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: Sales Manager
Your tasks:
Your mission: ·
Pro-actively develop and implement Utimaco sales strategy, to generate sustainable and profitable growth in your territory; ·
Make profitable business with new customers, as well as maintain and expand the reach within existing ones; ·
Develop and manage Channel partner relationship ·
Develop highly valuable relationship with Strategic Partners in your territory ·
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. ·
You are meant to make respectful and ethical business with all Customers, Partners, business advisors Your responsibilities: ·
Set your sales strategy (segmentation, value proposition, best suited solutions, GoToMarket…), and define the targeted accounts and channel partners: plan to be agreed together with your Sales Management; ·
Acquire new logos either directly or preferably through well selected and motivated partners; ·
Listen and qualify customers and partners’ functional and technical requirements; gather market intelligence in a structured manner ·
Actively support accounts through all stages of the sales cycle; get clear understanding of their org chart and decision-making process;
Articulate Utimaco competitive value to CXOs and decision makers ·
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.
Your profile:
University Degree (MBA is a plus) with at least 3-5+ years relevant experience as Sales Account Manager covering this territory; ·
Strong professional experience in a customer-facing role within the IT Security market; ·
Very good knowledge and personal network within this territory; · Capacity to articulate competitive value at CXO and decision makers level, as to become trusted advisor ·
Strong knowledge the Public Sector or Banking & Finance Sector
Enthusiastic, customer driven and solution-oriented;
Excellence English communication skills, both written and verbal, further languages are a plus;
Mobile and able to travel up to 40%.
We offer you:
- An open and friendly corporate culture characterized by constructive and collaborative interaction
- We provide you with support for your future plans with a company pension scheme (depending on country-specific circumstances)
- Early risers and night owls - thanks to a flexible working model you can organise your working day yourself
- We also support you privately – benefit from special payments or additional vacation days on anniversaries or other special occasions
- Utimaco is growing and living diversity! Our global team includes colleagues from 42 nationalities and 45 different languages spoken
DO YOU FEEL ADDRESSED?
Then we look forward to receiving your detailed application stating your earliest possible starting date and your salary expectations.