Head of EMEA Sales; Telco Software

M  Partners is running a confidential search for a Head of EMEA Sales / VP Sales EMEA to join a small-mid sized software vendor that sells complex solutions to Telco Service Providers globally.

The role will manage a small team and will be a player-manager role, so regular traveling will be expected.

The role will define the sales strategy for the organisation, and be responsible for the sales strategy, tactics, and action plans to attract, engage, and win new business across all territories.

Your duties will include collaborating with existing customers, establishing new leads, and converting opportunities into revenue-generating accounts. You will be leading the sales team by example to drive accuracy in forecasting, achievements in target areas, and ongoing success in existing accounts.

Your role is crucial to drive business profitability and key commercial growth strategies.

• Strong experience selling complex Telco software to Service Providers internationally
• Leadership experience; we are looking for a player-manager who can manage 5-10 individual contributors and personally manage some key accounts
• Basic knowledge of Finance and Accounting principles
• Demonstrable evidence of leading the commercial direction of a business, with a history of overachieving targets
• Experience selling software solutions in the Telco space (any of OSS, VAS, IMS, Service Assurance, BSS, Charging, RAN, Loyalty, Network Security, Core Networks)
• Familiarity with best practice forecasting and strategic sales planning processes.
• Very comfortable with using CRM systems (Salesforce advantageous).
• Fluent in English (other languages are a plus)

• Excellent communication skills; oral and written communications to technical, business and executive audiences. Including effective remote and in-person demonstration and presentation techniques.
• Strong facilitation skills, with an ability to collaborate and drive progress with individuals and teams across the business.
• Comfortable working with, learning about, and understanding complex business solutions.

• Driving organisational sales activities and ensuring strong customer engagement on all fronts.
• Identifying new sales opportunities by leveraging contacts, industry knowledge, and working closely with internal teams.
• Responsibility for maintaining the organisation’s territory/customer sales attack plans, and implementing appropriate sales and marketing strategies to achieve them.
• Establishing sales objectives through accurate forecasting; projecting expected sales volume and profit for existing and new products, and regularly reviewing/forecasting performance.
• Maintaining sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.
• Monitoring costs, competition, and supply and demand.
• Drives Marketing plan in-line with Sales strategy and development initiatives
• Forging strong internal business partnerships to deliver customer expectations and solutions.
• Establishing consistent sales development to maximize competitive position and generate strong margin contributions across customer brand(s).
• Conferring with leadership to review achievements and discuss required changes in product and sales strategies to achieve sales goals and objectives.
• Developing and negotiating contracts with customers and their procurement teams.
• Ensuring accountability from all sales professionals and support staff.
• Working with partners in relation to lead and revenue generation.

• Bachelor’s or master’s degree level

• Candidate must be eligible to work in either the UK or the EU without work permit sponsorship

Please ignore the salary stated on the job board - the salary is flexible for the right person