Head of Sales

il y a 6 heures

Gent, Belgique IQGeo Temps plein

The Head of Sales - EMEA will be responsible for managing, structuring, and negotiating complex, high-value custom deals with key clients in the Utility and Telco markets. The objective of this position is to manage the European Geospatial sales team and ensure that IQGeo exceeds its orders targets in telco, utility, fiber, and related markets. The position will be goaled upon targeting the top European telcos, fiber and utilities, qualify them, rapidly build a qualified pipeline and close deals in line with targets. This role is highly visible across the organization and has cross functional interaction with all business units, including Marketing, Development, CSO, and Finance. In addition, Sales has an important broader function, ensuring the strategic development of the organization, and leadership for its employees.

The Sales Function is responsible for driving the go to market plan and sales delivery in the EMEA region, meeting annual sales and profitability targets, as defined by the Company. In addition, this role has an important broader function, ensuring the strategic development of the business and leadership for its employees.

**Supervisory Responsibilities**
- Will supervise and direct a small team of Sales Directors

**Duties/Responsibilities**
- Cold call into greenfield accounts.
- Develop prospects through LinkedIn and other social platforms.
- Build a confident pipeline or leads and opportunities in the target market utilizing best practice methods.
- Manage and close deals focused on software licenses and M&S, with vision for a multi-year relationship.
- Qualify prospects
- Create and execute account plans and strategies (we use the Value Selling Framework®) to close new business.
- Present comprehensive business solutions, including customer returns on investment and negotiate terms at senior levels of the customer’s organization.
- Accurately forecast sales revenue, based on in-depth understanding and sound judgment, taking into account revenue recognition implications.
- Prepare RFP responses and strategy.
- Perform other related duties, as assigned.

**Required Skills/Abilities**
- Minimum of 5 years of experience closing enterprise Software, SaaS, or PaaS deals.
- Proven Sales experience.
- Excellent complex and strategic selling skills are essential, since the primary target is large enterprise-size companies.
- Thorough understanding of Enterprise Solutions Sales.
- Understanding of telecoM/Fiber/utility networks.
- Can demonstrate ability to manage multiple complex, global deals.
- Polished, executive presence; represents organization as confident, professional.
- Presents effectively in person, verbally and in writing.
- Strong analytical and problem-solving skills.
- Ability to prioritize tasks and to delegate them when appropriate.
- Ability to function well in a high-paced, fast growth environment.

**Education and Experience**
- Bachelor’s degree in Business or related field.
- Minimum of 5 years of experience closing enterprise Software, SaaS, or PaaS deals.

It would be preferred that this role is based at our offices in Ghent, Belgium. However, we would be open to considering suitable applicants based in Germany or the UK.

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