Director – Sales Iberia

Role Overview

• Develop and scale a channel-driven business and develop a strategy for driving greater business through SOTI’s top channel partners in North America.
• Partner with the internal teams to design and launch partner programs that maximize channel-driven business pipeline and growth.
• Lead Account Executives, Field Marketing & pre-sales engineers to create and implement channel-driven growth strategies, account plans, and business processes for an assigned list of key accounts.
• Ability to streamline complex processes and implement workflows/programs designed to increase efficiency to maximize customer experience and expansion of wallet share with SOTI.
• Outstanding consultative channel selling abilities and excellent interpersonal skills with executive-level customers and partners.
• Work with senior executives in complex implementation projects, ensuring channel support is available.
• Excellent at leveraging C-level relationships with executives to sell solutions against competitors.
• Work closely with product, engineering, and marketing teams to translate business goals into a GTM plan with the partner ecosystem.
• Lead cross-functional teams within an organization and partner organization.
• To lead SOTI through large complex commercial and legal negotiations working with procurement, legal, and business teams in large enterprises.
• Ability to work with pre-sales (in-house/partner) and customers’ technical leads to define migration plans and build business cases for migrations.
• Excellent channel program skills, with experience leading and implementing high-impact programs with cross-functional teams.
• Ability to manage multiple, time-sensitive projects with competing priorities while driving high-growth revenue goals with minimal guidance and high attention to detail.
• Excellent verbal and written communication skills.
• Annual regional growth expectations of 30%+ YoY.
• Coach, mentor and maintain senior account team, recruit new talent to fill talent gaps, and promote to other regions within the company.

Requirements

• 5+ years experience in selling software solutions.
• 3+ years experience in managing remote Sales teams in Spain and Italy.
• Native/full fluency in Spanish and Italian.
• Fluid understanding of mobility concepts such as COPE, BYOD, and IoT and how they relate to the market.
• Experience with Android and Apple OS and their positions within various commercial industries.
• Experience with Cloud platforms (AWS and Azure).
• Successfully lead and supported large IT change management projects for mission-critical software applications.
• Knowledge of the mobility management partner ecosystem in Southern Europe.
• Familiar with business analytics, governance, and compliance within the mobility landscape.
• Proficient with Salesforce.com CRM.

Tech Stack

• Android
• AWS
• Azure
• Cloud
• IoT
• SFDC

Benefits

• The People
• Our people are our most important resource. From our humble origins in our founder’s basement, to our industry leading position today, SOTI has worked hard to foster a company culture that we can all believe in. A culture that emphasises personal growth, continuous innovation, and fun.
• The Growth
• Our environment fosters new ideas, fresh perspectives, and the ability to take them over the goal line. SOTI is a fast-paced environment with a global reach that encourages you to make your mark and be part of something big!
• The Technology
• You’ll get the chance to work with leading edge technologies and take on complex and interesting projects, as part of highly collaborative and agile teams. You will work alongside SOTI’s partners which include leading tech giants that will keep you on the cusp of emerging technologies.