This role is about developing the DACH market for a new SaaS solution in Critical Event Management, winning new customers, and building lasting, profitable relationships. You will create and execute a clear sales strategy, work closely with partners and internal teams, and act as a trusted advisor at C-Level. The job combines strategic market development with active engagement in full sales cycle, from prospecting to contract negotiations and industry events.

Activities

• Your main responsibility is to penetrate a new market with a new SaaS product, and drive new customer acquisition for Utimaco Critical Event Management (CEM) in Europe (DACH);
• Pro-actively develop and implement Utimaco’s CEM sales pipeline , to generate sustainable and profitable growth in the territory;
• 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.
• Set your sales strategy (segmentation, value proposition, best suited solutions, GoToMarket), and define targeted accounts together with your Sales Management.
• Acquire new businesses either directly or through well selected and motivated partners.
• Listen and qualify customers and partners’ functional and technical requirements.
• Development of trustful and strategic relationships with selective customers to jointly establish solutions for their industries and markets.
• Actively support targeted accounts through all stages of the sales cycle; get clear understanding of their org chart and decision-making process.
• Promote awareness and stimulate demand for Utimaco products;
• Build and maintain decision-making 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.
• Ensure the organization complies to local laws and regulations.
• Represent Utimaco on tradeshows and deliver presentations on the solutions.

Requirements

• Enetrprnual spirit and self-management ability are crucial for this position
• Proven hands-on experience of at least 5 years with account management and sales in DACH and rest of Europe.
• Experience in people safety, business continuity, emergency incidents and disruption management – an advantage
• Previous experience with direct and matrix cross-country multi-disciplinary teams.
• Excellent written and verbal communication skills in English and German. Other European languages are a plus.
• Excellent interpersonal skills.
• Flexibility and ability to work within a fast-paced, industrious environment.
• Willingness to frequent traveling within Europe.

Application Process

• After your application, the first thing you will do is get to know your potential new team leader in a Teams Interview.
• After that, we look forward to inviting you to our office in Aachen. There you will get to know other team members and our recruiter. You will also get an insight into our working places.
• If everything fits, you will receive a contract offer afterwards that you can look at at your leisure.