AI, Regional Sales Managers, Based UK

Case Study: Strategic Headhunting for Regional Sales Managers in Intelligent Automation Solutions

Background and Challenge

This US-based tech vendor specializing in intelligent automation solutions—covering robotic process automation (RPA), process analytics, governance, anti-fraud, digital signature, and mobile capture—sought to expand its footprint in the UK based Banking & Finance, Utilities, and Government sectors.

The company needed Regional Sales Managers with deep experience managing lines of business within these verticals to target large enterprise clients effectively.

The key recruitment challenge was identifying candidates who could:

• Sell complex technology solutions in a consultative, enterprise-scale sales environment

• Conduct high-level discovery to understand customer needs and business pain points extensively

• Influence and shift customer thinking toward digital transformation and process automation

• Navigate long sales cycles and multiple stakeholders typical of large enterprise deals

Recruiting Strategy and Approach

Recognizing the specialized nature of the roles and the niche skill set required, a targeted headhunting approach was employed:

• Market Mapping: A thorough mapping of professionals currently in senior sales roles within companies that offered intelligent automation, digital transformation, enterprise software, or related technology in London and the broader UK was conducted.

• Sector Specialization: Focus was placed on candidates with experience selling in Banking & Finance, Utilities, and Government sectors, ensuring sector knowledge and established networks.

• Competency Assessment: Candidates were evaluated not just on sales performance but on their consultative selling capabilities, ability to perform strategic discovery, and proven influence on executive decision-making.

• Stakeholder Engagement: Initial contact carefully crafted to highlight the strategic importance of the role and the sophistication of the company’s product portfolio, engaging senior sales talent looking for a high-impact leadership challenge.

Outcome and Results

Three key hires were made within a 3-month timeframe:

• Hire 1: A Regional Sales Manager with 10+ years in Banking & Finance technology sales, with a proven track record of consultative selling to C-suite executives and managing complex enterprise deals.

• Hire 2: A seasoned Utilities sector sales leader experienced in driving digital transformation initiatives through automation and analytics technologies.

• Hire 3: A Government sector specialist with a background in securing large-scale contracts through governance and compliance-based value propositions.

Each hire exceeded initial sales targets and played a pivotal role in expanding the company’s footprint into core verticals by:

• Performing deep discovery sessions that uncovered previously unaddressed automation opportunities

• Shifting customer mindsets toward embracing intelligent automation as a strategic imperative rather than a cost-saving tool

• Building trusted advisory relationships with senior enterprise stakeholders, shortening sales cycles and increasing deal sizes

  
  

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