Regional Sales Manager, Central and Eastern Europe

For over 20 years, Ekinops has been driving innovation in network systems. We provide solutions focused on the needs of communication service providers and enterprises worldwide.

We provide open, trusted and innovative network connectivity and enable our customers' success by delivering high value-added software-driven solutions. Today, over 120 international service providers, including numerous Tier 1 carriers around the world, trust our people and technologies.

Over 50% of our 600+ strong team works in our multi-national Agile R&D centers. Our company has a strong international background, with sales offices strategically located around the world.

Ekinops is recognized for its ESG commitments with its rating in the EthiFinance ESG Ratings 2023 report and its GoldMedal awarded by EcoVadis.

Duties and Responsibilities:

As part of the Europe Sales team, reporting to the Sales Director Europe, you will have the following responsibilities:

• Manage and grow the Ekinops Access and Security business in the Territory.
• Work with virtual team members from various Ekinops areas (PreSales specialists, PLMs, CSO, Sales Admin, Finance) to meet customer objectives and organize the processes to secure growth.
• Develop and lead direct sales engagement with a set of Tier 1 and Tier 2 Service Providers including existing International Service providers with global agreements.
• Differentiate Ekinops/OneAccess products from competitors, and qualify potential opportunities driven by technical prescription and fit.
• Create and implement strategic account plans with identified CSPs and MSPs, focused on achieving major deployments of Ekinops Access Products, Solutions and Services in the region, through direct sales, and via indirect channel partners.
• Identify/qualify/engage with new Service Provider prospects to increase Company footprint and lead channel partners to successful execution as appropriate.
• Generate a sales pipeline, qualify opportunities, and provide accurate sales and revenues forecasts, to achieve short- and long-term sales targets.
• Prepare the sales proposals to be submitted to direct customers and partners. Seek the approval for the technical and commercial aspects with the Regional Sales Director, according to the internal company procedures.
• Manage the entire sales process until deal closure. Negotiate terms of business with clients to achieve win/win results that provide the basis for strong ongoing relationships
• Develop and maintain Customer relationships at all levels and departments at the account (Operations/Engineering/Marketing/Executive Management), and leverage connections for business outcomes.
• Be a spokesperson for Ekinops in the region and attend Industry, Partner and Customer events according to the Market development plan.

Profile and skills:

We are seeking a self-steamed senior professional, with strong business acumen, autonomous, proactive, eager to develop existing relations in the region to the next level, with the following skills and experience:

• Minimum 10 years' sales experience in Telecoms
• Knowledge of B2B market, technology and solutions.
• Understanding CPEs value selling, experience on SD-WAN/SASE sales.
• Experience in CSPs/MSPs. Actionable contacts, a plus.
• Minimum 5 years' experience in Strategic selling.
• Experience in managing and closing large deals, from lead to closure.
• Team player who drives positive sales spirit and motivation
• Fluent speaker and presenter in English and at least 1 regional language. German very valuable.
• Enthusiastic, communicative and passionate about technology.
• Travel within the region is around 25% to 50%

Recruitment process :

At Ekinops, we believe diversity makes us stronger! We hire talents based on skills, experience, and potential-nothing else. No matter your age, gender, background, or abilities, what matters to us is what you bring to the team. Join us and thrive in an inclusive, open-minded workplace where everyone has a voice!

3 interviews

• 1st with Europe Sales Director
• 2nd interview with HR
• 3rd interview with CRO