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Hybrid Cloud Solutions Sales Specialist

Job Specification

Location: At our offices in Victoria Quays, Sheffield, S2 5SY, UK / remote

Salary: Competitive + commission plan

Reporting to: Sales & Marketing Director

The role: The DeeperThanBlue sales team are seeking a Hybrid Cloud (Middleware) Solutions Sales Specialist. In this role, you will support our strategy to promote our solutions which cover Cloud Integration and Cloud Native applications development, Business Process Automation, Application Infrastructure, Cloud Hosting and Support Services. This is a new business role securing new clients for DeeperThanBlue. As a Hybrid Cloud –  Sales Specialist, you will be responsible for building strategic relationships with executives and key business leaders to promote solutions. We’ll need you to have experience working with medium to large enterprise accounts and selling cloud and middleware solutions.


  • Work in a fast paced sales environment
  • Work with the sales team to plan the overall Hybrid Cloud – Middleware strategy within a defined territory/ industry
  • Work with our partners (IBM) enterprise sales teams to ensure DeeperThanBlue Middleware solutions become the first choice for our joint (strategic) customers
  • Works with the Marketing team to develop and execute programs to drive pipeline & close deals
  • Develop and deliver custom sales presentations and demonstrations.
  • Guide the customer from the initial adoption of Middleware from basic Application Server technology and grow the account to include Rules Engines, Business Process Management platforms, Integration Bus, Enterprise Messaging, and Portals, etc.
  • Gain the trust of senior IT and business executives within key accounts and create long-term partnerships with them to become their trusted advisor
  • Develops sales best practices securing repeatable and expansive opportunities across new named accounts
  • Forecast and Report on leads and opportunity progression on a frequent basis to the Sales Director
  • Annual Revenue – Achieve/exceed quota targets


  • A self-starter, who thrives under pressure to achieve challenging goals
  • Excellent questioning, qualification and closing skills
  • The individual will have the ability to identify appropriate sales strategies and execute to a sales plan
  • Skilful objection handling techniques and ability to operate at all levels in an organisation
  • Strong communication skills, notably being able to explain value propositions to identified key decision-makers
  • Ability to operate in a fast-paced environment
  • Knowledge of MS-Office tools, principally Outlook, Excel, Powerpoint, and Word
  • Degree or equivalent is preferred
  • 4+ years of experience in a solutions sales role
  • 3+ years of experience focused on enterprise middleware like IBM WebSphere, Oracle Fusion/ Weblogic, Red Hat JBoss Middleware
  • Background in consultative customer engagement with a middleware software provider or on the sales team of a middleware software reseller
  • Broad experience with enterprise middleware technologies
  • Proven successful sales experience in this market and consistent quota achievement
  • Outstanding communication skills, both written and verbal; ability to present to senior executives at large organisations
  • Ability to sell solutions in a multi-product environment
  • Proven ability to work with a cross-functional teams and achieve success for customers
  • Balance of strategic and tactical skills


  • Strong communication and time management skills
  • Well organised team player
  • Desire and drive to progress through the organisation
  • Self-motivation
  • Confident telephone manner
  • Display a positive attitude



To apply, email your CV to [email protected] with ‘Hybrid Cloud Solutions Sales Specialist’ in the email title.