Senior Key Account Manager

Polandplvia direct

// Job Type

Full Time

// Salary

Not disclosed

// Posted

2 months ago

About the Role

<h3>Why this role matters</h3>At IS-Wireless, we're building some of the most advanced 5G/6G networks in Europe. This isn't just theoretical - it's about real-world deployments, with actual clients, in demanding environments, including the defense sector. The Sales Executive will own end-to-end defense and enterprise for IS-Wireless’ 5G/Open RAN portfolio across Western European countries (The Netherlands, Belgium, France, Spain, Portugal), with a mandate to win and scale multi-year revenue. This role combines strategic hunting, complex deal orchestration, and C‑level relationship building to position IS-Wireless as the preferred partner for next‑generation mobile networks.Work Mode: Remote in EU<h3>Key Challenges & Responsibilities</h3><ul><li>Acquire strategic clients primarily in international markets (EU and beyond), focusing on defense sector companies, but also including large industrial companies, and other government entities</li><li>Originate, qualify, and close complex, multi-stakeholder deals, coordinating tightly with Pre-sales, Product, and Delivery.</li><li>Navigate lengthy procurement cycles (RFI/RFQ/RFP), driving technical and commercial consensus while protecting margin.</li><li>Conduct consultative sales of IS-Wireless technology and products.</li><li>Consistently exceed quota while maintaining high forecast accuracy and disciplined pipeline management.</li><li>Educate clients and build long-term business relationships.</li><li>Collaborate on product development based on market feedback.</li><li>Represent IS-Wireless at key industry events, building a visible executive presence in the 5G & 6G Networks ecosystem.</li></ul><h3>Skills & Experience (Must-Have)</h3><ul><li>5+ years of experience in B2B technology sales (e.g., IT, cloud, SaaS, deeptech).</li><li>Proven success selling complex, technical solutions (e.g., RAN, core, private 5G, cloud-native infrastructure) to senior technical and business stakeholders.</li><li>Strong command of structured sales methodologies (e.g., MEDDIC, Challenger) and disciplined CRM usage.</li><li>Experience working with international clients.</li><li>Fluent in English (presentations, negotiations).</li><li>Ability to effectively source leads and manage the sales pipeline.</li><li>Experience in long, complex sales processes (6–18 months).</li><li>Ability to prepare business cases and ROI analyses.</li></ul><h3>Nice-to-Have</h3><ul><li>Experience in selling innovative, first-of-its-kind products.</li><li>Knowledge of the telecommunications/5G industry.</li><li>Background in high-growth or deep‑tech environments, ideally in scale-ups or top‑tier tech companies.</li><li>Experience with ORAN, Kubernetes, or military tech solutions.</li></ul><h3>What We Offer</h3><ul><li>Competitive salary that grows with your impact, plus a very attractive commission system and the possibility of stock options.</li><li>Access to a world-class telecom knowledge base and structured training resources.</li><li>Time and budget for training, conferences and self-development.</li><li>Daily exposure to modern tools and technologies that push the industry forward.</li><li>A diverse, friendly, international team of engineers and domain experts.</li><li>Collaborative, low-ego culture that values initiative and your input.</li><li>Flexible working hours and a healthy work-life balance.</li></ul>

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