Regional Sales Manager - EMEA

Echodyne is seeking a Regional Sales Manager to join our fast-growing team.

If you want to make an impact, develop a territory, and are a challenger, we want to hear from you!

RESPONSIBILITIES

• Identify, develop and qualify new business opportunities and drive deals from start to finish
• Build and maintain an opportunity pipeline and provide weekly sales forecasts
• Develop the overall capture strategy
• Identify internal and external support needed and cultivate strategic partnerships
• Orchestrate solution implementation at the customer site as needed to maintain high satisfaction levels
• Conduct high-level conversations with senior executives within prospective accounts
• Establish, develop and maintain relationships with key decision-makers
• Lead the development of customer profiles, including customer needs, issues, hopes, and biases
• Lead and coordinate competitive assessments, determining the strengths and weaknesses of Echodyne solutions and potential competitors in the defence marketplace
• Build mutually-beneficial relationships with defence-focused Integrators and Resellers
• Consistently achieve and/or exceed revenue targets and KPIs and be well-compensated for doing so
• Conduct on-site demonstrations of the product and represent Echodyne at conferences and test sites
• Manage customer relationships beyond the close to ensure expansion and renewal of business
• Keep track of closed deals and win-loss performance and share your insights and challenges so the team can move faster, improve, and sell more!
• Other related tasks required to fulfill the needs of the business

REQUIRED SKILLS / EXPERIENCE

• Exceptional performance selling into defence and security markets
• Experience integrating products with Video Management Systems used by leading customers
• Proven track record of capturing net new business across the region and exceeding quota
• Organized and detail oriented with excellent follow up skills
• Strong technical acumen and the ability to clearly communicate technical concepts to diverse audiences
• Ability to develop a regional sales plan that aligns with the broader corporate strategy
• Excellent forecasting and qualification skills
• Experienced in owning meetings and presentations with executive level stakeholders across the region
• Demonstrated success selling into large regional programs with cross functional partners
• Ability to travel up to 50%

DESIRED SKILLS / EXPERIENCE
(Looking for one or more as a complement to the core skills)

• Bachelor of Science degree; preferably in Engineering/Science discipline (with MBA a plus)
• Experience selling physical security solutions and hardware
• Experience selling to and through value added partners/integrators
• Experience selling into the defence sector

QUALIFICATIONS

• 5 years (minimum) of full-cycle, complex field sales
• 2 years of experience selling into the defence sector