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 today's 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 company's 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.
Requirements
- 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.
- Bachelor's 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.
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