Sales Director

This is a fully remote position, open to applicants in Italy.

📋 Description

• Foster initial customer interactions and develop executive sponsorship within intricate purchasing committees.

• Methodically generate new leads and opportunities in the target market utilizing contemporary enterprise prospecting and partner/channel strategies, as applicable.

• Manage the complete enterprise sales cycle: discovery, solution alignment, business case/ROI, pilots/POCs, proposal, negotiation, and closure—with a focus on establishing multi-year relationships and growth.

• Formulate and implement strategic account plans (utilizing the ValueSelling Framework®) to secure new business and enhance existing accounts.

• Assess opportunities and align them with customer priorities across planning/engineering, field operations, construction, IT, and security stakeholders.

• Deliver comprehensive solutions (including AI-enabled features where relevant), articulate unique value, and clearly communicate roadmap advancements.

• Navigate through enterprise procurement, legal, privacy, and security review processes; negotiate commercial terms with senior-level stakeholders.

• Keep accurate pipeline, forecasting, and activity reports in CRM; collaborate closely with Solution Consultants, Customer Success, and Product teams to drive outcomes and incorporate market insights back into the roadmap.

⛳️ Requirements

• Over 5 years of experience closing intricate B2B enterprise software agreements (SaaS and/or PaaS).

• Proven track record of selling enterprise solutions within the Italian telecom/utilities sector; experience with Tier 1 & 2 accounts is highly preferred.

• Demonstrated capability to cultivate and utilize executive-level relationships and sell to multi-stakeholder purchasing committees.

• Comfortable engaging with both business and technical stakeholders; possesses strong discovery, storytelling, and value/ROI communication skills.

• Experience in selling rapidly evolving solutions (e.g., AI/analytics/automation-enabled products) with the ability to set clear expectations regarding capabilities, roadmap, and risks.

• Strong strategic sales abilities to manage large, intricate, and global accounts; disciplined approach to account planning and execution (ValueSelling, MEDDICC, or similar methodologies).

• Familiarity with telecom/utilities network planning/engineering, field operations, and construction processes is advantageous.

• Willingness and capability to engage in sales activities at all levels, from outbound prospecting to contract negotiations.

• Exceptional organizational skills and attention to detail; strong pipeline management and forecasting discipline.

• Bachelor’s degree or equivalent from an accredited institution in Engineering, Business, or a related field.

• Must have authorization to work in Italy.

🏝️ Benefits

• Flexible working arrangements to assist employees in balancing their professional and personal commitments.