Sales Manager

This is a fully remote position, open to applicants in United Kingdom, +4 more states.

📋 Description

• Formulate and implement a High Speed growth strategy for the EMEA region, focusing on segments, areas, accounts, channels, and use cases.

• Optimize market share and revenue in datacenter transceiver testing across hyperscale, neocloud, and colocation clients.

• Collaborate on High Speed initiatives within strategic DCI accounts alongside the DCI Account Manager and regional sales teams.

• Drive High Speed adoption in Submarine by recognizing upsell possibilities.

• Establish strategic partnerships with NEM field services teams for installation and troubleshooting scenarios.

• Identify EMEA contractors working for NEMs and uncover gaps in approval, access, demonstrations, and enablement.

• Enhance market presence with rental firms through availability, visibility, partner collaboration, and demand generation.

• Evaluate, challenge, and execute the regional High Speed go-to-market plan.

• Assist in customer workshops, demonstrations, technical proposals, competitive displacement strategies, and proof-of-value initiatives.

• Ensure precise CRM tracking of pipeline, opportunities, forecasts, next steps, obstacles, and progress towards FY27 goals.

• Work in tandem with EMEA sales leadership, regional sales teams, technical experts, PLM, rental companies, and channel partners.

• Travel throughout EMEA for client meetings, partner evaluations, rental channel interactions, NEM workshops, demonstrations, trade shows, and internal alignment sessions.

⛳️ Requirements

• Extensive experience in senior sales, specialist sales, or business development within High Speed, optical transport, Ethernet testing, transceiver testing, telecom test and measurement, network deployment, or related sectors.

• Demonstrated success in selling High Speed solutions in complex technical customer environments.

• Background from a top test and measurement competitor or a similar industry player is highly pertinent.

• Strong comprehension of datacenter, DCI, submarine, NEM, rental, and channel ecosystems across the EMEA region.

• Capability to collaborate with regional account managers and partners to establish focus, eliminate obstacles, and convert technical use cases into revenue.

• Proficiency in articulating technical value propositions associated with high-speed Ethernet, transceiver validation, installation, troubleshooting, reporting, and lifecycle assurance.

• Acquainted with CRM practices, sales execution, opportunity management, channel performance monitoring, and executive reporting.

• Fluent in English is mandatory; proficiency in additional EMEA languages is a plus.

• Preferred existing network of contacts among High Speed buyers, NEM field services teams, rental companies, datacenter operators, hyperscalers, neoclouds, or colocation providers.

• Experience in constructing or refining partner go-to-market strategies is advantageous.

• Preference for experience in facilitating approvals for installation, troubleshooting, or acceptance workflows.

• Ability to engage in executive-level conversations with clients while maintaining credibility with technical specialists and field teams.

• Willingness and capability to travel across the EMEA region; expected travel is approximately 40-50% based on business needs.

🏝️ Benefits

• Equal opportunity employer.

• Inclusive environment committed to diversity.