Description

Role Overview 

The Technical Sales Director - EMEA is responsible for driving revenue growth, developing strategic customer relationships, and securing major commercial opportunities across FibreNet's connectivity, optical networking, and infrastructure solutions portfolio. 

This role combines enterprise sales leadership with a strong understanding of networking and telecommunications technologies. The successful candidate will leverage this knowledge to engage credibly with both commercial and technical stakeholders while remaining focused on business development, account expansion, and deal closure. 

The Technical Sales Director will lead complex sales engagements across Europe, the Middle East, and Africa and will serve as a strategic advisor to customers navigating network upgrades, data centre connectivity projects, infrastructure refreshes, and optical networking deployments. 

Key Responsibilities 

Revenue Generation 

• Deliver and exceed annual revenue and gross margin targets across the EMEA region. 
• Build and execute territory and account growth strategies. 
• Develop a pipeline of high-value opportunities across telecoms, enterprise networking, and data centre sectors. 
• Drive sales opportunities from initial engagement through to contract execution. 
• Identify new market opportunities and routes to market. 

Strategic Account Development 

• Build executive-level relationships with customers and stakeholders. 
• Act as a trusted advisor to:  
• CTOs 
• CIOs 
• Network Directors 
• Heads of Infrastructure 
• Procurement Leaders 
• Executive Leadership Teams 
• Develop long-term account growth plans. 
• Increase wallet share within existing customers. 

Commercial Leadership 

• Lead commercial negotiations. 
• Develop pricing and commercial proposals. 
• Structure profitable deals while maintaining competitiveness. 
• Support contractual discussions and framework agreements. 
• Manage forecasting and pipeline reporting. 

Solution-Led Selling 

• Understand customer business and technical requirements. 
• Position FibreNet solutions against customer challenges. 
• Collaborate with internal technical specialists and vendors to create tailored solutions. 
• Lead customer workshops and presentations. 
• Support major tenders, RFPs and procurement exercises. 

Market Engagement 

• Represent FibreNet at industry conferences and networking events. 
• Build strategic relationships with technology partners and vendors. 
• Monitor market trends, competitor activity and emerging technologies. 
• Develop FibreNet's visibility within EMEA telecommunications and networking markets. 

Internal Leadership 

• Work closely with Product, Operations and Engineering teams. 
• Contribute to commercial strategy and business planning. 
• Support the development of sales processes and best practice. 
• Mentor junior sales and account management personnel where appropriate. 

Experience Required 

Essential 

• 10 years of enterprise B2B sales experience. 
• Proven track record of achieving significant revenue growth. 
• Experience selling complex technology solutions into EMEA markets. 
• Demonstrated success closing high-value, multi-stakeholder deals. 
• Strong experience in consultative and solution-based selling. 
• Experience engaging with C-suite and senior technical decision-makers. 

Highly Desirable 

Experience within one or more of: 

• Telecommunications 
• Fibre Networks 
• Optical Networking 
• Networking Infrastructure 
• Data Centres 
• Internet Service Providers 
• Managed Network Services 
• Connectivity Solutions 

Key Competencies 

• Enterprise sales excellence 
• Strategic business development 
• Executive stakeholder management 
• Commercial negotiation 
• Solution selling 
• Forecasting and pipeline management 
• Market development 
• Relationship building 
• Financial acumen 
• Communication and presentation skills