Role Description At the forefront of global HR and Payroll solutions, this role offers the infrastructure, presence and brand for sales professionals to have true, global conversations with organisations about HR and Payroll transformation. You will work with your sales leadership team to define your individual territory plan, focusing new prospects across your region alongside technology partners. The types of deals that you get to work on will vary; but will typically be complex multi-stakeholder projects that take 6-12 months + and are worth £100k+ annually. Equally, it could be a longer, more complex, multi solution or country solution at several times the value. The focus is on UKI headquartered organisations that have 2000 employees and above in the region, though they can be much larger globally. With a world class induction programme, a leadership team offering best-in-breed expertise built from within ADP and the wider industry, and over 75 years of heritage and capability, the role offers the perfect platform for sales professionals to succeed and develop. Qualifications - Minimum five years' software field sales experience ideally within the HR Tech space - Track record of running a new business territory and winning new customers through a consultative sales approach - Experience of selling and demonstrating software to large customers with over 2000 employees - Structured sales process (whether with MEDDICC, Challenger or any other methodology) - Based in the UK with full right to work and driving licence - Experience with a variety of sales channels (online outreach / social selling, cold calling, meetings and events), with a structured approach, to generate net new business opportunities - A background of carrying and achieving / exceeding annual net new business annual quotas in excess of £1m+ - Track record of managing complex sales cycles and closing deals (£100k-500k+ of annual revenue) with global organisation Requirements - Prioritise and organise your individual territory plan, identifying prospects within companies who have over 2000 employees and opportunities to sell across ADP's HCM and Payroll portfolio - Organise your time; including prospecting, keeping CRM and admin updated, and undertaking on-site visits with prospects - Run structured and value-driven sales process that are consistent (using methods such as MEDDICC), and accurately forecasting to leaders and the team - Engage and collaborate with cross-departmentally with presales, business consultants, sales development and marketing (amongst others) Benefits - Highly competitive salary and compensation plan - An on-going, individualised, world class induction programme - offering both local and international training and development (including a live week in one of our international offices) - Realistic targets + valuable offerings = real earnings. We like to see our associates overachieving, and celebrate this regularly with early starts, quarterly and annual awards, clubs and trips. - Excellent support teams to help you get there! From marketing, to a full pre-sales and tech teams – everything is there to support you in discussions and confidence building - Comprehensive benefits programme including 25 days holiday, pension, healthcare and wellbeing benefits (and more)

• Utilize persuasive and consultative sales techniques to identify member needs and design their ideal vacation experiences. • Maintain high productivity in outbound call management, ensuring impeccable and efficient service that meets international standards. • Actively collaborate to exceed monthly sales targets, constantly raising the bar for the company's service standards. • Manage sensitive information with rigor, maintaining exceptional attention to detail in every transaction.

• Build, develop, and maintain strong relationships with distributors, retailers, and B2B customers across Caribbean territories. • Drive category growth through structured account plans, expansion initiatives, and identification of new business opportunities. • Lead commercial strategy execution to achieve sales targets, increase market share, and optimize channel performance. • Oversee order processing, forecasting alignment, inventory planning, and coordination with supply chain to ensure product availability and prevent stock-outs. • Coordinate and execute marketing initiatives, trade marketing activities, and local activations. • Monitor margins, pricing structures, and promotional investments to ensure sustainable profitability. • Follow up on receivables, monitor Days Sales Outstanding (DSO), and support credit evaluations. • Analyze competitive landscape, pricing trends, and category performance. • Work closely with supply chain, marketing, finance, and customer service teams. • Track KPIs and prepare regular business reviews with customers and internal stakeholders.

• Own the identification, development, and qualification of new enterprise customer opportunities (New Logo focus). • Proactively target named and white-space accounts through structured outbound activities, executive engagement, and partner collaboration. • Act as a front-end sales specialist, driving early-stage opportunity creation until handover to the Enterprise Account Executive for full deal execution. • Work hand-in-hand with Enterprise Account Executives, ensuring clear role separation, aligned account strategies, and seamless customer experience. • Build and maintain strong relationships with C-level and senior decision-makers in prospective enterprise customers. • Orchestrate discovery conversations to understand business challenges, security posture, and strategic priorities of new prospects. • Position SOPHOS’ value proposition convincingly in competitive and complex enterprise environments. • Leverage partners, marketing initiatives, events, and campaigns to accelerate new logo pipeline generation. • Apply and reinforce the SOPHOS Sales Methodology (MEDDPICC) consistently in the qualification phase. • Ensure accurate and timely documentation of all activities and opportunities in Salesforce (CRM). • Provide structured handover of qualified opportunities to Enterprise Account Executives. • Continuously gather market and competitor insights to support go-to-market strategy.