[Hiring] Regional Sales Director @Infoverity

Role Description

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. This includes 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 across Iberia, with opportunistic pursuit in France.
  • Identify potential clients and the decision makers within the client organization.
  • Research and build relationships with new clients.
  • Set up meetings between client decision makers and company's department leaders.
  • Plan approaches and solutions, collaborating with 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, and pursuit operations through to close.
  • Develop vertical-specific value propositions and account strategies, adapting Infoverity's positioning to the priorities and buying dynamics of each target industry.
  • Develop pipeline for AI and Analytics services alongside core enterprise data management, positioning data foundations as the enabler of AI initiatives.
  • Participate in pricing the solution/service.
  • Handle objections by clarifying and emphasizing agreements, working through differences to arrive at a positive conclusion.
  • Negotiate and influence clients on engagement matters, using a variety of styles to persuade or negotiate appropriately.
  • Present an image that mirrors that of the client and our firm.
• Client retention and account management
  • Present new products and services and enhance existing relationships.
  • Work with Infoverity technical staff and other internal colleagues to meet client needs.
  • Arrange and participate in internal and external client debriefs.
  • Engage as the Client Partner in client engagements, forming part of the steering committee.
  • Network within existing clients and identify potential new opportunities.
• Partner management
  • Network and build relationships with software partners.
  • Establish joint pipeline and account management cadence calls with partner representatives.
  • Identify target accounts and formulate joint account strategies and plans.
  • Help drive messaging, attendance, and subject matter expertise to regional partner events.
• Business development planning
  • Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
  • Present to and consult with mid and senior level management 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 and differentiators.
• Management and research
  • Ensure that data is accurately entered and managed within Salesforce.com.
  • Report out progress weekly with the leadership team.
  • Forecast sales targets and ensure they are met.
  • Track and record activity on accounts and help to close deals to meet these targets.
  • Work with marketing staff to ensure that prerequisites (such as prequalification or getting on a vendor list) are fulfilled within a timely manner.
  • Present business development training and mentoring to internal staff.
  • Research and develop a thorough understanding of the company's people and capabilities.
  • Understand the company's goals, culture, and purpose.

Qualifications

• Minimum of three years of experience selling services for a global consulting firm.
• Demonstrated industry knowledge in at least two of 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 achieving annual quotas of €5M+ as an individual contributor in professional services sales. Services and consulting quota is required; software license sales quota does not qualify.
• First-year bookings expectation of €1M+, with a clear path to grow the territory and quota toward your historical levels.
• Demonstrated ability to build relationships at all levels within client accounts.
• Demonstrated ability to identify and sell new project opportunities, and to own opportunities end-to-end from qualification through proposal to close.
• Possesses qualities of both a self-starter and team player.
• Native or bilingual Spanish; full professional fluency in English.
• Willingness to travel.
• Candidate must be living in Spain.

Valued Qualifications

• Knowledge and ability with systems integration and data management concepts (MDM, data governance, data quality, data integration, analytics and AI).
• Experience leading formal RFP responses and public tender processes.
• Experience selling AI, analytics or data services.
• French language skills, given growing responsibility in the French market. Portuguese and Italian are also valued.

Benefits

• Full-time contract.
• Remote position, being available to visit the office when necessary.
• Variable compensation program.
• Worldwide collaboration with top domain experts.
• Goals and career plan review every semester.
• Team-building activities.

Company Description

We at Infoverity value the diversity of our team and stand for equal opportunity and non-discrimination. We respect all differences from person to person, visible or not.