Sales Director Southern Europe - Telco BSS Software

Our client is a nimble Telecoms software vendor that is looking for someone to upsell and cross-sell to existing accounts. 

The role holder will be responsible for generating new sales revenue streams by developing existing accounts through sales strategies, tactics, and action plans. The role holder will demonstrate that they can achieve key strategic objectives, including winning significant contracts through developing and building profitable relationships and understanding market and customer trends.

The role holder will be responsible for closing deals and negotiating renewals with Telecoms Service Providers and MVNO clients internationally. They will lead and execute contract negotiations to a successful conclusion by partnering with key stakeholders within the business.  Contracts typically range in value from £1m to £5m.

Their core values are central to who they are and how they do business.  

You will be expected to collaborate positively, have a passion to succeed, be prepared to take smart risks, possess leadership qualities, be able to flex your expertise and use your strong sense of customer focus to exceed expectations every day. 

Locations: Madrid

Role Responsibilities 

Sales Development 

• Create and maintain a high-quality, sustainable pipeline, creating a platform for a successful quarter-on-quarter budget attainment 

• Maintain sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors
• Drive territory activities and ensures strong customer engagement on all fronts
• Actively participate in the company’s business development strategy within the context of existing accounts
• Build our client’s brand in major Telco Service Providers, MVNO and MVNE accounts at an executive level
• Engage effectively at a senior level within the target prospects and internally
• Keep abreast of technological changes relating to billing systems across the relevant markets 
• Confer with leadership to review achievements and discuss required changes in product and sales strategies
• Work together with Pre-Sales to propose innovative technical and commercial solutions for customers
• Contribute to the Bid Management processes in response to RFP’s received 

Sales Deliverables

• Progress prospects through a sales process to win at least one significant contract per year. The Sales cycle is typically between 6 and 24 months
• Look for innovative commercial solutions that work well for both prospects and our client
• Contract deals based on the group and the company guidelines and ensuring relevant Managed Services and Professional Services ratios can be delivered

Knowledge and Skills

• Proven Account Management experience (ideally in the Telecoms area or as a minimum Enterprise B2B software)
• Proven track record in meeting and exceeding goals and sales targets
• Experienced in managing complex sales processes in a structured manner
• Have an established network in the industry
• Ability to engage both at a business and technical level, internally and externally
• Experience in leveraging System Integrators and solution partners to drive revenue growth
• Up to speed with the latest 5G, IOT, Connectivity concepts, and can translate these into value propositions for customers
• Understanding of cloud-based solution architectures
• Self-motivated and confident in delivering results to generate year-on-year revenue 
• Naturally resilient and is driven by challenge and ambiguity
• Responds well to pressure, looking for positive actions to create solutions
• Ability to readily visualise an end game early in a prospect engagement and alter the approach appropriately to meet the needs of the customer requirements
• Highly articulate with the ability to communicate at C Level and a range of stakeholders
• Seeks out and develops relationships at the C-level 
• Knowledge of managed service operations
• Strong presentation and high-level demonstration capabilities
• Ability to quickly understand a customer’s business and their technical drivers and convert them into a substantive company value proposition that will achieve recurring revenue