Senior B2B Solution Sales Manager — A/V Solutions

DEKOM, an international audiovisual and technology solutions company, is looking for a highly driven Senior B2B Solution Sales Manager to work with clients in the US market.

This is a hands-on, revenue-focused solution sales role for an experienced B2B closer. The successful candidate will be responsible for understanding clients’ business and technical needs, working with internal experts to develop the right solution, clearly communicating its commercial value, and converting opportunities into signed contracts and revenue.

The primary objective of this position is to achieve and exceed sales quotas, close complex B2B solution deals, and increase company revenue. The Senior B2B Solution Sales Manager will take commercial ownership of qualified and active opportunities, guide clients through the decision-making process, and remain accountable for the deal until it is closed.

Key Responsibilities

• Own the full solution sales cycle, from opportunity qualification and discovery to negotiation, closing, and commercial handover.
• Build, manage, and continuously develop a strong sales pipeline aligned with revenue targets.
• Qualify and prioritize opportunities based on client need, deal value, profitability, urgency, and likelihood of closing.
• Develop clear deal strategies, identify decision-makers, map stakeholders, and define the actions required to move each opportunity forward.
• Conduct discovery meetings to understand the client’s business objectives, technical requirements, budget, and decision-making process.
• Work with technical, design, estimation, and project teams to develop relevant and commercially viable solutions.
• Present the business value of proposed solutions and lead client pitches, proposals, negotiations, and closing conversations.
• Review existing accounts to identify upselling, cross-selling, reactivation, and new project opportunities.
• Develop new B2B clients and use relevant professional networks to create additional sales opportunities.
• Maintain accurate opportunity data, next steps, deal values, probabilities, and forecasts in ERP system.
• Provide reliable sales forecasts and proactively identify risks, delays, and gaps in pipeline coverage.
• Consistently achieve or exceed individual revenue, margin, and sales quotas.

Requirements

• 5+ years of successful experience in B2B solution sales.
• Proven track record of achieving sales quotas and closing complex B2B deals.
• Experience selling technical, integrated, customized, or project-based solutions.
• Strong pipeline management, opportunity qualification, forecasting, and account-planning skills.
• Ability to manage complex sales involving multiple decision-makers and internal stakeholders.
• Strong discovery, value-selling, presentation, negotiation, and closing skills.
• Commercial mindset with a strong focus on revenue, margin, and measurable results.
• Ability to quickly take ownership of active opportunities and move them forward.
• Systematic, highly organized, and disciplined in follow-up and CRM management.
• Confident, persuasive, trustworthy, and able to build strong client relationships.
• Advanced written and spoken English.
• Ability to work in alignment with US Eastern Time business hours.
• Strong proficiency with Microsoft 365, CRM, ERP, presentation, and collaboration tools.

Strong Advantages

• Experience selling professional audiovisual or system-integration solutions.
• An existing B2B client base or relevant professional network.
• Experience working with US-based clients.
• Experience closing large, complex, or multi-stakeholder deals.
• Knowledge of AV systems, video conferencing, collaboration technologies, digital signage, smart offices, low-voltage systems, or IT infrastructure.

The Company Offers

• Fully remote B2B cooperation.
• Competitive compensation with an attractive performance-based bonus structure.
• The opportunity to work with high-level B2B clients, senior decision-makers, and complex enterprise projects in the US market.
• Direct ownership of significant sales opportunities and visible impact on company revenue.
• Access to technical, design, estimation, and project teams supporting solution development and deal execution.
• Company-sponsored product and technical training.
• An international, fast-paced environment with room to expand responsibilities through strong sales performance.