About this role.
Ajax Systems is hiring an Area Sales Manager to expand its electronic-security business across Spain, with particular relevance to the Catalonia market. The role owns regional business development strategy, distributor and partner onboarding, key-account relationships, market analysis, presentations, and commercial negotiations. Candidates need at least three years of relevant industry experience, strong knowledge of security technologies, and a demonstrated end-to-end sales record. Success depends on combining consultative technical selling with independent territory management and executive-level stakeholder communication.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
4/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
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Sample interview questions
I would first segment the territory by installer density, vertical-market demand, and existing channel coverage. I would prioritize distributors with complementary portfolios, technical enablement capacity, and strong local installer relationships, then establish joint account plans, training, pipeline reviews, and measurable activation targets.
I translate technical capabilities into the buyer's operational and commercial priorities, such as risk reduction, installation efficiency, reliability, and total cost of ownership. I involve technical stakeholders early, validate requirements through discovery, and use a clear business case supported by demonstrations or relevant customer outcomes.
I would track revenue and pipeline coverage, conversion rates by stage, average deal size, sales-cycle length, active distributor performance, new partner activation, and retention or expansion among key accounts. I would review these metrics by geography and vertical to identify where additional coverage or enablement is needed.
I would review the data with the distributor to isolate whether the issue is lead generation, product knowledge, sales execution, inventory, or competitive pressure. We would agree on a time-bound recovery plan with training, joint customer visits, marketing support, and specific activity and revenue milestones; if progress remained limited, I would rebalance coverage while protecting customer continuity.
I prepare by understanding the partner's objectives, alternatives, decision process, and the value both sides expect from the relationship. During negotiations, I focus on transparent terms, sustainable margins, performance expectations, and mutual commitments, while ensuring that pricing, support, and market-development obligations are documented clearly.
Ajax Systems is an international tech company and the largest manufacturer of security systems in Europe, with over 4.5 million end users and 330K PRO users in more than 180 countries worldwide. The company offers end-to-end solutions for protecting homes and businesses оf any scale. To date, Ajax product portfolio includes 280 devices for intrusion protection, video surveillance, fire and life safety, and comfort and automation. The company employs 5,000 specialists.
We develop local teams because we understand local experts best comprehend market specifics. The company has sales representatives worldwide, including Norway, Sweden, Denmark, Finland, Italy, Spain, Germany, France, the United Kingdom, the USA, Australia, South Africa, and other regions. The Global Business Development team is like-minded people who share the ambitious goals of Ajax Systems.
The best software combined with powerful hardware has forever changed the perception of security systems for users and industry professionals. Being recognized at the biggest specialized exhibitions such as IFSEC, Expoprotection, and Intersec, as well as winning prestigious awards from industry-leading media like PSI magazine and GIT SECURITY, today Ajax is one of the most awarded security systems in Europe.
Ajax Systems production includes 4 factories, 2 of which are located in Ukraine, 1 in Turkey, and 1 in Vietnam. At the same time, the company’s certification according to the ISO 14001 standard ensures a minimal impact of production on the environment. The selection of components for Ajax device manufacturing is determined by the presence of manufacturer declarations confirming compliance with RoHS requirements.
The company emerged against the backdrop of revolution and war. That’s why resilience is the cornerstone of the brand’s DNA, and the fight against evil by creating the best security and automation devices is Ajax unwavering mission.
Personality profile:
- 3+ years of experience in the electronic security industry or a similar industry.
- Proven sales experience in the Catalonia region.
- Strong technical knowledge of electronic security systems, including access control, video surveillance, intrusion detection, or fire alarm systems.
- Proven track record of being involved in the entire sales process, from identifying new business opportunities, developing proposals and presentations, negotiating, and closing deals.
- Developing and implementing successful sales strategies.
- Excellent communication and interpersonal skills to build relationships with customers, partners, and industry experts at an executive level.
- Strong analytical skills to analyze market trends, identify customer needs, and develop effective solutions.
- Ability to manage and prioritize multiple projects and tasks simultaneously.
- Knowledge of the latest technologies and trends in electronic security, such as cloud-based solutions, IoT, and AI-based analytics.
- A strong combination of technical knowledge, sales expertise, and strong communication skills.
Responsibilities:
- Develop and implement a strategic business development plan in Spain, aligned with company objectives and market trends.
- Identify, evaluate, and onboard new distributors and partners across the region, ensuring coverage in key markets and verticals.
- Identify and pursue new business opportunities that align with the company’s growth strategy.
- Develop and maintain relationships with key clients, partners, and stakeholders.
- Conduct market research to identify new trends, opportunities, and potential risks.
- Analyze market data to develop and execute effective sales strategies.
- Collaborate with cross-functional teams to ensure successful delivery of products and services.
- Prepare and deliver presentations to potential clients and partners.
- Negotiate contracts and agreements with clients and partners.
- Manage and prioritize multiple projects and initiatives simultaneously.
We offer:
- Competitive compensation that includes a base salary and performance-related bonuses.
- A product that sells itself.
- Freedom to make decisions and implement ideas.
- A zero bullshit culture.
- A strong and well-coordinated team of professionals.
- Ambitious tasks and challenges.
- Opportunity to work with the most recognized security system and develop your career.
- Car allowance and all business expenses and work tools are covered by the company.
Compensation
Additional Information
We are working to ensure that people’s lives are calm and the world safe.
Let’s become a part of the team that creates in Ukraine a smart and useful global product.
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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