Presales Team Leader

Company Overview

IRIS has over 120,000 UK and international customers with 80% having a tenure of five or more years. IRIS is the largest third-party online filer with the UK Government. Ninety-one of the top 100 UK accountancy firms and 50 of the top 100 US CPA firms use IRIS software. Circa 20% of the UK’s workforce is paid by IRIS payroll offerings. More than 850,000 UK employees are managed by IRIS HR solutions. Over 11,000 UK schools and academies use IRIS, with four million parents and guardians using IRIS apps to connect with their children’s school; 300 million messages are delivered between schools and parents each year, and over £15 million transactional payments are processed every month. IRIS is placed in the Grant Thornton Sunday Times Top Track 250 and the Megabuyte50.

IRIS is backed by Hg, Europe’s leading software investor and is committed to helping build IRIS as an ambitious business. Its support includes a dedicated operations innovation team which provides practical support to management teams to help them realise their growth ambitions.

Purpose of Job

Overseeing and managing a team of professionals who are responsible for the early stages of the sales process, including discovery calls with prospects, product demonstrations, identifying potential clients, and internal sales enablement and accreditation programs. The Presales Team Leader is responsible for ensuring that the presales team within the allotted business sector operates effectively and efficiently, as well as coordinating with others within the organisation, such as marketing, product development, and Professional Services. The primary goal is to provide the sales team with the resources and information needed to close deals successfully, and to assist other business sectors as deemed appropriate by Presales Senior Management.

Main Responsibilities

Presales Team Leader responsibilities as follows:

• Responsible for accreditation program for both sales and partner channels.
• Working with the Head of Market Insight, responsible for overseeing the updating of battle cards.
• Provided extraordinary levels of customer service working with Renewals and Customer Success teams.
• Planning new line reports development and induction.
• In-depth product knowledge, capable of “deep dive” product demonstrations.
• Pro-actively working strategically with market sector product specialists and heads of department for HCM, ACC and EDU, planning campaign and webinar activity for the quarter.
• Working with the Bids and Tenders Manager with RFI & RFP work planning, timelines and accountability.
• Participate in sales planning and strategic initiatives that create pipeline, cross selling using Pathways tool, and drive competitive displacements.
• Participate in planning of industry events including trade shows e.g. NEC.
• Showpad content review and sign off, allocation of Team Channel questions e.g. IMPACT ZONE.
• Timely reporting on pipeline and KPI’s, demo tracking and enablement numbers, as well as forecasting and team utilisation matrix.
• Effectively communicate the presales business unit’s instructions from senior members of staff and actively support the Presales Manager.
• Line report appraisals/development and appropriate HR admin and objective setting.

2. Person specification

Qualifications

Degree or above, including GCSE Maths and English C

Knowledge/Experience

• Deep understanding of IRIS Elements and IRIS Accountancy Suite
• Understanding of Financial Accounting FRS, Group Accounts, CT600 and SA100 Tax
• Commercial Market awareness
• Compelling presentation skills, including technical communication
• Professional Managerial Training
• Presales Strategy planning

Key Competencies

• Commercial Awareness
• Problem-solving
• Planning & Organizing
• Influence & Persuasion
• Team Management
• Teamwork