Regional Sales Manager

Regional Sales Manager — Belgium

Department: Sales

Reports to: Country Sales Leadership (BeLux)

Supported by: Sales Associate (Internal Sales) for quotes, bids, order follow-up, CRM hygiene, and pipeline administration

Role Purpose

Own and grow end-customer business within Belgium, with a primary focus on Flanders and leveraging Fsas Technologies’ Vendor+ portfolio.

The Regional Sales Manager (RSM) creates commercial value by identifying, shaping, and closing end-to-end solution deals that combine Fsas’s own-IP with selected third-party technologies and professional services—delivering measurable business outcomes while expanding recurring revenue and margin.

What “Vendor+” Means in This Role

Fsas develops high-quality, own-IP products with a strong and focused core portfolio.

“Vendor+” extends this value by combining Fsas’s consulting and professional services with selected third-party hardware, software, and services—enabling complete, outcome-driven solutions for our customers.

Territory & Go-to-Market

Territory: Belgium (mainly Flanders)

Go-to-Market Model:

• Flanders: Predominantly direct sales to mid-market and enterprise end-customers, supported by select partners.

Key Accountabilities

End-Customer Ownership

• Build and maintain strong executive and technical relationships at named accounts.
• Map customer organizations, initiatives, and budgets to identify growth opportunities.
• Develop territory plan alongside account plans with clear growth strategies (land, expand, renew, upsell) based on Vendor+ offerings

Channel Leadership (where applicable)

• Drive joint pipeline creation and deal execution with qualified partners in your region
• Enable, co-sell, and co-plan with key resellers and system integrators.
• Ensure partner enablement (training, certifications, usage of Fsas tools) and proper deal governance.

Solution & Portfolio Leadership

• Position Fsas’s own-IP in combination with strategic alliance technologies (e.g., networking, data protection, virtualization, security).
• Lead multi-stakeholder solution engagements ensuring business case clarity, ROI/TCO justification, and customer success.

Pipeline, Forecast & Deal Execution

• Maintain a healthy 3×–4× pipeline coverage.
• Deliver accurate monthly forecasts and manage opportunities with defined next steps and milestones.
• Conduct structured value-based sales cycles and ensure timely closure.

Sales Systems & Process

• Maintain accurate and up-to-date CRM data.
• Follow pricing, approval, and compliance procedures.
• Leverage the Sales Associate for quotes, tenders, documentation, and order tracking.

Market & Portfolio Mastery

• Stay current on market trends, competitors, and technological developments.
• Provide feedback and insights to inform go-to-market planning and campaigns.

Key Performance Indicators

• Revenue and gross margin from end-customers in territory.
• New logo acquisition and cross-/upsell performance in installed base.
• Vendor+ portfolio mix.
• Forecast accuracy, pipeline coverage, and win rate.
• Partner-influenced bookings and enablement progress.

Experience & Qualifications

• Proven B2B sales success in Belgium (mid-market or enterprise) within IT infrastructure, cloud, or data center solutions.
• Strong experience managing end-customer relationships while engaging and orchestrating channel partners.
• Solid track record in solution selling, value-based sales, and forecast management.
• Excellent communication and presentation skills at both executive and technical levels.
• Languages: Dutch and English required; French is a plus.
• Willingness to travel across Belgium with occasional visits to the Fsas office (Diegem)

Core Competencies

Drive for Results • Customer Orientation • Analytical Thinking • Communication & Presentation Skills • Negotiation & Influence • Relationship Building • Problem Solving • Business Acumen • Solution & Portfolio Knowledge (Vendor+) Consultative selling