Regional Sales Manager (EMEA)

Echodyne offers the world’s first compact solid-state true beam-steering radar for a wide range of industries and applications. Our high-performance radars work in all weather and are designed for autonomous vehicles, uncrewed aircraft & drones, and security of borders, critical infrastructure, and smart cities. The company combines the patented technology of metamaterials with powerful software to create a radar sensor with unprecedented performance at commercial price points. Echodyne offers its radars to companies working in Automotive, Transportation, Critical Infrastructure Protection, Border Security, Smart Cities, Uncrewed Aircraft Systems (UAS), and Airspace Management including Urban Air Mobility (UTM).

• →Identify, develop and qualify new business opportunities and drive deals from start to finish 
• →Build and maintain an opportunity pipeline and provide weekly sales forecasts  
• →Develop the overall capture strategy  
• →Identify internal and external support needed and cultivate strategic partnerships 
• →Orchestrate solution implementation at the customer site as needed to maintain high satisfaction levels 
• →Conduct high-level conversations with senior executives within prospective accounts 
• →Establish, develop and maintain relationships with key decision-makers 
• →Lead the development of customer profiles, including customer needs, issues, hopes, and biases 
• →Lead and coordinate competitive assessments, determining the strengths and weaknesses of Echodyne solutions and potential competitors in the defence marketplace 
• →Build mutually-beneficial relationships with defence-focused Integrators and Resellers 
• →Consistently achieve and/or exceed revenue targets and KPIs and be well-compensated for doing so 
• →Conduct on-site demonstrations of the product and represent Echodyne at conferences and test sites 
• →Manage customer relationships beyond the close to ensure expansion and renewal of business 
• →Keep track of closed deals and win-loss performance and share your insights and challenges so the team can move faster, improve, and sell more! 
• →Other related tasks required to fulfill the needs of the business

• Exceptional performance selling into defence and security markets
• Experience integrating products with Video Management Systems used by leading customers
• Proven track record of capturing net new business across the region and exceeding quota
• Organized and detail oriented with excellent follow up skills
• Strong technical acumen and the ability to clearly communicate technical concepts to diverse audiences
• Ability to develop a regional sales plan that aligns with the broader corporate strategy
• Excellent forecasting and qualification skills
• Experienced in owning meetings and presentations with executive level stakeholders across the region
• Demonstrated success selling into large regional programs with cross functional partners
• Ability to travel up to 50% 

• Bachelor of Science degree; preferably in Engineering/Science discipline (with MBA a plus) 
• Experience selling physical security solutions and hardware 
• Experience selling to and through value added partners/integrators 
• Experience selling into the defence sector

• 5 years (minimum) of full-cycle, complex field sales 
• 2 years of experience selling into the defence sector