Note: The job is a remote job and is open to candidates in USA. SPX Technologies is a global leader in innovative solutions for detection and measurement. The Regional Sales Manager – Europe will drive revenue growth and market expansion, focusing on government, defense, and security customers while managing complex sales cycles and developing strategic accounts across Europe.
Responsibilities
- Meet sales quotas for defined opportunities and oversee the maintenance of COMINT contact, prospect, and target databases (Salesforce), providing monthly and quarterly updates of key sales metrics
- Monitor and analyze COMINT regional sales activities against plan, developing and implementing strategies to achieve stretch goals
- Build pipeline and manage full sales lifecycle from lead to contract closure
- Lead COMINT sales activities in Europe to identify, manage, and expand new accounts; serve as capture manager when needed to close contracts and as product owner to guide solution development and enhancement
- Develop and execute sales strategies for communication intelligence (COMINT) that align with organizational sales objectives and market trends
- Identify and penetrate new markets across Eastern Europe, Balkans, and NATO countries
- Meet decision-makers within current and new client organizations to pursue strategic opportunities and champion COMINT product offerings
- Monitor industry developments and regulatory changes for new business opportunities
- Drive product innovation by collecting market trends and competitive intelligence, soliciting input from international representatives, potential and existing customers, and translating insights into actionable product improvements
- Collaborate with Sales director to develop and update annual operating and strategic growth plans for the COMINT product line, including bookings forecasts
- Build and maintain relationships with key customers, partners, and industry stakeholders
- Build strong relationships with Ministries of Defense, intelligence agencies, and system integrators
- Manage key accounts and develop long-term strategic partnerships
- Act as a trusted advisor to customers, understanding operational needs and translating them into solutions
- Promote positive relations with customers, employees, partners, vendors, and distributors
- Participate actively in the capture process for strategic COMINT opportunities, including capture planning, strategy development, customer site visits, and contract negotiations
- Assist in RFP/RFI responses, proposals, and contract negotiations
- Navigate government procurement processes and compliance requirements
- Support demos, trials, and field deployments
- Represent the company at industry events, conferences, and webinars as a sales executive
- Position TCI solutions through consultative and technical selling approach
- Translate customer operational requirements into integrated system solutions
- Assist the COMINT product team in identifying customer needs and requirements, delivering best-value solutions that meet schedules and budgets while ensuring products remain competitive and relevant
- Experience applying technology solutions to complex business problems including costing of proposed solutions
- Manage all sales channel efforts in Europe, including a global direct sales force, independent commissioned sales representatives, and select distributors
- Coordinate internally across engineering, product, and delivery teams
Skills
- Extensive experience selling complex, large-scale enterprise solutions, managing sales cycles from months to 18 months, multi-million-dollar tenders
- Established track record in a sales position with recent experience in COMINT or Spectrum Monitoring & Management sales is a plus
- Experience with foreign government contract negotiations in a commercial business environment
- Proven success selling complex, large-scale enterprise solutions and managing long sales cycles, including multi-million-dollar tenders
- Ability to quickly grasp highly technical concepts and communicate their benefits to customers
- Strong understanding of Europe markets and proven success in achieving revenue targets
- Experience managing remote sales channels and international sales representatives
- Strong written and verbal communication, negotiation, and interpersonal skills
- Exceptional organizational and time management abilities
- Demonstrated ability to lead and facilitate group meetings
- Multiple language skills are highly desirable
- Bachelor's degree in engineering; master's degree or equivalent educational experience is a plus
- Extensive global travel is required
- Entrepreneurial mindset with a passion for innovation and growth
- Ability to translate technical concepts into clear, compelling sales messages
- Result-oriented, adaptable, and able to thrive in a fast-paced environment
- Strong negotiation and influencing skills
- Commitment to customer success and long-term partnerships
Benefits
- Discretionary bonus, subject to the rules governing the plan
- Health benefits
- 401K retirement with a company match
- Flexible time off
- Generous and flexible paid time off including paid personal time off, caregiver, parental, and volunteer leave
- Competitive health insurance plans and 401(k) match, with benefits starting day one
- Competitive and performance-based compensation packages and bonus plans
- Educational assistance, leadership development programs, and recognition programs
Company Overview
ABOUT SPX SPX Technologies is a supplier of highly engineered products and technologies, holding leadership positions in the HVAC and detection and measurement markets. It was founded in 1912, and is headquartered in Charlotte, North Carolina, US, with a workforce of 1001-5000 employees. Its website is https://www.spx.com.