Account Manager

Firewall & Networking vendor

Cyber Security

Remote based Germany

Managing existing accounts and in charge of renewals

Cross-selling and Upselling

Quota carrying position

€150k OTE 50/50 Split

An excellent opportunity has arisen to work for an established Cyber Security and Networking vendor.

In this role you will be responsible for growing existing accounts and managing a quota. You will be required to cross sell and upsell across a range of existing enterprise accounts. You will also be responsible for renewals. You will manage up to 100 accounts across both public and private sector. Accounts being a mixture of Commercial and SME.

With a typical deal size of around €10k to €25k.

You will build Customer Satisfaction and develop new business within their existing customer base. You will be used to working with partners (one to many play) running your own digital outreach programs and be able to build value at the customer and partner level. A select number of existing customer accounts will be allocated to upsell and cross sell incremental elements of the company’s portfolio.

Three areas of capabilities will form the basis of identifying the correct candidates:

1. Selling and Prospecting Skills

2. Cyber Security Skills

3. Energy and Execution

Areas of responsibilities are:

• Build a strong pipeline of opportunities within a given account set (approx. 100)
• Managing an ARR of around $1.8m.
• Understand the customer needs and values and equate to the companies Value statements.
• Develop deep understanding of product capabilities and value
• Be fluent in presenting to executive level prospects in a highly effective manner
• Engage and utilize the full support and capability of the organisation as part of the growth plans
• Meet and exceed both short-term revenue goals as well as build consistent long-term revenue potential
• Attend industry forums, tradeshows and events as required.
• Depending on geographic area language skills will be necessary

Requirements:

• A minimum of 3 years’ experience selling software based solutions
• 2 Years experience in Cyber Security sales
• An understanding of the channel
• Direct quota carrying for 2 years
• Understanding of large business organizations and their buying structures.
• Experience of working with sales forecasting and prospecting tools – SFDC and Campaign systems
• Great collaboration and team skills are needed to develop trusted relationships internally, as well as externally with Customers and Partners.
• Excellent communications skills ranging from persuasive skills on a one-to-one basis to presentation skills to groups.
• Position requires day-to-day and overnight travel

Salary - The salary for this position is €150,000 OTE based on a 50/50 split.

Location – Remote based in German

Languages – Fluency in German is essential plus English to business level.