Regional Sales Director – EMEA South
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Job Description
Regional Sales Director driving enterprise data management and AI consulting sales in Spain, Portugal, and France. Owning regional pursuits, partnerships, client relationships, and €5M+ quotas.
Responsibilities:
- Drive the sales process and outcomes in Spain and Portugal, with growing responsibility in France
- Plan and lead the closing of sales opportunities across EMEA South
- Sell Infoverity's services in master data management, data governance, data quality, data integration, and AI and Analytics
- Prospect for potential new clients across Iberia, with opportunistic pursuit in France
- Identify potential clients and decision makers within client organizations
- Research and build relationships with new clients
- Set up meetings between client decision makers and company department leaders
- Develop proposals and solutions with colleagues based on client needs and objectives
- Own the full pursuit cycle from qualification and scoping through proposal development, pursuit operations, and close
- Develop vertical-specific value propositions and account strategies
- Develop pipeline for AI and Analytics services alongside enterprise data management
- Participate in solution/service pricing
- Handle objections and negotiate engagement matters with clients
- Present an image that mirrors the client and the firm
- Present new products and services and enhance existing client relationships
- Work with technical staff and internal colleagues to meet client needs
- Arrange and participate in internal and external client debriefs
- Engage as Client Partner in client engagements and serve on steering committees
- Network within existing clients and identify new opportunities
- Build relationships with software partners
- Establish joint pipeline and account management cadence calls with partner representatives
- Identify target accounts and formulate joint account strategies and plans
- Support messaging, attendance, and subject matter expertise for regional partner events
- Attend industry functions and provide market and trend feedback
- Consult with mid- and senior-level management on business trends and new services, products, and distribution channels
- Identify opportunities for campaigns, services, and distribution channels to increase sales
- Develop company differentiators and unique selling propositions using market and competitor knowledge
- Maintain accurate data in Salesforce.com
- Report progress weekly to the leadership team
- Forecast and achieve sales targets
- Track account activity and help close deals
- Coordinate with marketing to fulfill prerequisites such as prequalification and vendor-list registration
- Present business development training and mentoring to internal staff
- Research and understand the company's people and capabilities, goals, culture, and purpose
Requirements:
- Minimum of three years of experience selling services for a global consulting firm
- Demonstrated industry knowledge in at least two of Infoverity's priority verticals for the region: banking and insurance, retail and consumer goods, manufacturing and industrial, energy and utilities, or public sector, including familiarity with sector-specific data challenges, regulatory drivers, and buying processes
- Proven track record of carrying and achieving annual quotas of €5M+ as an individual contributor in professional services sales; services and consulting quota is required, software license sales quota does not qualify
- First-year bookings expectation of €1M+, with a clear path to grow the territory and quota toward historical levels
- Demonstrated ability to build relationships at all levels within client accounts
- Demonstrated ability to identify and sell new project opportunities and own opportunities end-to-end from qualification through proposal to close
- Possesses qualities of both a self-starter and team player
- Native or bilingual Spanish
- Full professional fluency in English
- Willingness to travel
- Candidate must be living in Spain
- Knowledge and ability with systems integration and data management concepts (MDM, data governance, data quality, data integration, analytics and AI)
- Experience leading formal RFP responses and public tender processes
- Experience selling AI, analytics or data services
- French language skills given growing responsibility in the French market
- Portuguese and Italian are also valued
Benefits:
- Variable compensation program
- Worldwide collaboration with top domain experts
- Goals and career plan review every semester
- Team-building activities
- Remote position, being available to visit the office when necessary
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