Regional Sales Director – Southeast

ABOUT CLIENT

Client is a European leader in optical networking and secured connectivity solutions for service providers, enterprises and public organizations around the world.

Client designs, develops and manufactures high-performance solutions with cutting-edge software used to deliver high-bandwidth connectivity and managed services in over 70 countries worldwide.

Client leads in the areas of:

• Advanced coherent optical networking for all metropolitan, regional, long‑distance and datacenter interconnection applications
• Secured connectivity solutions for enterprises, from voice and data routing devices to Secure Access Service Edge (SASE) capabilities, including ZTNA, SD-WAN, and SSE.

Client operates globally and is listed on Euronext Paris (FR0011466069 - EKI).

THE ROLE

The Regional Sales Director will own the commercial development of the assigned territory and be accountable for revenue, bookings and pipeline growth. The role combines new-logo hunting, strategic account development and consultative selling to Service Providers, Data Centers and Colocation providers. The successful candidate will build senior customer relationships and position Client as a long-term technology partner across optical transport, IP networking and cybersecurity/SASE solutions.

KEY RESPONSIBILITIES

Territory Strategy & Revenue Growth

• Develop and execute a territory business plan aligned with Client' North American growth objectives.
• Own revenue, bookings, pipeline and forecast objectives for the territory.
• Prioritize target accounts, define account strategies and build a sustainable pipeline of qualified opportunities.

New Business Development

• Identify, qualify and develop new-logo opportunities within Service Providers, Data Centers and Colocation providers.
• Prospect actively and create new customer relationships rather than relying solely on existing accounts or inbound opportunities.
• Build relationships with C-level, engineering, network architecture, procurement and commercial decision-makers.
• Drive the complete sales cycle from prospecting and qualification through solution definition, negotiation and closing.

Strategic Account Development

• Expand Client' footprint within existing customers and develop multi-level, multi-solution relationships.
• Develop account plans for strategic customers and identify cross-selling and expansion opportunities.
• Understand customer business objectives, network architectures, technology roadmaps and investment priorities.

Customer Engagement & Solution Selling

• Maintain frequent customer engagement through in-person and virtual meetings; strong customer visibility is essential.
• Present Client' products, solutions and technology roadmap to technical and executive audiences.
• Translate customer requirements into compelling technical and commercial propositions using a consultative, value-based approach.
• Monitor competitive activity, customer trends and market developments and feed relevant intelligence back to Client.

Internal Collaboration

• Work closely with Sales Engineering, Product Management, Product Marketing and Customer Support to develop winning solutions.
• Represent the voice of the customer internally and drive customer requirements through the Client organization.
• Coordinate internal resources for RFIs, RFPs, technical requirements, demonstrations and commercial proposals.
• Ensure effective transition from opportunity close to implementation and customer success.

Pipeline, Forecasting & Reporting

• Maintain disciplined opportunity management and accurate pipeline information in Salesforce.
• Provide weekly visibility on pipeline, opportunities, customer activities, competitive developments and next actions.
• Maintain accurate quarterly and annual forecasts and proactively identify risks, gaps and corrective actions.

EXPERIENCE & QUALIFICATIONS

• 5+ years of successful quota-carrying sales experience in telecommunications, networking or technology.
• Proven track record selling to Service Providers, Data Centers, Colocation providers or other network-intensive organizations.
• Experience selling WDM/optical transport, IP networking or related telecommunications solutions strongly preferred.
• Established relationships with relevant customers and decision-makers in the assigned territory highly desirable.
• Bachelor's degree in Business, Engineering, Telecommunications or a related discipline; Master's degree is a plus.

TECHNICAL KNOWLEDGE

• Strong understanding of the Telecommunications / Service Provider / Data Center ecosystem.
• Good knowledge of DWDM / optical transport, IP / Ethernet, MPLS, SDN and Data Center networking.
• Awareness of network automation, virtualization, SD-WAN and cybersecurity/SASE is a plus.
• Good understanding of market trends, competitive technologies and major industry players.

KEY COMPETENCIES

• Hunter mentality and strong new-business-development orientation.
• Consultative and value-based selling approach.
• Strong commercial negotiation, presentation and closing skills.
• Ability to engage credibly with technical experts and senior executives.
• Excellent customer relationship and stakeholder management capabilities.
• Results-oriented, accountable, self-motivated and comfortable working autonomously.
• Strong analytical, problem-solving, organizational and communication skills.
• Ability to collaborate effectively within a global, cross-functional organization.

TOOLS & SYSTEMS

• Proficiency with Salesforce CRM or equivalent CRM platforms.
• Proficiency with Microsoft 365, including PowerPoint, Excel and Word.

SUCCESS IN THE ROLE

• Achievement of agreed quarterly and annual revenue and bookings targets.
• Sustained growth of qualified pipeline and conversion of opportunities into orders.
• New customer acquisition and development of strategic accounts.
• Expansion of Client' solution footprint within key customers.
• High-quality forecasting and disciplined CRM management.
• Strong customer engagement and development of long-term strategic relationships.