Wireless Sales Director

INTRACOM TELECOM is a global telecommunications systems and solutions vendor recognized as a market leader for over 40 years. At the forefront of innovation in wireless access and transmission we offer a competitive software portfolio alongside a comprehensive range of professional services across various market domains.

Our mission is to shape the future through technology with human capital as the key driver of success in todays fast-paced business environment. Our highly skilled and experienced professionals are instrumental in achieving our ambitious objectives and enhancing our ability to serve customers effectively.

About the Role:

We are seeking an experienced Wireless Sales professional based in Germany to drive growth of our fixed wireless access (FWA) and millimeter-wave portfolio with Tier-1 telecom operators and fibre-to-the-home (FTTH) providers in the German market. The role carries primary responsibility for expanding our FWA business as a complement and extension to FTTH rollout strategies while continuing to grow and protect our existing point-to-point (PtP) microwave backhaul business with the same accounts. The successful candidate will bring an established network among Tier-1 carriers and FTTH operators in Germany and be able to operate independently in the local market.

Responsibilities

• Own and grow revenue across an assigned portfolio of Tier-1 telecom operators and FTTH providers in Germany with primary emphasis on fixed wireless access (FWA) solutions.
• Position FWA as a complementary and where appropriate alternative technology to fibre for last-mile and network densification use cases working closely with FTTH providers network planning and strategy teams.
• Continue to develop and defend the existing point-to-point (PtP) microwave backhaul business within the same accounts ensuring FWA growth does not come at the expense of the PtP relationship.
• Build and maintain relationships with key decision-makers at Tier-1 carriers and FTTH operators identifying new business opportunities and driving pipeline generation.
• Represent the companys FWA mmWave and PtP microwave portfolio in commercial discussions RFPs and account business planning.
• Negotiate commercial terms pricing and framework agreements in coordination with internal sales operations legal and finance functions.
• Develop and execute account and territory plans for the German market forecasting revenue and tracking performance against quota.
• Collaborate with marketing product management and technical teams to support account enablement trials and joint go-to-market initiatives.
• Represent the company at industry trade shows customer meetings and events across Germany.
• Maintain accurate pipeline and account data in CRM and provide regular reporting to sales leadership.

• Native German speaker with fluent business-level English.
• Minimum 10 years of experience in wireless/telecom sales business development or account management selling directly to Tier-1 telecom operators and/or FTTH providers in Germany.
• Demonstrated established relationships with decision-makers at German Tier-1 carriers and FTTH operators.
• Strong understanding of fixed wireless access (FWA) and its commercial positioning relative to and alongside FTTH network strategies.
• Working knowledge of point-to-point (PtP) microwave/millimeter-wave backhaul systems and their commercial applications.
• Proven track record of meeting or exceeding sales quotas and managing a Tier-1/FTTH account territory.
• Experience negotiating commercial agreements pricing structures and framework/master agreements.
• Bachelors degree in Business Telecommunications Engineering or a related field or equivalent professional experience.
• Based in Germany with availability to travel domestically and occasionally internationally.
• EU/German work authorization required.

Desired Skills

• Existing book of business specifically within German Tier-1 carriers and/or FTTH operators.
• Experience selling FWA as a fibre-complement or fibre-alternative solution into network planning/strategy functions.
• Familiarity with the German telecom regulatory and spectrum environment.
• Familiarity with CRM and sales forecasting tools (e.g. Salesforce).
• Working knowledge of RF systems theory and wireless network architecture sufficient to engage credibly in technical/commercial conversations.
• Experience selling into broader European Tier-1 or FTTH accounts is a plus.

Personal Characteristics

• Strong relationship-builder with excellent interpersonal and negotiation skills.
• Results-oriented and self-motivated with a sense of urgency to meet revenue and growth targets.
• Comfortable balancing two technology narratives (FWA-forward growth PtP retention) within the same accounts.
• Strong communication skills able to represent the company credibly with both commercial and technical stakeholders.
• Flexible and adaptable able to manage a dynamic account portfolio and shifting priorities.

Required Experience:

Director