Sales Director - Telecoms, Italy

IQGeo

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 (Italy), where you are expected to target and engage key Telecoms and 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.

Responsibilities:

1. Accountability and generation of new leads and opportunities in your target market/s utilizing best practice methods augmented by creativity, OOTB thinking, and daring.
2. Engage with multiple customer contacts (shop floor to C-Suite) within a given account, ensuring that multiple trusted points of contact are established.
3. Create and execute account plans, mutual engagement plans, and winning strategies for key accounts in your territory.
4. Become a trusted advisor for your accounts with a good understanding of the Telecommunications space.
5. Orchestrate the full deal lifecycle to the final booking process in line with revenue recognition rules and policies.
6. Present comprehensive solutions and establish a value-based vision predicated on solving a customer’s business challenges, including ROI scenarios.
7. Defend and negotiate commercial terms at senior levels of the customer’s organization.
8. Accurately forecast sales revenue, based on in-depth understanding and sound judgment.
9. Work with the Alliances and Channels leadership to develop and nurture partner relationships.
10. Curate value engineering exercises aligned with the customer's vision.
11. Develop a robust understanding of the competitive landscape.
12. Work closely with Marketing and Business Development to drive territory brand awareness and pipeline generation.
13. Achieve the agreed sales target.
14. Domestic and international travel expected.

Required Skills/Abilities:

1. Minimum of 5 years of experience closing enterprise Software, Saa S, or Paa S deals.
2. Proven sales experience with regular overachievement of sales targets.
3. Natural storyteller - believable and credible in a boardroom.
4. Strong network of executive relationships within your given territory.
5. Thorough understanding of Enterprise Solutions Sales and telecom networks.
6. Strategic sales skills to manage large complex and global accounts.
7. Experience working for a global organization.
8. Knowledge of complex software applications.
9. Excellent sales and customer service skills.
10. Excellent organizational skills and attention to detail.
11. Excellent time management skills with a proven ability to meet deadlines.
12. Fluency in English & Italian is required; Spanish language skills would be helpful.

Education and Experience:

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

Flexible Working: We support hybrid and flexible working arrangements for all employees. We understand that life for many people involves school runs, caregiving, or exercising.

About IQGeo: IQGeo is based in Cambridge, UK with regional offices in the United States, Canada, Belgium, Germany, Malaysia, and Japan. We are supported by a global network of highly skilled partners. Originally founded as Ubisense Ltd in 2002, the IQGeo brand was launched in January 2019 after the company was split into two separate businesses. Led by a team of geospatial technology pioneers, the IQGeo Platform software was first launched in 2010 and has an impressive pedigree in the telco, communications, and utility industries.