Wireless Sales Director
At a glance
Leadership Sales Leadership role at Intracom Telecom. Remote, Germany · full-time.
Pay not stated
growthroles summary, based on the employer's posting.
What you'll do
- Grow FWA revenue across German Tier-1 telecom and FTTH accounts while protecting existing PtP microwave business
- Present FWA as a fibre complement or alternative for last-mile coverage and network densification
- Build executive relationships, uncover opportunities, and create pipeline with carriers and FTTH providers
- Lead portfolio discussions, RFPs, account plans, commercial negotiations, and framework agreements
- Forecast German territory revenue, maintain CRM accuracy, and report performance against quota
What you bring
- At least ten years selling wireless or telecom solutions directly to German Tier-1 carriers or FTTH providers
- An established network of decision-makers at German Tier-1 operators and FTTH providers
- Commercial knowledge of FWA alongside FTTH, plus working familiarity with PtP microwave and millimeter-wave backhaul
- A record of achieving sales quotas, managing Tier-1 or FTTH territories, and negotiating pricing or master agreements
- Native German, fluent business English, a relevant bachelor's degree or equivalent experience, and EU or German work authorization
Who this fits
This role suits a senior wireless seller with an existing German carrier network who can work independently across FWA growth and PtP retention. You will be based in Germany and travel domestically, with occasional international travel. The position requires German and EU work authorization.
From the employer
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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