Senior Solutions Sales Manager

Giesecke & Devrient GB Ltd.; Sterling (VA); On-site; USD 180,000 - 205,000; Full time

Benefits offered by this job

Medical, dental, vision insurance

16 days paid time off

401(k) with employer match

Job summary

Giesecke & Devrient GB Ltd. seeks a Solution Sales Manager to enhance sales of GSMA-compliant eSIM SaaS platforms and digital connectivity technology. The ideal candidate will drive growth by engaging telecom operators, MVNOs, and enterprises through consultative selling and custom solutions.

With a Bachelor's degree and a minimum of 5 years in technology sales, you will lead complex sales efforts ensuring adherence to GSMA standards. The compensation is between $180,000 and $205,000 annually, along with comprehensive benefits.

Qualifications

• 5+ years in technology and 3+ years in enterprise technology sales.
• Strong record of exceeding revenue targets.
• Experience in complex contract negotiations.

Responsibilities

• Engage telecom operators and partners in sales engagements.
• Translate use cases into eSIM SaaS solutions.
• Conduct solution workshops and client presentations.

Skills

Consultative selling

Telecommunication knowledge

Solution sales

Project management

Communication skills

Cross-functional collaboration

Time management

Education

Bachelor's degree in Business, Engineering, or related discipline

Job description

Job Summary

The Solution Sales Manager is a customer‑centric, consultative sales role responsible for driving profitable growth through GSMA‑compliant eSIM SaaS platforms and digital connectivity technology. The role complements the commercial leadership of complex sales opportunities involving SM‑DP+, SM‑DS platforms, eSIM lifecycle management, and SaaS‑based connectivity orchestration aligned to GSMA SGP.22 and SGP.32 specifications. The position works in close partnership with Account Management, Product, Solution Architecture, and Delivery teams to convert customer requirements into scalable, secure, and commercially viable solutions for MNOs, MVNOs, enterprises, OEMs, and ecosystem partners.

Responsibilities

• Engage telecom operators, MVNOs, enterprises, OEMs, and partners in consultative sales engagements
• Translate consumer, IoT, automotive, and enterprise use cases into scalable eSIM SaaS solutions
• Collaborate with Solution Architects and Product Management on SGP.22 and SGP.32 aligned solutions
• Acts as a cross‑functional bridge between Sales/Account Management and technical teams by translating customer requirements into approved solution proposals, supporting deal qualification and closure.
• Conduct solution workshops, demonstrations, and executive‑level presentations
• Support delivery readiness, SLAs, onboarding, and lifecycle operations
• Ensure adherence to GSMA standards, security, regulatory, and data privacy requirements

Education and Experience

Bachelor’s degree, preferably in Business, Engineering, Computer Science, Telecommunications or a related discipline.

Minimum of 5 years overall experience in technology and minimum of 3 years of experience in enterprise technology sales, solution sales, telecom, SaaS, cloud, managed services, or related consultative B2B sales roles.

Consistent track record of meeting and exceeding revenue targets.

Experience in complex contract negotiations.

Experience in consultative value selling telecom, connectivity, IoT, network software, digital infrastructure, security, cloud, or managed service solutions into mobile operators, enterprises, channel partners, or large strategic accounts.

Strong commercial experience with good understanding of strategy tools, competitive analysis, and financial business models.

Preferably experience with working across different cultures.

Knowledge, Skills, and Abilities

• Deep understanding of GSMA eSIM standards (SGP.22, SGP.32)
• Strong knowledge of SM‑DP+, SM‑DS architectures and eSIM lifecycle management
• Familiarity with OSS/BSS ecosystems and cloud‑native SaaS platforms
• Advanced understanding of the sales process
• Possess understanding of current IT, cloud technologies and security information systems
• Market knowledge
  • Telecommunication
  • OEM (Mobile devices)
• Understanding of market demands and trends
• Customer and service orientation
• Accustomed to work with short deadlines in customer engagements
• Ability to effectively manage time to drive immediate revenue opportunities while building long‑term value
• Strong verbal and written communication skills, listening and teamwork skills, and effective presentation skills
• Fluent written and spoken English

Essential Functions

• Business case definition and development for customer opportunities in collaboration with Account Management
• Tailor solution documentation for customer presentations in collaboration with Technical consultants
• Create demand for new solutions
• Support to and interaction with other jobs and functions
  • Account Management
    • The bridge to Account Management in regards to customer and solution requirements by supporting Key Account Managers to execute key account plan or actively drive sales projects with AMs to qualify customer problems and transform them into solution proposals and drive them to deal closure
    • Support in Service Management setup (e.g. SLAs, operation & maintenance, incident management and compliance) from RFX process to service implementation
    • Support IOR and deal review/approval process
    • Support in Solution Sales deal approval
  • Service Delivery & Operations
    • Support Service Operations in regards to how sold solutions can be delivered and operated based on individual customer situation
    • Support Project Managers with business case support and service management setup (e.g. SLAs, operation & maintenance, incident management and compliance) from RFX process to service implementation
    • Collect feedback from Regional Head of Sales on customer requirements around solutions, products and service from the market
  • Support Technical consultants in regards to setting scope, solution description and change requests
  • Support Customer Engagement Managers in change requests, customer performance, installed base and Customer Relationship Management
  • Support Service Owners in new services, SLA updates and changes in data center strategies
  • Support Division Sales Lead in financial forecasting of Solution Sales
  • Collaborate with Bid Analysts as main interface regarding standard engagements/deals
  • Conduct technical workshops, present technical solutions/use cases and perform training and consulting services with customers in collaboration with Technical Consultants and Customer Engagement Managers
• Identify and address day‑to‑day continuous improvement activities towards Regional Service Quality Manager and/or supervisor for further action, related to tools, procedures and compliance fulfilment

The On‑Target Earnings (OTE) Pay range for this position is $180,000‑$205,000 annually. Benefits offered to eligible employees include medical, dental, vision, 16 days of paid time off per year, 11 paid holidays per year, parental leave, 401(k) with employer match, short and long‑term disability, life, and AD&D insurance, long‑term care insurance, HSA, FSA, EAP, commuter benefits, education assistance and legal plan.

Giesecke+Devrient Mobile Security America, Inc. is an Equal Opportunity Employer – M/F/Veteran/Disability/Sexual Orientation/Gender Identity.