving sales effectiveness.
• Excellent executive communication and stakeholder engagement skills.
• A track record of crafting and executing GTM strategies that drive revenue growth and margin improvement.
• Ability to balance strategic vision with executional discipline
• Established network of senior sales professionals and industry contacts.
• Strategic thinker
• Collaborative leader able to manage complex stakeholder environments
• Proactive, resilient, and accountable

What Success Look Like

• Sales teams consistently focusing on long-term customer outcomes rather than short-term deals
• Increased multi-year, services-based revenue streams
• A motivated, high-performing sales function that understands and sells MTI’s true value
• Executive relationships across MTI’s key accounts.

As part of the Ricoh family, MTI benefits from access to a much broader set of specialist IT services and significant technical resources available on a global scale. As a key constituent in Ricoh’s IT services growth and investment strategy, the MTI group of companies are developing an expanded and enhanced portfolio of services aimed at gaining market share while helping their customers accelerate and de-risk their own transformation plans. MTI has capabilities and services that support a wide range of technologies and customer objectives. MTI is one of the most technically accredited solutions providers across with highly experienced consultants and project managers to ensure excellent project outcomes as well as offering a set of well-resourced and scalable managed services. By employing proven methodologies, best practices and adopting a consultative approach, underpinned with operational excellence gained through thousands of client engagements. MTI helps its customers solve business challenges, by providing secure, compliant management of their applications, data, infrastructure, and systems environments.