Senior Strategic Sales Manager, Soracom
More information about location
IoT connectivity & platform services
Open for applications
IoT connectivity & platform services
101-200 employees
Open for applications
More information about location
101-200 employees
Company mission
Soracom is on a mission to accelerate global connection.
Role
Who you are
- 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
- 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
Desirable
- 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
What the job involves
- 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
- 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
Our take
Founded in 2015 by ex-Amazon engineers, Soracom has grown into a major player in the IoT sector. With a customer base of 25,000 businesses including Sharp, Nectar, and Panasonic, and five million devices connected globally, the company’s platform covers nearly every conceivable use case for IoT connectivity across all industries.
As the IoT revolution gains steam a plethora of providers have entered this $200 billion market, including heavyweights Samsara, Siemens, and IBM. However, Soracom’s focus on accessibility and cost-effectiveness gives it an edge in this market, with some of the industry’s lowest cellular connectivity rates and transparent pricing proving to be a powerful draw for its customers.
The demand for IoT connectivity is only growing, and Soracom is moving to capture a large share of this market by expanding its offerings globally. It is currently particularly focused on the European SMB market, where it rolled out the Plan X3-EU IoT data plan in 2024. Focusing on this sector is likely to prove a shrewd move, as to date small businesses has lagged behind larger enterprises in the adoption of this technology. Soracom has positioned itself well for growth as it continues to accelerate the deployment of IoT devices worldwide.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
9% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Mar 2018
$4.5m
GROWTH EQUITY VC
Jun 2016
$5.8m
SERIES B
Total funding: $38.3m
Company 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 ability to perform instead of your tenure or how many hours you put in
- An environment where you’ll learn more in 6 months than you would typically in several years at another company
- A truly rewarding culture, working with individuals from across the world who are at the very top of their game
Company HQ
21, Setagaya City, Tokyo
Leadership
Ken Tamagawa
(CEO & Co-Founder)Was Senior Manager of Solution Architecture, Training & Professional Services at Amazon. Before that was Manager of Rational Technical Sales for IBM.
Kenta Yasukawa
(CTO & Co-Founder)Former Solutions Architect for Amazon Web Services and Systems Manager at Ericsson. Before that was Research Fellow with Japan Society for the Promotion of Science.
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