Technical Sales Specialist

ABOUT UTIMACO

Utimaco is a worldwide supplier of professional cyber-security solutions and is based in Aachen, Germany. Since 1983, Utimaco develops hardware security modules and compliance solutions for telecommunication provider regulations. Utimaco is a world-market leader in both segments. Customers and parters of Utimaco in all parts of the world trust the company's long-term, proven reliability and investments protection, as well as its many certified IT security standards. Utimaco stands for recognizes product quality, user-friendly software, excellent support and trusted high security-made in Germany. 

To further strengthen our Corporate Unit we are looking for a:   Technical Sales Specialist

Your tasks:

  • Individual OTE (On-target earnings) / revenue / profit targets
  • Enable and ensure wins.
  • Ensure New customer contracts.
  • Follow policies and procedures in accordance with corporate standards.
  • Live Utimaco's values
  • Drive and execute on product, solution and service-related sales activities within Utimaco, in collaboration with Account Manager / Solution Sales Manager according to agreed and commonly developed account plans as owner of client accounts.
  • Drive new business and individual opportunities to deal closure.
  • Typically focusing on Outsourcing of large and complex PRS and MS deals.
  • Identify and sell solutions and services related upgrades, contract renewals and change requests.  For non-standard product engagements (ie, Professional Services), including negotiation of prices, contract length and Terms and Conditions requirements.

  • Provides technical expertise to sales representatives, resellers and customers during the sales process
  • Analyze customer needs and requirements with partners and end users and map requirements to technical products
  • Deliver demos and presentations to prospective customers and partners and present products at fairs and exhibitions
  • Maintain and keep RFx knowledge repository updated
  • Manage relationships with customers and prospects on decision making / C-level to establish viable business relationship by e.g. including regular attending of fairs and customer events.
  • Cover the complete Utimaco Portfolio. Main focus lies on new business sales within Services according to the account plan which is jointly to be developed with the Account Manager (Responsible) according to the agreed Region/Area strategy of the respective service line.

Your profile:

  • University degree in engineering, business, computer science or similar related fields.
  • A minimum of 2-3 years of experience in sales, most preferably in technical sales or other relevant experience within IT, Technology, and/or Information Security industry.

  • High degree of business acumen in regards to sales skills, pricing strategies and financial management
  • Excellent knowledge of solution portfolio value proposition
  • Service and solution sales knowledge
  • Service specific knowledge (e.g. eSIM, Cloudpay)
  • Service Lifecycle Management, SLAs, deployment scenarios
  • Market trends (e.g. XaaS, Cloud, Virtualization, Digitalization)

  • Keeping up to date with market development, competition, trends
  • Value Based Selling methodology
  • Highly skilled in business case development
  • Strong customer and service orientation
  • Ability to effectively manage time to drive immediate revenue opportunities while building long-term value
  • Strong ability to develop senior level relationships with key players within our Sales organization and with our customers
  • Patience and maturity to take advantage of the resources of a global information leader, as well as the passion and drive of an early stage startup
  • Skilled in identifying and solving problems
  • Out of the box thinker
  • Consultative approach with the ability identification of needs and problems
  • Accustomed to work with short deadlines in customer engagements
  • Entrepreneurial spirit and drive
  • Strong interpersonal skills and a likable personality
  • Strong verbal and written communications skills, listening and teamwork skills, and effective presentation skills
  • Technology vertical knowledge is an advantage
  • Fluent written and spoken English

We offer you:

Meal Vouchers

Vacation/Holidays

Christmas Bonus

Medical Insurance


DO YOU FEEL ADDRESSED?

Then we look forward to receiving your detailed application stating your earliest possible starting date and your salary expectations.

Apply