Sales Director (DACH)

Job Summary

The Sales Director, our most senior IC role, will be responsible for managing, structuring, and negotiating complex, high-value deals with key prospects (T1 & T2) within the Telecom market. The objective of this position is to drive sales in the region assigned to you (DACH), where you are expected to target and engage key Telecom’s and in doing so build robust multi-faceted stakeholder relationships. You are expected to identify, qualify, develop and convert new opportunities, including both initial land deals as well as expansion deals with your key accounts. This role is highly visible across the organization and has cross functional interaction with all business units, including Presales, Customer Success, Marketing, Product Management, Delivery, and Finance.

We are looking for a tenacious individual with real drive and enthusiasm to transform our customer’s business challenges into solutions and business value.  The role is perfect for someone inherently curious; a person that loves what they do and who devours information related to their field to which they operate, their profession and their craft; they read about, enthuse about it, and talk with passion to whoever will listen.

As a Sales Director, you will be responsible for unearthing and understanding customers' business needs and effectively communicating how IQGeo’s solutions can address those needs. You will work closely with the leadership team to drive revenue growth by providing consultative guidance, high level product pitches and general brand awareness. Your role is instrumental in building trusted customer relationships, leading to a qualified pipeline of legitimacy and substance.

Our hybrid working policy allows for remote working. However, regular travel (at least once a month) to meet onsite with the key stakeholders of your customers, as well as with other IQGeo employees located in one of our Centers of Excellence (Ghent, Frankfurt, or Cambridge) is expected.  

Supervisory Responsibilities

• None

Duties/Responsibilities

• Accountability and generation of new leads and opportunities in your target market/s utilizing best practice methods augmented by creativity, OOTB thinking and daring.
• With high energy and belief - engage with multiple customer contacts (shop floor to C-Suite) within a given account, ensuring that multiple trusted points of contact are established – so avoiding the risks of ‘single point selling’.
• Create and execute account plans, mutual engagement plans and winning strategies (we use the Value Selling Framework®) for key accounts in your territory.
• Become a trusted advisor for your accounts – value which is centered around a good understanding of the Telecommunications space - more precisely; planning, construction and operations (and sales) of a fixed access network.
• Orchestration of the full deal lifecycle to the final booking process in line with revenue recognition rules and policies to attain recognizable software subscription licenses (ACV), underpinned by the necessary professional services (partner or internal) to successfully implement IQGeo’s software platform in line with the customers defined business requirements - with vision for a multi-year relationship.
• Present comprehensive solutions and establish a value-based vision predicated on solving a customer’s business challenges, including ROI scenarios.
• To defend and negotiate commercial terms at senior levels of the customer’s organization.
• Accurately forecast sales revenue, based on in-depth understanding and sound judgment and considering revenue recognition implications. 2025 will present a strong focus on linearity.
• Work with the Alliances and Channels leadership to develop and nurture partner relationships to facilitate and foster stronger, faster sales engagements with target accounts - allowing scale at pace.
• Curating value engineering exercises in line with the customers ‘north star’ narrative - articulating IQGeo’s business value in the customers language – through their lens.
• To proactively develop a robust understanding of the competitive landscape - building, documenting and sharing this information within the company.
• To work closely with Marketing and Business Development to drive territory brand awareness and pipeline generation.
• Achieve the agreed sales target.
• Domestic and international travel expected.

Required Skills/Abilities

• Minimum of 5 years of experience closing enterprise Software, SaaS, or PaaS deals.
• Proven Sales experience with regular overachievement of sales targets and driving new business
• Must be a natural ‘storyteller’- believable and credible in a boardroom.
• Possess a strong network of executive relationships within your given territory.
• A thorough understanding of Enterprise Solutions Sales.
• Understanding of telecom networks.
• Strategic sales skills to manage large complex and global accounts.
• Experience of working for a global organization.
• Knowledge of complex software applications.
• Excellent sales and customer service skills.
• Excellent organizational skills and attention to detail.
• Excellent time management skills with a proven ability to meet deadlines.

Education and Experience

• Bachelor’s degree in Business or related field or equivalent experience