Senior Principal Sales Consultant, EMEA

Job description

SAE Industry Technologies Consortia (ITC), Performance Review Institute (PRI) and SAE International (SAE), deliver shared solutions to industry's common challenges. Join us and create a higher standard for a better world. The Senior Principal Sales Consultant - EMEA drives revenue growth across European markets by executing a balanced sales strategy that leverages both reseller partnerships and direct strategic account management. This role focuses on market execution, partner relationship development, and strategic account expansion across EMEA with priority focus on the UK, France, Germany, Italy, Spain, The Netherlands, and Scandinavia. The successful candidate will manage a portfolio of reseller partners and key institutional, corporate, government, and academic accounts while collaborating with cross-functional teams to deliver coordinated go-to-market initiatives. Through a combination of data-driven decision-making and skilled relationship management, this role plays a critical part in expanding the organization's presence and impact across European markets. Essential Functions Develop and execute business plans to grow revenue across SAE International’s EMEA markets through both indirect reseller channels and direct strategic account coverage across standards, technical papers, journals, eBooks, and digital solutions to drive measurable revenue growth Develop and implement market-specific strategies to increase adoption of the organization's content and digital solutions among institutional, corporate, government, and academic customers Collaborate with Product, Marketing, Finance, and Customer Success teams to execute channel programs, direct account campaigns, and market development initiatives that support coordinated go-to-market goals Maintain accurate forecasts and budgets for assigned resellers, direct accounts, and markets; present regular business updates and performance insights to senior leadership Manage Salesforce records for accounts, contacts, opportunities, activities, and pipeline to ensure data accuracy and enable consistent performance tracking Identify market opportunities, competitive dynamics, and customer needs to inform account expansion strategies and guide partner development decisions Build and maintain strong relationships with reseller leadership, strategic account stakeholders, and key influencers across assigned European markets to support long-term growth and retention Minimum Requirements 10 or more years of business-to-business sales experience with demonstrated success in revenue growth and market expansion Proven experience managing reseller, distributor, agent, or channel partner relationships with measurable, results-driven outcomes Experience managing strategic direct accounts and building lasting relationships with institutional, corporate, or government customers Strong proficiency with Salesforce or a comparable CRM system for pipeline management, forecasting, and activity tracking Excellent communication, negotiation, and relationship-building skills with the ability to influence and align stakeholders across organizational boundaries Preferred Qualifications Experience in standards, technical publishing, journals, academic content, research databases, engineering information, SaaS, subscriptions, or digital content licensing is preferred Demonstrated success executing multi-market sales strategies and managing complex partner ecosystems is a plus Experience developing and implementing market development plans and channel partner programs is beneficial Familiarity with European markets, languages, or regional business practices is preferred Bachelor's degree in Business, Sales, Marketing, Engineering, or a related field is preferred Working Conditions and Physical Requirements Work is performed primarily in a general office environment if on site or a remote using standard office equipment. The role requires the ability to perform these functions with or without reasonable accommodation. Approximately 25–35% travel is required to visit reseller partners, strategic accounts, and attend industry events across assigned European territories. Travel may include air travel, ground transportation, and extended stays in various markets, both regionally and internationally, as business needs dictate. This role requires flexibility to accommodate time zone differences and partner or customer meeting schedules across multiple countries. The candidate must be able to manage a varied and sometimes unpredictable schedule while maintaining consistent communication and follow-through with internal teams and external stakeholders. The organization is committed to providing reasonable accommodations to qualified individuals with disabilities to enable them to perform the essential functions of this role. ABOUT THE ORGANIZATION SAE Industry Technologies Consortia® (SAE ITC) enables organizations to define and pilot best practices. SAE ITC industry stakeholders are able to work together to effectively solve common problems, achieve mutual benefit for industry, and create business value. The Performance Review Institute® (PRI) is the world leader in facilitating collaborative supply chain oversight programs, quality management systems approvals, and professional development in industries where safety and quality are shared values. SAE International® (SAEI) is a global organization serving the mobility sector, predominantly in the aerospace, automotive and commercial-vehicle industries, fostering innovation, and enabling engineering professionals. Since 1905, SAE has harnessed the collective wisdom of engineers around the world to create industry-enabling standards. Likewise, SAE members have advanced their knowledge and understanding of mobility engineering through our information resources, professional development, and networking. Fullsight is a shared services group working across three affiliate organizations, SAE ITC, SAE International, and Performance Review Institute (PRI), uniformly delivering HR, IT, Legal, Customer Success, Finance, and Procurement services, which enables us to distribute resources across all parts of our businesses. EEO CLAUSE Fullsight provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.