Regional Sales Director - EMEA South

Category: Consulting

Location:

The Regional Sales Director – EMEA South (RSD) is responsible for driving the sales process and outcomes in Spain and Portugal, with growing responsibility in France: planning and leading the closing of sales opportunities across the region, spanning Infoverity's full service portfolio of master data management, data governance, data quality, data integration, and AI and Analytics. The role reports to the Country Manager, EMEA South.

Key responsibilities

New business development

Prospect for potential new clients acrossIberia, with opportunistic pursuit in France

Identify potential clients and the decisionmakers within the client organization

Research and build relationships with newclients

Set up meetings between client decision makersand company's department leaders

Plan approaches and solutions, collaboratingwith colleagues to develop proposals that speak to the client's needs,concerns, and objectives

Own the full pursuit cycle: qualification,scoping coordination with delivery and presales, proposal development, andpursuit operations through to close

Develop vertical-specific value propositions andaccount strategies, adapting Infoverity's positioning to the priorities andbuying dynamics of each target industry

Develop pipeline for AI and Analytics servicesalongside core enterprise data management, positioning data foundations as theenabler of AI initiatives

Participate in pricing the solution/service

Handle objections by clarifying and emphasizingagreements, working through differences to arrive at a positive conclusion

Negotiate and influence clients on engagementmatters, using a variety of styles to persuade or negotiate appropriately

Present an image that mirrors that of the clientand our firm

Client retention andaccount management

Present new products and services and enhanceexisting relationships

Work with Infoverity technical staff and otherinternal colleagues to meet client needs

Arrange and participate in internal and externalclient debriefs

Engage as the Client Partner in clientengagements, forming part of the steering committee

Network within existing clients and identifypotential new opportunities

Partner management

Network and build relationships with softwarepartners

Establish joint pipeline and account managementcadence calls with partner representatives

Identify target accounts and formulate jointaccount strategies and plans

Help drive messaging, attendance, and subjectmatter expertise to regional partner events

Business developmentplanning

Attend industry functions, such as associationevents and conferences, and provide feedback and information on market andcreative trends

Present to and consult with mid and senior levelmanagement on business trends with a view to developing new services, products,and distribution channels

Identify opportunities for campaigns, services,and distribution channels that will lead to an increase in sales

Using knowledge of the market and competitors,identify and develop the company's unique selling propositions anddifferentiators

Management and research

Ensure that data is accurately entered andmanaged within Salesforce.com

Report out progress weekly with the leadershipteam

Forecast sales targets and ensure they are met

Track and record activity on accounts and helpto close deals to meet these targets

Work with marketing staff to ensure thatprerequisites (such as prequalification or getting on a vendor list) arefulfilled within a timely manner

Present business development training andmentoring to internal staff

Research and develop a thorough understanding ofthe company's people and capabilities

Understand the company's goals, culture, andpurpose

Requirements

Minimum of three years of experience sellingservices for a global consulting firm

Demonstrated industry knowledge in at least twoof 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 achievingannual quotas of €5M+ as an individual contributor in professional servicessales. Services and consulting quota is required; software license sales quotadoes not qualify

First-year bookings expectation of €1M+, with aclear path to grow the territory and quota toward your historical levels

Demonstrated ability to build relationships atall levels within client accounts

Demonstrated ability to identify and sell newproject opportunities, and to own opportunities end-to-end from qualificationthrough proposal to close

Possesses qualities of both a self-starter andteam player

Native or bilingual Spanish; full professionalfluency in English

•Willingness to travel

Candidate must be living in Spain

Valued qualifications

Knowledge and ability with systems integrationand data management concepts (MDM, data governance, data quality, dataintegration, analytics and AI)

Experience leading formal RFP responses andpublic tender processes

Experience selling AI, analytics or dataservices

French language skills, given growingresponsibility in the French market. Portuguese and Italian are also valued

Benefits
•Full-time contract

Remote position, being available to visit theoffice when necessary

•Variable compensation program

Worldwide collaboration with top domain experts

Goals and career plan review every semester

•Team-building activities
We at Infoverity valuethe diversity of our team and stand for equal opportunity andnon-discrimination. We respect all differences from person to person, visibleor not.

DetailsOriginally posted on Himalayas