Head of Sales - ICT and Telecommunications

About the role

CETIN is a digital business ecosystem provider offering connectivity, data centre, cloud and cybersecurity services, and acts as a major interconnection hub in the CEE region. The Head of Sales leads, motivates and develops the sales team to reach agreed sales targets and drive sustainable growth with external customers and business partners, setting priorities, strengthening sales capabilities and managing execution while supporting key opportunities and negotiations.

Key responsibilities

• Lead and coach the sales team, turning commercial objectives into clear targets, priorities and account responsibilities, and building a culture of ownership and customer focus
• Deliver the sales plan through new customer acquisition, growth of existing accounts and strategic partnerships, including telecom and ICT operators
• Guide account and opportunity planning, support complex sales and lead key negotiations within approved pricing, terms and authority limits
• Turn market trends and customer needs into growth opportunities and contribute to service development, pricing, positioning and go-to-market plans
• Work with Sales Support, Product, Technology, Legal and Finance to prepare competitive proposals and coordinate with commercial teams across countries
• Manage the sales pipeline and forecast, monitor results against targets and report progress, forecast changes and commercial risks to the Commercial Director
• Identify gaps against the sales plan and implement corrective actions

Required profile

• University degree, preferably in a technical, business or legal field
• At least five years of relevant sales or commercial experience in ICT and telecommunications services, including leading and developing a sales team
• Proven track record of achieving sales targets, negotiating complex agreements and managing pipelines and forecasts
• Strong leadership, coaching, communication and negotiation skills, with a consultative approach to customer needs
• Fluent written and spoken English

Required skills

• Proficiency in MS Office
• Sales planning, reporting and pipeline management tools

What we offer

• Open working space and flexible working hours
• Training and development programs
• 25 days paid holiday leave per year
• Laptop, mobile phone and tariff package in line with company policy
• Health package and recreation or health program
• Annual bonus system