Note: The job is a remote job and is open to candidates in USA. SPX Technologies is a global leader in innovative solutions that enhance safety and efficiency. The Regional Sales Manager – APAC will drive revenue growth and strategic account development while managing complex sales cycles in the defense and security sectors.
Responsibilities
- 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 APAC 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
- Identify and penetrate new markets across Eastern APAC, 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
- 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
- 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
- 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
- Manage all sales channel efforts in APAC, including a global direct sales force, independent commissioned sales representatives, and select distributors
- Coordinate internally across engineering, product, and delivery teams
Skills
- 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 APAC markets and proven success in achieving revenue targets
- Experience managing remote sales channels and international sales representatives
- Strong written and verbal communication, negotiation, and interpersonal skills
- Exceptional organizational and time management abilities
- Demonstrated ability to lead and facilitate group meetings
- Multiple language skills are highly desirable
- Bachelor's degree in engineering; master's degree or equivalent educational experience is a plus
- Extensive global travel is required
- 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
Benefits
- Discretionary bonus plan, subject to the rules governing the plan
- Health benefits
- 401k retirement with a company match
- Flexible time off
- 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
Company Overview