Regional Sales Manager - Europe at SPX

Job description

Building the people that build the world. With platforms in Detection and Measurement and HVAC, SPX Technologies builds innovative solutions that enable a safer, more efficient, sustainable world. Through our RiSE talent development framework, we Reach, Identify, Strengthen, and Engage our employees to support them in their continued development. We’re a global company of problem solvers, collaborators, and innovators, and our businesses build solutions that impact the world. As part of Detection and Measurement, TCI is a global leader in innovative spectrum monitoring and communications intelligence (COMINT) systems. With solutions to ensure the efficient use of frequencies, long distance communications, monitoring and security communications intelligence applications, we improve communications and protect military forces and infrastructure around the world. How you will make an Impact (Job Summary) SPX is a diverse team of unique individuals who all make an impact. The Regional Sales Manager – Europe will be responsible for driving revenue growth, market expansion, and strategic account development across Europe. The role focuses on government, defense, and security customers, managing complex sales cycles and positioning TCI solutions (COMIN, C-UAS, EW, etc.) as mission-critical capabilities. This role requires a hunter mindset, deep regional relationships, and the ability to win complex defense programs in highly competitive environments. Identify customer needs and wants and utilize this information to identify best value solutions which successfully meet the customer requirements, schedule and budget; Deliver and accomplish aggressive goals for meeting new decision-makers with current and new client organizations, and interact with all levels of client management The ideal candidate brings strong business acumen, deep regional knowledge, and a proven track record of delivering results in complex multicultural markets. What you can expect in this role (Job Responsibilities) While each day brings new opportunities to SPX, your core responsibilities will be: Revenue Growth & Sales Delivery • Meet sales quotas for defined opportunities and oversee the maintenance of COMINT contact, prospect, and target databases (Salesforce), providing monthly and quarterly updates of key sales metrics. • 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. • Assist 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. • Coordinate internally across engineering, product, and delivery teams. What we are looking for (Experience, Knowledge, Skills, Abilities, Education) We each bring something to the table, and we are looking for someone who has: 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. • Multiple language skills are highly desirable. 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. Salary Range We recognize that attracting the best talent is key to our strategy and success as a company. As a result, we aim for flexibility in structuring competitive compensation offers to ensure we are able to attract the best candidates. As required by law in this state, the quoted salary range for this position is $123,000- $190,000 USD and represents our good faith estimate as to what our ideal candidates are likely to expect. We tailor our offers within the range based on organizational needs, internal equity, market data, geographic zone, and the selected candidate’s experience, education, industry knowledge, location, technical and communication skills, and other factors that may prove relevant during the selection process. At SPX, it is not common for individuals to be hired at the higher end of the range, and compensation decisions depend on a variety of factors. This position is eligible to participate in a discretionary bonus, subject to the rules governing the plan. SPX offers a variety of benefits, including health benefits, 401K retirement with a company match, and flexible time off. More information about our benefits can be found on the “Rewards and Benefits” section of our career page. How we live our culture Our culture is at the center of what we do and, more importantly, who we are. Our core values set a standard for how we manage ourselves, and our Leadership Model sets the standard for how we engage with each other. Whether you are an individual contributor or you lead a large team, each of us leads at SPX. What benefits do we offer? We know that the well-being of our employees is integral. Our benefits include: • Generous and flexible paid time off including paid personal time off, caregiver, parental, and volunteer leave • Competitive health insurance plans and 401(k) match, with benefits starting day one • Competitive and performance-based compensation packages and bonus plans • Educational assistance, leadership development programs, and recognition programs Our commitment to embrace diversity to build a culture of inclusion at SPX We value different backgrounds, experiences, and voices at SPX, and we are committed to challenging ourselves, openly communicating, and striving to improve every day. We believe in creating an inclusive work environment where everyone has a voice and is encouraged to realize their fullest potential. SPX is an affirmative action and equal opportunity employer committed to making selection decisions without regard to race, color, religion, sex, sexual orientation or identity, national origin, age, disability, veteran status, or any other legally protected basis.

Requirements

Must-haves

Building the people that build the world.
How you will make an Impact (Job Summary)
The ideal candidate brings strong business acumen, deep regional knowledge, and a proven track record of delivering results in complex multicultural markets.
What you can expect in this role (Job Responsibilities)
While each day brings new opportunities to SPX, your core responsibilities will be:
Revenue Growth & Sales Delivery
Meet sales quotas for defined opportunities and oversee the maintenance of COMINT contact, prospect, and target databases (Salesforce), providing monthly and quarterly updates of key sales metrics.
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.
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.

Nice-to-haves

Established track record in a sales position with recent experience in COMINT or Spectrum Monitoring & Management sales is a plus.
Preferred Knowledge, Skills, and Abilities
Bachelor’s degree in engineering; master’s degree or equivalent educational experience is a plus.
Competitive and performance-based compensation packages and bonus plans

Application prep

Use the role’s language and application details while tailoring your materials.

Platform: successfactors
Effort: medium

Benefits

Benefits detected in the listing.

Health Insurance

401k

401(K)

Paid Time Off