Sales Specialist - Europe & Africa

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

Sales Executive / Domain Hunter – Hospitality, Tourism & OTA

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 the 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.)
• For new accounts, this role will 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 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
• Understands core hospitality systems:
• PMS
• CRS / Channel Managers
• Loyalty & Guest Experience Platforms
• Digital operations & automation in hotels
• Online distribution challenges
• Revenue management & occupancy business models
• Relationships with key IT or business stakeholders in Europe based airlines will be an added advantage

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
• Ability to manage 6–18‐month cycles
• RFP navigation confidence
• Comfort shaping technical opportunities
• Strong in consultative sales
• Highly structured in planning and pipeline creation
• Comfortable opening doors without large brand support

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 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