Regional Sales Manager Iberia & Italy

As part of moving forward with opening the Regional Sales Manager role, please find below the job description.

Panaya is the market leader in ERP and CRM change intelligence. Panaya SaaS solutions for change intelligence reduce the time, cost, and risk involved in the delivery of change to business applications like SAP®, Oracle® EBS, and Salesforce.com. Powered by cutting-edge data aggregation and machine learning algorithms, we deliver deep insights that help organizations determine dependencies, accelerate testing, and ensure business continuity. With Panaya, organizations can have the peace of mind they need to freely and rapidly evolve.

Panaya was selected as the 10h best Hi-Tech company to work for in Israel in the DUN’s 100 top companies for 2024, as well as awarded by Gartner and Forrester.

We seek a Regional Sales Manager for Spain, Portugal, Italy to join our EMEA sales team in Spain with a special focus on the System Integrators and largest enterprises in the region. 

Goal:

As a Regional Sales Manager, you are responsible for developing new business in the region to support new and expansion revenue growth. You work towards an allocated new business sales revenue target within your territory.

Responsibilities:

• Win new logos and strategic expansion sales revenue, in line with targets 
• Create market development strategy and execute on it, primarily through system integrators
• Work on a defined customer list and coordinate the sales activities there
• Manage partner relationships, build joint business plans and generate pipeline and revenue through regional channel partners (i.e. resellers, SI's, ISV's, technology partners, and alliances) to scale the efforts and overachieve on set goals
• Act as primary and overall manager of all the activities with the customer and SIs
• Identify and cover all organizations that fall into your designated account list focusing on building a strong pipeline and closing opportunities according to quarterly and annual targets
• Build a full enterprise account plan that outlines the strategy to maximize the total account revenue
• Promote and sell the entire appropriate Panaya portfolio to the different customer stakeholders
• Re-engage with former customers and create new revenue from existing strategic customers by up-and cross-selling
• Generating and following up on leads
• Qualifying leads and prioritizing opportunities 
• Work with presales, marketing, and other Lines of Business (LOBs) to maximize the return from the assigned set of accounts

• Ambitious and hungry to win new business, overachieve on quota and earn a great bonus
• Candidate must demonstrate past extensive experience selling through and with System integrators. Please be specific and list details when providing this information in your CV.
• Comfortable working in a fast-paced environment
• Self-starter, fast learner, and thirsty for knowledge and information
• Extensive experience in leveraging partnerships (SIs, alliances, ISVs) to win business and scale it multiple times is a must
• Partner and stakeholder management skills
• At least 7 years of experience in sales to large enterprise customers, with a proven, successful track record of generating revenue and closing business.
• At least 5 years of experience in sales of complex software solutions, preferably SaaS
• At least 5 years of experience in sales within the Spain market.
• Ability to organize and prioritize assigned tasks.
• Excellent skills in multiple-opportunity management
• Willing to travel on a frequent basis
• Ability and willingness to be a real team player
• Working from home office 
• Spanish Native speaker
• Based in Madrid

Please send English resume

Reporting to: VP of Sales EMEA