Regional Sales Manager

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November 25

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UNIKEN

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Hardware • B2B

UNIKEN is an exclusive Bulgarian representative and distributor of major international elevator and platform manufacturers, including Orona, Cibes, Hidral, SJEC, BKG and Lehner. The company supplies passenger elevators, escalators, wheelchair and home platforms, car lifts and parking systems, and provides installation, servicing and maintenance through a team of over 300 specialists trained in Spain. UNIKEN focuses on high quality equipment, reliable after-sales service and long-term partnerships with clients and building providers in Bulgaria.

51 - 200 employees

Founded 1990

🔧 Hardware

🤝 B2B

📋 Description

• Develop and execute regional sales strategy for Uniken’s identity & CIAM product suite of Origination On-boarding, Mobile Threat Detection and Authentication). • Build and maintain a high-quality sales pipeline, driving new business and expanding within existing accounts. • Manage full sales cycle, from discovery to negotiation, contracting and deal closure, with an emphasis on large, complex enterprise and regulated clients. • Collaborate with channel, distributor and OEM partners to drive partner-sourced revenue and jointly deliver go-to-market actions. • Partner with Pre-Sales, Solutions Engineering and Marketing to develop tailored value propositions, proof points and vertical positioning. • Apply enterprise sales methodologies (e.g., MEDDIC, Challenger, solution-selling) tailored for identity/CIAM context. • Maintain accurate CRM records, deliver forecasts and manage territory KPIs: ARR growth, win rate, time-to-close, partner revenue contribution, NRR. • Represent Uniken externally at industry events, conferences, regional forums and with strategic customers.

🎯 Requirements

• Proven success in software/SaaS sales experience, ideally in identity, IAM/CIAM, authentication, or cybersecurity. • Proven record of meeting/exceeding regional quotas in a high-growth environment. • Experience selling to or through partners (resellers, OEMs, technology alliances) and managing indirect channels. • Strong understanding of identity verification (IDV), authentication, orchestration, regulatory requirements (GDPR, PSD2, EUDI). • Executive presence with ability to sell into C-suite, procurement and technical decision makers. • Excellent negotiation, communication and presentation skills. • Familiarity with CRM tools (Salesforce, HubSpot) and sales forecasting disciplines. • Additional European language(s) is advantageous.

🏖️ Benefits

• Competitive base salary, performance-based incentives, and equity participation. • A mission-driven culture built on innovation, trust, and impact.