Senior Principal Sales Consultant, EMEA

Job Overview

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.

• 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.
• 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.

• 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.

• 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.

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…