Regional Sales Director - EMEA South

This is a remote position.

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

Requirements

• 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

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.