Hybrid Sales Manager – Telco & IoT

at Thales

• Job title: Sales Manager – Telco & IoT
• Job type: Full Time
• Experience level: Mid level, Senior
• Salary: Not specified
• Degree requirement: Bachelor's Degree
• Tech skills: IoT
• Location requirements: Hybrid, Stockholm, Sweden

About the role

• Sales Manager leading customer engagement and business growth across Telecommunications and IoT sectors in Nordics. Managing key Telco accounts and exploring new IoT opportunities.

Responsibilities

• Develop and manage long-term relationships with Telco operators and enterprise clients in Nordics.
• Identify and drive new business opportunities within existing Telco accounts, including upselling and cross-selling of relevant services and solutions.
• Act as the main commercial contact for strategic customers, ensuring a high level of customer satisfaction and retention.
• Identify, assess, and lead the pursuit of greenfield opportunities in the IoT ecosystem across the region.
• Engage with early-stage IoT customers, startups, and industry-specific stakeholders to understand market gaps and tailor solutions accordingly.
• Work with internal teams to develop proposals, pilots, and go-to-market strategies for new IoT verticals (e.g., smart metering, smart cities m-pos, precision agriculture, industrial IoT).
• Own the sales cycle from prospecting to contract negotiation and closure.
• Prepare and execute territory/account plans aligned with corporate strategy and regional objectives.
• Maintain an accurate pipeline and forecast using CRM and sales enablement tools.
• Liaise with internal product, technical, legal, and marketing teams to support complex customer engagements.
• Provide market insights and competitive intelligence to inform product development and strategic planning.

Requirements

• 5+ years of experience in B2B sales or account management or business development within Telco, IoT, or related technology sectors.
• Proven track record of managing large, complex accounts and driving business growth in a multi-country region.
• In-depth knowledge of the Telco ecosystem (MNOs, MVNOs, network technologies, digital services) and IoT value chain (devices, platforms, connectivity, applications).
• Strong business acumen and ability to identify opportunities in early-stage or non-traditional markets.
• Exceptional interpersonal and communication skills; Danish or Swedish & English. Finnish is a plus.
• Strong negotiation skills.
• Strong business development skills.
• Ability to travel frequently within the assigned region.
• Proficiency in both English and any Nordic language will be beneficial.

Benefits

• Competitive compensation package including base salary and performance-based incentives.
• Professional development, training, and career advancement opportunities.
• Flexible working environment with regional travel.