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For Companies At a Glance
- Tasks: Drive sales and win new clients in Hospitality, Tourism & OTA across Europe & Africa.
- Company: Dynamic consulting firm focused on digital transformation in the travel sector.
- Benefits: Home office flexibility, competitive salary, and opportunities for professional growth.
- Why this job: Join a team shaping the future of hospitality with innovative tech solutions.
- Qualifications: 5+ years in sales within hospitality or IT services, strong communication skills required.
- Other info: Ideal for self-starters eager to build relationships and drive impactful change.
The predicted salary is between 36000 - 60000 £ per year.
Region: Europe & Africa
Reports to: Sales Director Europe & Africa
Mission: Win new logos in Hospitality, Tourism & OTA
Location: Home office-based in Europe
Job Description Summary
We are looking for an experienced, dynamic, organized, self-starter to join as senior hunter who can open and win new customers within the Hospitality, Tourism and OTA sector across Europe & Africa for our Consulting and Digital Transformation Unit (CDx). You will combine deep industry understanding with strong IT services sales capabilities to shape transformation initiatives across Data & AI, digital engineering, cloud modernization, platform integration and operations. This also requires a good understanding of market and competition to develop appropriate sales strategies.
You will proactively engage with relevant target stakeholders, from Project Managers and Procurement Specialists up to CIOs, CTOs, CDOs, COOs and Digital/Operations leaders, and understand their business challenges, position IBS CDx solutions, and drive opportunities from first meeting to contract signature in close collaboration with our Practice leads and Sales Support teams. If you thrive on breaking into new accounts, building senior relationships, and shaping meaningful digital transformation deals in the travel and hospitality ecosystem, this role is for you.
Core Purpose of the Role
- The role supports the regional growth plan
- Drive and generate sales pipeline and new revenue
- Break into strategic accounts (Hotels, Resorts, OTAs, Travel Experiences, etc.)
- Focus on hunting and nurturing business opportunities by developing effective relationships with key decision makers and influencers in target accounts.
- Bring strong domain credibility in Hospitality/Tourism
- Combine this with IT services selling capability (AI, digital engineering, modernization, managed services)
- Develop responses to qualified prospective enquiries, RFPs and RFIs.
- Maintain detailed and accurate pipeline and sales activity forecasting and reporting.
- Work closely with the different CDx practices and ensure that they participate in the customer interactions.
- Provide customer and market feedback to the stakeholders on the various offerings that IBS has.
- Formulate Marketing, Branding and Regional strategies to improve IBS image and CDx awareness in the region/country.
- This is a pure hunter — not a farmer role
Ideal Candidate Background
Domain Expertise (must-have)
- The candidate should come from the industry or have sold heavily into the industry, as Credibility in front of CIO/CTO/Head of Digital is key:
- 5+ years in selling to:
- Major hotel chains and/or Hospitality Management Companies
- OTAs
- Hospitality tech companies (PMS, CRS, RMS, distribution systems)
- Travel experience providers
- PMS
- CRS / Channel Managers
- Loyalty & Guest Experience Platforms
- Digital operations & automation in hotels
- Online distribution challenges
- Revenue management & occupancy business models
IT Services & Transformation Selling (must-have)
- The candidate must be able to sell:
- Digital engineering
- Cloud migration/modernization
- AI/ML use cases (personalization, pricing, forecasting, chatbot/guest journey automation)
- Testing, integration, platform engineering
- Managed services & long-term transformation programs
Minimum qualification
- Candidate should be a graduate in Economics, Engineering / Technology or Science and preferably with a management education
- Should have an overall experience of at least 10 years with a minimum of 3 years in direct sales.
- Candidate must have a track record of developing business relationships with senior executives in the target domains to drive business growth.
- Candidates should have strong communication ability
- Self-driven
Sales Specialist - Europe & Africa employer: IBS Software
Contact Detail:
IBS Software Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Sales Specialist - Europe & Africa
✨Tip Number 1
Network like a pro! Get out there and connect with industry folks on LinkedIn or at events. The more people you know in Hospitality, Tourism, and OTA, the better your chances of landing that dream role.
✨Tip Number 2
Research is key! Dive deep into the companies you're interested in. Understand their challenges and how our CDx solutions can help them. This will give you an edge when you get to the interview stage.
✨Tip Number 3
Practice your pitch! Be ready to talk about your experience and how it aligns with the role. Highlight your successes in breaking into new accounts and building relationships with senior stakeholders.
✨Tip Number 4
Apply through our website! It’s the best way to ensure your application gets noticed. Plus, we love seeing candidates who are genuinely interested in joining our team.
We think you need these skills to ace Sales Specialist - Europe & Africa
Some tips for your application 🫡
Show Your Passion for the Industry: When writing your application, let your enthusiasm for the Hospitality, Tourism, and OTA sectors shine through. We want to see that you understand the market and are excited about the challenges and opportunities it presents.
Tailor Your Experience: Make sure to highlight your relevant experience in IT services sales and digital transformation. We’re looking for someone who can connect their background to the role, so don’t be shy about showcasing your achievements in these areas!
Be Clear and Concise: Keep your application straightforward and to the point. We appreciate clarity, so avoid jargon and focus on what makes you a great fit for the Sales Specialist role. Remember, we want to get to know you quickly!
Apply Through Our Website: We encourage you to submit your application directly through our website. It’s the best way for us to receive your details and ensures you’re considered for the role. Plus, it’s super easy!
How to prepare for a job interview at IBS Software
✨Know Your Industry Inside Out
Before the interview, dive deep into the Hospitality, Tourism, and OTA sectors. Understand the latest trends, challenges, and key players. This knowledge will help you speak confidently about how your experience aligns with their needs.
✨Showcase Your Sales Success
Prepare specific examples of your past sales achievements, especially in IT services and digital transformation. Be ready to discuss how you’ve successfully navigated long sales cycles and closed deals with senior executives.
✨Understand Their Solutions
Familiarise yourself with the company's offerings, particularly in digital engineering, cloud modernization, and AI. Being able to articulate how these solutions can address potential clients' pain points will set you apart.
✨Build Rapport with Key Stakeholders
Think about how you can connect with various decision-makers, from CIOs to Project Managers. Prepare questions that show your interest in their business challenges and how you can help solve them, demonstrating your consultative sales approach.