Sales Director - Europe ( UK/ Germany/ France /Netherlands)

Company Overview:

IBS Software is a leading enterprise SaaS company specializing in the travel industry, particularly the aviation sector. Established in 1997 with a vision to redefine the future of travel through technological innovation, today, IBS Software stands as one of the most successful travel technology companies globally, serving over 200 clients, including many of the world’s largest and most renowned airlines, airports, ground handlers, hotel companies, cruise lines, and energy companies. The company’s business operation spreads across 35 countries, employing over 5000 professionals from 42 nationalities. Its global clientele includes 20 of the top 40 airlines, five of the top 10 hospitality companies, and top cruise companies. We provide mission critical B2B and B2C enterprise SaaS solutions to many of the world’s largest global travel brands.

The Consulting and Digital Transformation (CDx) business focuses on driving digital transformation initiatives of its customers, leveraging its domain knowledge, digital technologies and engineering excellence. Through CDx we embrace a collaborative approach to effectively tackle the extensive digital transformation needs of the travel and logistics industry.

Our Vision at IBS is to Redefine the future of travel through technology innovation with while adhering to our core values of Precision, Commitment, Passion, Integrity & Respect for the Individual. To continue our successful 27-year track record we will continue in designing and delivering world class, game-changing products that provide our customers with unmatched business value, and the agility to compete in a dynamic and digital marketplace. To achieve this goal, we continue to seek out exceptionally talented and motivated individuals to join our organization.

Current Search:

We are currently searching for an experienced, dynamic, organized, self-starter to join as Sales Director for our CDx line of business in Europe.

The Sales Director will nurture and grow new pipeline in the Airline, Hospitality and Travel Industry. They will require a good understanding of market and competition to develop appropriate sales strategies and apply the sales and solution expertise, in conjunction with project teams. Keen to get their hands dirty and actively helps the team develop value propositions based on a firm understanding of opportunity areas.

We are seeking a strong Hunter with good knowledge in Airline, Hospitality, Travel domain experience and consulting capability on digital transformation.

Position Details

Job location: UK, Germany, France or Netherlands

Job Title: Director, Sales

Employee Type: Permanent

Report to: Vice President

Date of Joining: ASAP

Role Description

• This role will be responsible for generating new business from the Airline, Hospitality and Travel Industry – a combination of existing customers and new customers.
• For new accounts, this role will focus on hunting and nurturing business opportunities by developing effective relationships with key decision makers and influencers in target airline accounts.
• For existing accounts, this role will focus on hunting and nurturing business opportunities in conjunction with Account Executives where applicable.
• Develop responses to qualified prospective enquiries, RFPs and RFIs.
• Maintain detailed and accurate pipeline and sales activity forecasting and reporting.
• Work closely with the different CDx practices and ensure that they participate in the customer interactions.
• Provide customer and market feedback to the stakeholders on the various offerings that IBS has.
• Formulate Marketing, Branding and Regional strategies improve IBS image and CDx awareness in the region/country.

Key Responsibilities:

• A primary sales focus on Airlines, but responsibilities may also extend to other industry verticals of IBS: Hotel, Energy & Renewables, Cruise, and Travel/Tourism industries.
• Management of the range of sale types: new deals, upsell, cross sell and renewals.
• Meet the targets for identified accounts in the geography in line with the plan for the IBS CDx business.
• Be the face of IBS CDx to the market and help position CDx as an industry leader and trusted advisor for clients.
• Define and execute plans to expand the IBS CDx business in the region.
• Build and maintain strong, long-lasting customer relationships and partner with them to understand their business priorities, objectives and imperatives.
• Build the pipeline, defining marketing content and promoting CDx offerings.
• Responsible for identifying, shaping and closing new deals.
• Effectively communicate the value proposition through proposals and presentations.
• Collaborate effectively with IBS CDx teams and practices to have adequate awareness of services and products and provide inputs that will enhance the portfolio.
• Leverage the IBS ecosystem of capabilities across digital innovation, domain experience and delivery excellence to develop solutions that address the client’s business problems

Key qualities

• Strong in communication and storytelling and have a minimum of 3-5 years working in a Consulting and Digital transformation space with a restless creative, innovative mindset and the ability to understand business and customer needs using the leading trends in the industry, market, and technology
• Creative thinking behind developing new platform solutions based on market research and industry imperatives
• Should have experience selling and/or managing clients in Aviation technology solutions for large airlines in the Europe region
• Candidate must have a track record of developing business relationships with senior executives in the airlines to drive business growth.
• Should be well versed with the software delivery model operated by the Indian IT solution providers.
• Relationships with key IT or business stakeholders in Europe based airlines will be an added advantage.

Minimum qualifications

• Candidate should be a graduate in Engineering / Technology or Science and preferably with a management education
• Should have an overall experience of at-least 10 years with minimum of 3 years in direct sales.
• Candidates should have strong communication ability

Recruitment Process:

Candidates who pass resume screening will proceed with the 1st interview.

• 1st Step: Face to Face or web interview with direct manager
• 2nd Step: Face to Face or web interview with Global Business Head
• Final Step: Web interview with HR Manager