Senior Strategic Sales Manager (Fully Remote)
About Soracom
Soracom was founded in 2014 by AWS veterans with a clear vision to build a more connected world. Today, Soracom serves over 8,000 customers and connects over eight million devices worldwide, delivering connectivity for the Internet of Things (IoT) powered by the speed and scale of the cloud. Headquartered in Tokyo with offices in the US and UK, Soracom is now building out a global team to continue the company's rapid growth.
Soracom is an Equal Opportunity Employer and we take pride in the diversity of our employees, valuing the special experience and expertise that people from different backgrounds bring to our business. The ability to develop ground-breaking technologies is one of our key assets and our people make it happen. Come and join Soracom to create the transformative technology that enables our customers to engineer a better world!
Desired Qualities
With over a decade of experience and the power of cutting-edge technology, we continue to embrace the agility, innovation, and entrepreneurial spirit. We believe our success is driven by a team of curious, action-oriented individuals who thrive in a fast-moving and global environment.
In addition to strong professional expertise, we look for people who:
- Take ownership and work autonomously with a hands-on mindset.
- Adapt quickly to change and stay flexible in new situations.
- Approach others with integrity, empathy, and mutual respect.
- Stay curious and informed about new technologies and trends.
About the Role
An exciting opportunity has arisen for a Senior Strategic Sales Manager for the wider EU/UK region to drive significant revenue growth. In this role, you will be tasked with identifying, developing, and closing large-scale strategic opportunities across the EU/UK. Alongside direct sales and account acquisition, you will also own and develop indirect sales opportunities in collaboration with strategic partners, ensuring success across both routes to market.
While our current focus areas include the UK, France, and DACH (Germany, Austria, Switzerland), you will be expected to drive business development across diverse markets and industry verticals where IoT and AI convergence is accelerating across critical domains, including Industrial IoT (Smart Factory, Predictive Maintenance), Consumer/Smart Living (HVAC, BEMS, Smart Appliances), Smart Mobility (EV charging, Fleet Management), and Transactional Systems (Payment solutions, Vending). You will be responsible for building trust with customers, including C-level executives at both high-growth startups and established major corporations.
Key Responsibilities
- Identify and engage mid-to-large enterprise customers across the EU/UK, particularly in priority markets (UK, France, DACH) and key industry verticals.
- Manage and grow both direct customer accounts and indirect sales opportunities through strategic partner collaborations.
- Develop and execute strategic account plans to drive new customer acquisition and expansion.
- Build and maintain strong, long-term relationships with key stakeholders, including C-level executives to ensure ongoing business growth.
- Own the full sales cycle across direct and partner-led deals, including prospecting, negotiation, closing, and account growth.
- Work closely with strategic partners to identify, develop, and close joint opportunities and expand market reach.
- Represent Soracom at industry events, exhibitions, and conferences to build brand awareness and pipeline.
- Monitor sales performance, pipeline, and forecasts, and provide regular reporting.
- Gather customer and partner feedback and share insights with internal teams to inform product and go-to-market strategies.
Requirements
Key Requirements
- 10+ years experience in strategic B2B sales, with a strong track record in selling SaaS, IT, or IoT/telecommunications solutions across mid-to-large enterprises in the EU/UK region.
- Demonstrated success in penetrating complex organisations through cross-functional engagement, aligning diverse internal stakeholders to uncover needs, build unified value propositions, and close high-value strategic deals.
- Proven ability to manage full-cycle enterprise sales, including pipeline building, forecasting, reporting, and CRM-based account management.
- Strong experience in navigating diverse European markets, particularly UK, France, and DACH, with established networks and deep market insight.
- Expertise in solution-selling and deal orchestration, working closely with technical teams (e.g., Solution Architects, Pre-Sales) to develop tailored proposals that drive sign-off and adoption.
- Experience rolling out complex SaaS or IoT solutions across multiple international sites or business units, ensuring long-term value realisation.
- Demonstrated leadership capability, including team management and strategic guidance.
- Fluency in executive-level engagement, with a history of building and maintaining strong relationships with CxO stakeholders.
- Hands-on experience negotiating commercial terms, and collaborating with Legal/Contract teams to close agreements in line with internal policies.
- Excellent communication and presentation skills, with the ability to deliver compelling product demonstrations and articulate strategic value.
- Business-level proficiency in English.
Preferred Requirements
- Work experience in Mobile Network Operator (MNO) or Mobile Virtual Network Operator (MVNO) with a focus on enterprise or IoT connectivity sales.
- Work experience in at least one of the following sectors: Industrial IoT (Smart Factory, Predictive Maintenance), Consumer/Smart Living (HVAC, BEMS, Smart Appliances), Smart Mobility (EV charging, Fleet Management), and Transactional Systems (Payment solutions, Vending).
- Work experience at a large enterprise IT vendor or an organisation with rigorous process discipline, where structured sales methodologies, complex process management, and forecasting were foundational.
- "Just do it" attitude – proactive, flexible, and ready to step outside of defined responsibilities to help the team succeed.
- Business-level proficiency in other major European languages (e.g., French, German, Spanish, Dutch, etc.).
- Experience working remotely in an international environment.
Location
- Fully remote, with base in the UK preferred.
Benefits
- Flexible work environment - work from wherever you want - as long as you have a great internet connection
- Flexible work hours - work when you’re the most productive and when it is best for you to achieve a work-life balance
- Technology budget - work with the most up-to-date tools available
- Skills-based promotion - be promoted based on your contributions
- A truly rewarding culture - work with individuals from across the world who are at the very top of their game