TaaS Solution Sales Manager

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:   TaaS Solution Sales Manager

Your tasks:

As a TaaS (Trust as a Service) Solution Sales Manager with exclusive focus on TaaS Services you are responsible for working with Utimaco’s North America regional sales team to acquire new customers directly, or through allying with partners on a global basis, thus generating new business for Utimaco in North America as well as upsell / cross-sell of business for existing customers. Building and maintaining strong and sustainable relationships, managing customers to develop and maintain TaaS business and meet / exceed sales targets.

  • Contribute to annual TCV and Revenue quotas
  • Become an expert in TaaS Services
  • Be proactive rather than reactive
  • Address customer concerns and resolve issues
  • Propose innovative ideas and solutions
  • Maintain a high customer satisfaction rate
  • Manage sales pipeline effectively
  • Stay updated on industry trends and competitor activity
  • Communicate effectively
  • Pro-actively develop and implement Utimaco Trust as a Service sales strategy, to generate sustainable and profitable growth for the company;
  • Pro-actively develop knowledge of TaaS Services (service value propositions, best suited services, GoToMarket for individual services as well as for TaaS overall) to become a TaaS Sales Specialist
  • Actively support Utimaco Sales Managers through all stages of the sales cycle, often taking the lead role in closing the opportunities, get clear understanding of the customer’s org chart and decision making process;
  • Make profitable business with new customers, as well as maintain and expand the reach within existing ones;
  • You are meant to make respectful and ethical business with them;
  • Exceed your individual quantitative and qualitative objectives, as well as prepare for the future, according to Utimaco strategy;
  • Drive C-level and field relationships, as to become a Trusted Advisor;
  • Conduct actions to ensure and improve customer satisfaction.
  • Acquire new enterprise businesses either directly or preferably through well selected and motivated partners;
  • Listen and qualify customers and partners’ functional and technical requirements;
  • Promote awareness and stimulate demand for Utimaco services to grow revenue levels; 
  • Build and maintain decision-maker level relationships to gain an understanding of key priorities and specific use cases; identify sales opportunities and tactics for exceeding sales quotas;
  • Collaborate closely with Utimaco internal resources, partners and resellers, and follow up joint pipeline and new business;
  • Provide accurate and timely forecasting;
  • Negotiate best terms and conditions in a respectful and ethical manner.

Position is eligible for variable compensation (commissions).

Your profile:

General education and experience

  • Bachelor’s degree in Business, Engineering, Computer Science, or a closely related field
  • Deep HSM domain expertise, either in payments (e.g., Thales payShield, Utimaco AT1000, Futurex) and/or general-purpose HSMs (e.g., Utimaco u.trust, Thales Luna), including key management and cryptographic operations.
  • Proven experience and demonstrable success (minimum 4 years) in net new business development or solution-based selling / presales, ideally within the payments industry (e.g., ISVs, payment processors, acquirers, issuing banks), or with a vendor specialising in Hardware Security Modules (HSMs) or adjacent security technologies
  • Solid experience working with CRM platforms (e.g., Salesforce), ideally within technical sales organisations or in IT, cybersecurity, or related technology sectors
  • Strong commercial acumen with a solid grasp of enterprise sales cycles, value-based selling, and familiarity with project management tools and techniques
  • Proven ability to engage directly with customers, understand complex requirements, and articulate solutions that deliver business value
  • International experience or demonstrated ability to collaborate effectively across diverse cultural and organizational contexts is highly desirable


    • General knowledge and skills

    • High degree of business acumen in regard 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. Payment HSMs, General Purpose HSMs)
      • Key Lifecycle Management, SLAs, deployment scenarios
      • Market trends (e.g. XaaS, Cloud, Virtualisation, Digitalisation)
    • 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
    • Fluent written and spoken English

We offer you:

  • 99% Employer paid premium for Medical, Dental and Vision benefits
  • 401k Employer Match
  • FSA and Dependent Care Account
  • Short-Term Disability, Long-Term Disability, Life Insurance and AD&D
  • Employee Assistance Program
  • Generous PTO and Holiday Policy
  • An open and friendly corporate culture characterized by constructive and collaborative interaction
  • A flexible working hours model that can be adapted to individual needs

DO YOU FEEL ADDRESSED?

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

Apply