Regional Sales Manager - Europe

How you will make an Impact (Job Summary)

The Regional Sales Manager – Europe will drive revenue growth, market expansion, and strategic account development across Europe. They will focus on government, defense, and security customers, managing complex sales cycles and positioning TCI solutions as mission-critical capabilities.

What you can expect in this role (Job Responsibilities)

• Revenue Growth & Sales Delivery

• Meet sales quotas for defined opportunities and oversee the maintenance of COMINT contact, prospect, and target databases (Salesforce).
• 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.

• Market Expansion & Strategic Growth

• 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.

• Customer & Key Account Management

• 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.

• Sales Execution & Capture Management

• Participate actively in the capture process for strategic COMINT opportunities, including capture planning, strategy development, customer site visits, and contract negotiations.
• Aid 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.

• Solution Development & Technical Positioning

• 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.

• Channel, Internal & Cross-Functional Coordination

• Manage all sales channel efforts in Europe, including a global direct sales force, independent commissioned sales representatives, and select distributors.
• Cookordination internally across engineering, product, and delivery teams.

What we are looking for (Experience, Knowledge, Skills, Abilities, Education)

• Required Experience

• 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, negotience, Knowledge, Skills, Abilities, Education)iation, and interpersonal skills.
• Exceptional organizational and time management abilities.
• Demonstrated ability to lead and facilitate group meetings.

• Preferred Knowledge, Skills, and Abilities

• 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.

• Education & Certifications

• Bachelor’s degree in engineering; master’s degree or equivalent educational experience is a plus.

Travel & Working Environment

Extensive global travel is required.

Pay

Salary Range: $123,000 - $190,000 USD