Come work with us!
Companies worldwide rely on Pleora’s solutions, standards knowledge, and systems expertise in mission-critical applications for the industrial automation, medical, and security & defense markets. Founded with a goal to simplify real-time data connectivity, machine vision device and system manufacturers have designed our products into cameras, X-ray panels, robotics, transportation monitoring and quality inspection systems, and more for over two decades. Our expertise extends into the manufacturing sector, with solutions integrating our machine vision and AI skills that digitize and automate processes to ensure quality and traceability for Industry 4.0.
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As a Regional Sales Manager (EMEA), you will work closely with the VP, Growth and our global business development, sales and application engineering teams to broaden the opportunity for Pleora’s products and professional services as we execute our strategy and expand into new machine learning, AI, sensor networking and embedded markets.
You will play a lead role in the execution of our business development strategy, working with your peers and colleagues globally to validate product concept ideas, identify potential lead customers for new products and to provide critical input into Product Management and Marketing to support effective development and go-to-market activities related to new product initiatives.
You will be fully responsible and accountable for developing and implementing direct and indirect sales strategies that support revenue and profit growth objectives in the EMEA region. You will have the opportunity to shape the sales strategy, execute against established goals and objectives, and present both plans and results to colleagues, managers and senior executives.
Pleora will invest heavily in your professional development and you will benefit from a comprehensive sales training program that leverages the best strategies and tactics from virtually every industry.
As a Regional Sales Manager you will work from home with regular business travel.
What you do
- Develop sales qualified leads and pursue sales activities to close opportunities with new customers
- Build upon existing relationships to retain and expand current customer accounts
- Develop and execute on your annual territory plan to achieve market penetration, sales and business development objectives
- Manage, support and monitor channel partners to maximize revenue from the territory, including identifying and recruiting channel partners as necessary to ensure optimal revenue performance and product success
- Develop and manage the sales pipeline to ensure sustained bookings and revenue
- Develop and maintain accurate territory forecasts
- Work with lead adopters to validate product concepts in support of product management’s product development initiatives
- Work with Marketing to help define target customer personas, target applications and verticals and the overall fit for new products in the marketplace
- Identify risks that may impact the ability to meet sales targets and recommend corrective action
- Manage sales activities through our customer relations management (CRM) application (Salesforce.com) to provide accurate and reliable information necessary to guide decisions and actions in the best interest of Pleora and the customer
- Negotiate pricing within the context of the approved price list, discount structures and delivery targets and finalize details of sales agreements
- Work with diverse internal teams to share customer, market & partner knowledge and feedback to aid in defining product enhancements, new product capabilities, training materials, etc.
Requirements (Education and Experience)
- Degree in Sales/Marketing, Computer Science, Business Administration; or an acceptable combination of education and experience
- 5+ years selling and managing channel partners in the OEM/system integrator space
- Proven success selling to OEMs and Manufacturers directly and through channel partners in Europe
- Strong business acumen, critical thinking, analytical ability, coupled with a technical aptitude and a consultative approach to solution selling with demonstrated account wins
- Demonstrated success mentoring channel teams in the sales and account development process
- Proven negotiation skills resulting in win-win both with the customer and internal stakeholders
- Excellent interpersonal and communication skills, with a proven ability to influence and persuade individuals and groups
- Exceptional presentation skills, and the ability to handle large technical and/or business audiences
- The ability and willingness to take ownership of all required responsibilities and tasks in order to meet established objectives
- Strong organization and time management skills
- Proven ability to help define and sell customized hardware and software products, tailored to meet a customer’s unique requirements
- Assets
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- Experience selling AI and machine learning solutions (hardware and software) in factory automation/industrial applications
- Solution selling in both offline and inline applications related to quality inspection in manufacturing, print/packaging, food and beverage sectors
Why work at Pleora?
- We trust our team – you bring the expertise and drive, we give you the freedom to explore and innovate
- Excellent work-life balance – and we mean it!
- We offer a diverse and inclusive workplace, in a fast-paced environment without “red tape” – giving you the opportunity to contribute your ideas and make a real contribution to our success.
- We offer competitive vacation, pay, and benefits such as:
- Competitive market salary
- Annual company performance bonus
- Employee recognition programs
- Referral program for new hires
At Pleora we are an equal opportunity employer and are committed to creating an inclusive environment for all employees. We seek to recruit the best and most talented people for the job, and will provide reasonable accommodation to persons with disabilities to allow you to participate in the recruitment process, upon request.
