Regional Sales Director - EMEA South

Category: Consulting Location: 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: 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 acrossIberia, with opportunistic pursuit in France - Identify potential clients and the decisionmakers within the client organization - Research and build relationships with newclients - Set up meetings between client decision makersand company's department leaders - Plan approaches and solutions, collaboratingwith 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, andpursuit operations through to close - Develop vertical-specific value propositions andaccount strategies, adapting Infoverity's positioning to the priorities andbuying dynamics of each target industry - Develop pipeline for AI and Analytics servicesalongside core enterprise data management, positioning data foundations as theenabler of AI initiatives - Participate in pricing the solution/service - Handle objections by clarifying and emphasizingagreements, working through differences to arrive at a positive conclusion - Negotiate and influence clients on engagementmatters, using a variety of styles to persuade or negotiate appropriately - Present an image that mirrors that of the clientand our firm Client retention andaccount management - Present new products and services and enhanceexisting relationships - Work with Infoverity technical staff and otherinternal colleagues to meet client needs - Arrange and participate in internal and externalclient debriefs - Engage as the Client Partner in clientengagements, forming part of the steering committee - Network within existing clients and identifypotential new opportunities Partner management - Network and build relationships with softwarepartners - Establish joint pipeline and account managementcadence calls with partner representatives - Identify target accounts and formulate jointaccount strategies and plans - Help drive messaging, attendance, and subjectmatter expertise to regional partner events Business developmentplanning - Attend industry functions, such as associationevents and conferences, and provide feedback and information on market andcreative trends - Present to and consult with mid and senior levelmanagement 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 anddifferentiators Management and research - Ensure that data is accurately entered andmanaged within Salesforce.com - Report out progress weekly with the leadershipteam - Forecast sales targets and ensure they are met - Track and record activity on accounts and helpto close deals to meet these targets - Work with marketing staff to ensure thatprerequisites (such as prequalification or getting on a vendor list) arefulfilled within a timely manner - Present business development training andmentoring to internal staff - Research and develop a thorough understanding ofthe company's people and capabilities - Understand the company's goals, culture, andpurpose Requirements - Minimum of three years of experience sellingservices for a global consulting firm - Demonstrated industry knowledge in at least twoof 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 achievingannual quotas of €5M+ as an individual contributor in professional servicessales. Services and consulting quota is required; software license sales quotadoes not qualify - First-year bookings expectation of €1M+, with aclear path to grow the territory and quota toward your historical levels - Demonstrated ability to build relationships atall levels within client accounts - Demonstrated ability to identify and sell newproject opportunities, and to own opportunities end-to-end from qualificationthrough proposal to close - Possesses qualities of both a self-starter andteam player - Native or bilingual Spanish; full professionalfluency in English •Willingness to travel - Candidate must be living in Spain Valued qualifications - Knowledge and ability with systems integrationand data management concepts (MDM, data governance, data quality, dataintegration, analytics and AI) - Experience leading formal RFP responses andpublic tender processes - Experience selling AI, analytics or dataservices - French language skills, given growingresponsibility in the French market. Portuguese and Italian are also valued Benefits •Full-time contract - Remote position, being available to visit theoffice when necessary •Variable compensation program - Worldwide collaboration with top domain experts - Goals and career plan review every semester •Team-building activities We at Infoverity valuethe diversity of our team and stand for equal opportunity andnon-discrimination. We respect all differences from person to person, visibleor not. Details Originally posted on Himalayas