Sales Director
About the role
Job Summary
Job Description:
About AEP
Based in Signa, very near to Florence, Italy, the company was established in 1998 as a spin-off of Logitron (today Gilbarco-Veeder Root), that built the first Italian eTicketing systems in Florence and Prato (Italy) in 1992. In the early years, AEP was dedicated mainly to hardware products, such as validators, on-board computers and vending machines, and quickly gained the trust of large system integrators, thanks to the products' quality and their innovative approach.
In 2008, AEP started the development of its own software suite, ET, The Easy Ticketing, to manage all the areas of automatic fare collection. Today, ET is one of the most advanced and complete solutions in the market. In 2016, AEP acquired the "Monetica" branch of Leonardo (a large Italian company), opening a branch in Genoa and later in Milan. Today, AEP is a well-known global brand, thanks in part to its solutions built according to the London Transit model that allows the traveller to pay with EMV credit cards.
Now part of the Modaxo group, AEP continues to build its global presence for integrated solutions to help Public Transport be more effective and provide users with the best possible experience.
Modaxo's expertise, global bench strength, and singular focus on People Transportation make it a great home for technology companies that share our vision to efficiently move the world's people.
Bill Delaney, CEO, Modaxo
About The Role
As Sales Director for AEP, you will own the geographic execution of the portfolio strategy, driving disciplined, margin-aware commercial performance across a growing, multi-country pipeline. Working through the Pre-Sales Director and the Key Account Management team, you will protect and grow the installed base, bring rigour to pricing and bids, and keep the order book accurate enough to support recurring-revenue tracking, while shaping the commercial function to fit the strategy and what the business can afford.
This role is based at AEP's head office in Signa (Florence), Italy. Occasional travel across the multi-country pipeline may be required.
What This Role Owns
Commercial Execution and Pricing
- Own the geographic execution of the portfolio strategy.
- Enforce pricing discipline on licensing: the price book as a mandatory line on every quote, through the Pre-Sales function, with any free-license line requiring explicit sign-off rather than being the default. This role enforces pricing discipline; it does not set the price book or the product packaging itself.
Pre-Sales, Bids and Key Accounts
- Through the Pre-Sales Director, oversee tender and bid analysis and response quality across a growing, multi-country pipeline, balancing win-rate against margin discipline, including the total-cost-of-ownership framing needed to compete against low-cost hardware entrants rather than matching them on price.
- Through the Key Account Management team, protect and grow the installed base and identify cross-sell opportunities, including the emerging AI modules, into existing accounts.
Operations and Partnerships
- Ensure the order book and funnel data are accurate and visible enough to support the recurring-revenue tracking the strategy depends on.
- Coordinate with Group and external delivery partners on shared opportunities, so joint opportunities are captured without overlapping client ownership or diluting margin.
Organisation Design
- Continuously assess whether the function's structure and people fit its strategy and operations, and whether that fits what the business can afford, flagging gaps or overcapacity rather than assuming the current shape is fixed.
What We're Looking For
- Track record leading a multi-country B2B / enterprise sales organisation delivering hardware, professional services and software.
- Direct experience managing complex public tenders and bids, comfortable holding a pre-sales function accountable for bid quality and win-rate, not just volume.
- Proven ability to establish strong Sales Operations with rigour pipeline management delivering highest forecast accuracy.
- Experience managing named strategic accounts in long sales-cycle, relationship-driven markets (transit authorities, government agencies or similar) establishing Customer Success metrics
- Proven ability to develop technical and commercial leads into real Sales and Account managers, not just supervise them.
- Demonstrated ability to shift a sales organisation's pricing behaviour, and comfortable operating with financial discipline.
- Industry knowledge is a plus
Languages
Fluent Italian and fluent English are required. French is a strong plus.
Additional Information
AEP is committed to building an inclusive working environment in which people of every background are treated fairly and with respect. We welcome applications from all qualified candidates, regardless of gender, age, ethnicity, disability, sexual orientation or any other characteristic protected by applicable law (D.Lgs. 198/2006).
Only applications that include authorization to process personal data in accordance with the applicable legislation will be considered.
In accordance with the applicable legislation, this job offer is addressed to candidates of all genders (Italian Law 903/77).
Worker Type
Regular
Number Of Openings Available
1
