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JOB PURPOSE:
Clients best-of-breed Kubernetes-basedCloud Native Platformcombines 1-click application onboarding with declarative, context-aware workload placement, pinning your applications and services to automated policies. It provides a fully declarative GUI that requires no expertise to operate or self-serve. This means a low/no-code experience, no hunting or hardcoding, which drastically reduces your time to outcome across, integration, training, application onboarding and lifecycle management.
This section should summarize the purpose of the role, its level of business responsibility and strategic input to the business.
Responsible for managing Sales for the Europe region together with Europe Sales Heads. Accountable for growth in the regions along with managing partner GTM and direct sales. Role may have Direct Reports added to it, based on growth delivered and future market potential captured.
Having developed one of the worlds most advanced Telco grade Cloud Native Platform, Orchestrator and one of the highest-performant Software-Defined-Storage products; we are now looking to bring our high-performance, industry leading products to an increasing number of mobile operators and Cloud Services Providers across the world.
RESPONSIBILITIES:
Responsible for delivering OB and Revenue targets for the region for TSP Cloud Sales.
To support our rapid growth, the Clients Telco cloud business is seeking motivated, knowledgeable, Telecom software and cloud sales and pre-sales professionals to join the team and bring the power of our products to the telecom industry and support our customers in a growing number of use-cases.
Develop a grounds-up, specific sales plan for the region, with a clear path to achieving the OB and Revenue targets.
Ensure appropriate demand generation, pipeline/funnel and conversion to yield targets.
Collaborate with region dedicated pre-sales/solution-engineering to Win new deals.
Develop, maintain and leverage partner and GTM relationships to create a multiplier for GTM.
Have a disciplined and transparent reporting ethos, with clear and timely reporting of the weekly sales activities and progress in the region.
SKILLS AND EXPERIENCE:
15+ years of professional experience in leadership roles, consultative On-PremiseCloudsoftware product Sales, Hyperconverged Infrastructure (HCI) at scale (SAAS, PAAS). Experience inVMware, Redhatis a plus.
Of this, at least last 5 years to be in-region experience specifically aroundsales for Cloud, Orchestration and Virtualisation/HCI sales in Telco/SP Market.
Demonstrable senior stakeholder contacts in the region with potential Telecom and Service Provider customers.
Technical background along with Engineering Degree.
Experience managing and growing cross-disciplinary organizations, including Sales, Pre-Sales and collaborating with Engineering, and Customer Success.
MBA or equivalent degree is preferred.
Fluent in English, any other European language, especially Spanish is an advantage.
Demonstrable and proven relevant Telecom/CSP CxO network with ability to initiate conversations at the Top levels of customer & partner decision making.
Track record in the last 5 years of having closed multiple cloud software deals. Should be able to clearly articulate the specific role the candidate played in the deals.
Strong oral and written communication and presentation skills. Candidate will be expected to represent the organization from time to time at Industry events and forums and must have the relevant skills to be a brand-ambassador.
Clear understanding of business fundamentals and financials. Must have gravitas and ability to directly engage internal and external senior stakeholders in articulate, business relevant conversations. Be able to build a customer facing Business Case/TCO and marry it with internal commercial models.
Ability to thrive in an entrepreneurial, cross-functional, diverse team of colleagues. Ability to navigate ambiguity and lead to positive outcomes for the business.
Manage cross-functional matrix team.
Ability to communicate clearly and persuasively, driving commitment across teams and peers.
Confidence in an environment of cross-functional collaboration, partnership, and leadership.
KEY INTERFACES FOR ROLE:
This section should identify the key interfaces with other roles/departments/customers the role holder has / required to have for this position.
Executive Management (Global Sales Head, BU President/CEO, CRO).
Pre-Sales.
Marketing.
Customer Success.
Engineering.
Finance, Legal, Governance
KEY PERFORMANCE INDICATORS:
These are quantifiable measures used to evaluate the success of the individual in this role. These should be tied to the performance objectives for the person in the role.
Pipeline Generation and Progression.
Order Book Target Achievement.
Revenue Target Achievement.
Reporting accuracy & discipline including SFDC and Pipeline management.
Leadership KPIs as defined by Client.
