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 - 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