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Director Sales, Hospitality Vertical, EMEA

NEC Enterprise Solutions

NEC Enterprise Solutions provides IT & Communication solutions to small, medium and large enterprises in both the private and public sectors. Designed for open connectivity, high availability and flexible growth, our innovative solutions incorporate the latest voice, data and video technologies and enable real-time, collaborative working, increased productivity and customer satisfaction. Our servers, storage solutions, software and virtualized workstations enable businesses to maximize operational efficiency, performance and profitability.

NEC Enterprise Solutions serves its customers across EMEA (Europe, Middle East & Africa) through a network of direct sales organizations, business partners and value-added resellers.

For more information, please visit: http://www.nec-enterprise.com.

As Hospitality is an important and growing vertical for NEC Enterprise Solutions, with an installed base of more than16,000 hotels and an average growth of > 800 hotels per year, we are actively looking for a:

 


Director Sales, Hospitality Vertical, EMEA

 

Position Overview:

 

In this position you will have the opportunity and responsibility to continue to grow this important vertical with and for NEC Enterprise Solutions.

 

Being both the ‘spider in the web, as “leading by example” you will:

  • Assure that the NEC Enterprise Solutions (Networking + IT products) are and will remain approved by the leading international hotel operators
  • Work with the certified NEC Hospitality partners to drive their business; as you depend on their success (NEC Enterprise Solutions only works and sells in an indirect model) and, in close collaboration with the standing channel organization,
    recruit new Hospitality partners.
  • Initiate demand generation campaigns, in close collaboration with the marketing team from both NEC, as well as the certified NEC Hospitality Partners
  • Be the Thought Leader and outspoken representative of NEC Hospitality, towards the market, within NEC Enterprise Solutions and within NEC on a Global Level
  • Lead the journey of transforming the value NEC Enterprise Solutions delivers to the Hospitality Market, from primarily being a voice / communications-centric product supplier (with positive impact on Safety & GOP) towards an integrated ICT solutions provider with impact on the higher value elements (Loyalty, RevPar)
     

He or She must have in-depth knowledge and understanding of the international Hospitality Industry (experience, processes), be a sales leader and have an understanding of the value technology can bring to the international hospitality industry.

 

  

Job Responsibilities:

 

  • Carries overall quota and is fully responsible for quota and sales objectives within the accounts/ territory executing a “sell through / sell with” strategy.
  • Wins competitive deals on known hotel-opportunities, both for new build, as well as replacement opportunities
  • Takes complete responsibility for the account-ownership of NEC with selected hotel-chains (i.e. Hilton, Marriott, and IHG), builds relationships and engages with the respective ICT teams of these chains in a defined process.
  • Identification of new business partners and facilitate their boarding process with Channel Sales Team.
  • Main point of contact for the “End User” accounts, owning the NEC Enterprise overall relationship
    • Develops, coordinates and manages all account and team activities within the account, consisting of sales/pre-sales, support and technical resources.
    • Identifies and brings in any external additional resource (existing or new partners) required to support the strategic objectives of both the account and NEC.
  • Introduces new products and solutions to the market, balancing the requirements and needs of the customers vs the capabilities and limitations of the partners (Biometrics, AI)
     

Professional Key Skills and Experience

 

  • Minimal 5 years of working in International Hospitality Industry, in guest-facing roles (Rooms, Front-Office, F & B)
  • Minimal 10 years of selling ICT solutions to International Hospitality Industry and understanding the different modules in the industry (owned, leased, managed, franchised) as well as the different roles in the buying community / DMU (investor, owner, operator)
  • Understanding + knowledge of Hospitality ICT Community (HTNG, HFTP, HITEC)
  • Clear knowledge of Channel business, understanding how to drive and motivate a Channel Partner to become certified NEC Hospitality Partner
  • Self-motivated person, able to work without close supervision to his immediate manager.
  • Capacity to work in a matrix environment with different stakeholders (internally and externally) and engaging resources of a virtual team ((Product Manager, Channel Managers, Pre-Sales …) and being a part of a virtual Global Team (NEC Global Hospitality
  • Higher Education
  • PC and Forecasting tools proficiency
  • Fluent English, as a language is a must. German and French are a plus
  • Driving licence mandatory.  
      
     
    Personal elements:
     
  • Ability to think out of the box, capacity to empower people to boldly go where no one has gone before and make history.
  • Open and flexible mind-set.
  • A strong will to always learn and share his/her knowledge.
  • Willingness to travel, embrace different culture and conduct business with them.
  • Entrepreneurial spirit by being accountable and taking ownership
     
     
Locations
Netherlands; Netherlands/Hilversum
Job function
Sales/Account/Channel Management

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