Sr. Manager - Sales
Location: Madrid, Spain
Role Overview
We are seeking a seasoned Sales Leader with strong experience in Telecom SI services. The role will be responsible for driving business growth with telecom operators, managing strategic customer relationships, leading sales teams, and owning the end to end sales lifecycle, including commercial modelling and deal structuring.
The ideal candidate will have deep regional customer connects, strong commercial acumen, and the ability to translate complex telecom SI capabilities into compelling customer value propositions.
Key Responsibilities:
Sales & Business Development
Drive revenue growth for TCTS services, including network integration, deployment, managed services, and transformation programs.
Own the complete sales lifecycle: lead identification, qualification, solutioning, proposal development, negotiation, and deal closure.
Build and execute account strategies for key telecom operator customers in the region.
Identify new opportunities within existing accounts through account mining and cross sell / up sell initiatives.
Customer & Operator Engagement
Maintain strong CXO level relationships with telecom operators, MVNOs, and strategic partners in the region.
Act as the primary interface between customers and internal stakeholders (solutioning, delivery, finance, legal).
Represent the organization in customer meetings, RFP discussions, executive briefings, and negotiations.
Understand customer business priorities and align TCTS SI offerings to their transformation roadmaps.
Commercial & Financial Ownership
Lead commercial modelling, including pricing strategies, cost structures, margin analysis, and business cases.
Own deal profitability and ensure adherence to financial and commercial governance.
Support RFP / tender responses with strong commercial inputs and risk assessment.
Drive contract negotiations in collaboration with legal and finance teams.
Team & Stakeholder Management
Lead, mentor, and manage regional sales teams, ensuring target achievement and capability development.
Set clear sales targets, KPIs, and performance metrics for the team.
Work closely with pre sales, solution engineering, delivery, SCM, and finance teams to ensure seamless deal execution.
Provide market feedback to internal teams to support service enhancement and portfolio evolution.
Market & Strategy
Track market trends in telecom networks, system integration, 4G/5G, cloud, and managed services.
Contribute to regional go to market strategies and annual operating plans.
Support strategic partnerships and alliances relevant to TCTS service growth.
Key Skills & Competencies
Strong understanding of Telecom System Integration services (Network Integration, Deployment, Managed Services, Transformation).
Proven expertise in sales lifecycle management for complex telecom solutions.
Excellent commercial modelling and financial analysis skills.
Strong customer relationship management and negotiation capabilities.
Experience managing large, multi country operator accounts.
Leadership skills with the ability to manage and scale sales teams.
Strong communication, presentation, and stakeholder management skills.
Qualifications & Experience
* Bachelor s degree in engineering, Telecommunications, Business, or a related field.
* MBA or equivalent qualification preferred.
* 12-18+ years of experience in telecom sales / system integration sales, with significant exposure to operator accounts.
* Proven track record of closing large, complex telecom SI deals.
* Prior experience working sales or selling telecom SI service portfolios is highly desirable.