EMEA Regional Director

Sector: Industrial Software / Operational Technology / Process Industries

About the company 

This technology is built by engineers, for engineers. Our client’s industrial software platform sits at the very heart of operations for process manufacturers worldwide, combining enterprise data historian capabilities with real-time analytics and visualisation. Their tech is designed to be a single source of truth for operational data, and it’s trusted daily on the plant floor across industries including oil and gas, power and utilities, and chemicals.

This software wasn’t built in a boardroom. Instead, it was developed by engineers who wanted to solve their own problems. That ‘plant-floor’ DNA is still at the core of the business, making their software something that operational people actually want to use. 

This company is a specialist software organisation but is part of a global engineering group that has more than 150 years of heritage in the industrial world. This makes it a great place to work – think the nimbleness of a specialist business, but with the domain depth, relationships, and investment of a strong parent company. People working there get the rare combination of focused-company autonomy with the balance sheet and patience of a multi-generational industrial group, not a private equity clock.

The business has a long-standing international customer base, an experienced leadership team and a clear product roadmap spanning on-premise and cloud. With fresh investment committed to its European operation, it is now accelerating growth across EMEA — and this hire is central to that. 

The opportunity 

This is a senior player/coach position with responsibility for leading the continued development of the EMEA business. You will take ownership of the regional commercial plan, lead and develop an established European sales team and personally retain responsibility for a territory and new business target. 

The remit extends beyond sales management. You will operate as a senior leader for the European business, helping shape regional strategy, develop new markets, build the partner ecosystem and coordinate closely with Engineering, Services, Marketing and Customer Success.

Personal sales contribution, team development and regional build-out carry equal importance. This role therefore requires someone who wants to remain commercially active while taking broader responsibility for how the business develops across Europe. 

Key responsibilities:

• Take ownership of the EMEA commercial plan and support the delivery of regional growth targets. 
• Maintain a personal sales territory, building pipeline and closing new enterprise software opportunities. 
• Lead and develop an established European sales team across key regional markets. 
• Recruit and onboard additional commercial talent as the EMEA operation expands. 
• Develop opportunities across energy and other process industries, including oil and gas, refining, power and utilities, chemicals, pulp and paper, and metals and mining. 
• Build and develop the regional partner and channel network alongside global channel leadership. 
• Define market coverage and go-to-market strategies for new and underpenetrated territories. 
• Coordinate with regional Engineering and Services teams to support successful customer delivery and long-term relationships. 
• Work with global Marketing on regional demand generation, industry events and market development. 
• Maintain structured pipeline management, forecasting and reporting across the region. 
• Support strong subscription and maintenance renewal performance across the established customer base. 
• Represent the business with strategic customers, partners and at relevant industry events. 
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About you 

Essential 

• Proven commercial leadership experience within industrial software, operational technology or a closely related enterprise technology market. 
• Strong understanding of process and asset-intensive industries. 
• A track record of achieving an individual sales target while also leading and developing commercial teams. 
• Experience selling complex enterprise software solutions through consultative, value-led sales processes. 
• Ability to coach salespeople while remaining personally involved in strategic opportunities. 
• Experience managing commercial activity across multiple European markets. 
• Strong understanding of structured pipeline management, forecasting and sales execution. 
• Comfortable operating with significant autonomy in a lean, focused organisation. 
• Able to build lasting relationships with customers while maintaining a clear focus on commercial growth. 

Preferred 

• Experience with industrial data, process optimisation, data historian, MES or adjacent OT software solutions. 
• Previous responsibility for developing partner or channel programmes. 
• Familiarity with MEDDIC or an equivalent structured enterprise sales methodology. 
• Experience helping build or scale a regional commercial operation. 

Why apply? 

This is an opportunity to take genuine ownership of a European business at an important stage of its development. The organisation offers an unusual combination: a stable and established product, a long-standing customer base and experienced leadership team, alongside the investment and backing required to accelerate growth across EMEA. Its relatively small global headcount means the Regional Director will remain close to customers, employees and strategic decisions rather than becoming one layer within a large corporate structure. 

For someone who values positive culture and long-term customer relationships, this is also a business that has retained its identity and autonomy while benefiting from the security of a substantially larger parent organisation. You will have the opportunity to drive regional growth, build and coach the European sales organisation, develop the partner ecosystem and act as a senior leader for EMEA, while remaining hands-on with your own customers and territory. The position offers a competitive base salary and variable compensation linked to both personal and regional performance. Regional travel across EMEA will be required. 

Think this could be your next role? 

Please get in touch with FMC Talent to discuss further. 

Reference Number: 22860 

Temporary or Permanent: Permanent 

FMC Contact: Victoria Rybak