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