Head of Sales EMEA

What you'll be doing

In this role, you will lead the development and implementation of a comprehensive sales strategy for the EMEA region, focusing on growing revenue and impact across a range of professional membership products and digital research solutions.

You will manage a team of field sales and account development professionals, guiding them in customer acquisition and business development activities, while also driving account growth across the UK, Europe, the Middle East, and Africa.

A key part of your responsibility will be to actively seek out new business opportunities, particularly within the academic and corporate sectors, while maintaining strong relationships with existing clients.

You’ll oversee the sales of high-value products such as Inspec Analytics, eBook and journal archives, and other digital resources, ensuring that you meet and exceed sales targets. Additionally, you will manage all aspects of the sales operations process, including pipeline management, reporting, and vendor relations, while also collaborating closely with international colleagues in the UK, US, and APAC to align regional sales efforts with global objectives.

In this role, you will also represent the organisation at industry events, trade shows, and professional meetings, actively promoting the IET’s offerings and developing new partnerships.

You’ll play a key role in shaping business development strategies, helping to identify growth opportunities and increase market penetration throughout the EMEA region.

What we hope you can bring to the role

We are looking for a candidate with extensive experience in solution-based sales, ideally within the academic, research, or corporate sectors, who has a proven track record of driving growth and managing key accounts across the EMEA region.

You will bring a deep understanding of solution selling or experience selling academic and research-focused digital products and solutions to corporate and academic clients.

As a leader, you will have the ability to manage, train, and inspire a high-performing sales team, with strong skills in stakeholder relationship management.

Your strategic thinking and commercial acumen will enable you to develop and execute successful sales strategies, meet ambitious targets, and identify new business opportunities.

You should also be experienced in managing complex sales operations, including reporting, pipeline management, and working with vendors and resellers.

Excellent communication and presentation skills are essential, as you will be engaging with stakeholders at all levels, from senior executives to key decision-makers in academic institutions and corporations.

In addition, you should be highly organised, with strong project management skills, and able to thrive in a fast-paced environment.

Fluency in additional European languages or experience working within Arabic or African cultures would be advantageous, and the ability to travel extensively across the region is essential.

A little more about the role

• Develop and execute the EMEA sales strategy, focusing on solution selling and academic/research-focused digital products.
• Lead and manage the EMEA sales team, ensuring high performance in customer acquisition, business development, and account management.
• Drive new business growth and maintain strong relationships with existing academic and corporate clients across the UK, Europe, the Middle East, and Africa.
• Oversee the sale and promotion of key products, including Inspec Analytics, eBook and journal archives, and digital resources.
• Manage sales operations, including pipeline management, sales reporting, analytics, and performance tracking.
• Collaborate with international colleagues in the UK, US, and APAC to align sales efforts with global strategies.
• Lead the development of business models and sales tactics to maximise market impact and revenue growth.
• Represent the organisation at trade shows, industry events, and other professional meetings to build relationships and promote products.
• Provide input on product development, pricing strategies, and customer needs to enhance the product portfolio.
• Manage vendor relations, identifying and developing new business partnerships across the EMEA region.

A little more about what we’re looking for

• Extensive experience in solution-based sales, ideally within the academic, research, or corporate sectors, with a proven track record in the EMEA region.
• Strong understanding of professional membership organisations or experience selling digital products and research solutions to academic and corporate clients.
• The ability to lead, manage, develop, and inspire a high-performing sales team.
• Excellent stakeholder relationship management skills, with experience working at all organisational levels.
• Strategic thinker with a strong commercial mindset, capable of driving revenue growth and identifying new business opportunities.
• Proven ability to develop and implement successful sales strategies, set targets, and manage sales operations effectively.
• Strong communication and presentation skills, with the ability to convey complex solutions to diverse audiences.
• Highly organised with strong project management skills, able to manage multiple priorities in a fast-paced environment.
• Willingness to travel extensively across the EMEA region, with fluency in additional European languages or experience in Arabic/African cultures as a plus.
• Proficient in using CRM systems and sales tools to manage customer relationships and reporting effectively.

We’d love to get to know you

Is Imposter syndrome creeping in? Don’t worry – we’d rather hear from you this time than not hear from you at all!

Download the full Job Description for a little more information about the role; but also, keep in mind that we’re open to discussing flexible ways of working, including reduced hours and working in an agile way, supported by a hybrid working framework that allows you to find the best place to do your best work.

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What if you could be you?

The IET is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.