Major Account Executive

for a global American data security provider (Data & Face Recognition)

The role

requires a strategic, collaborative and multipronged style, acquiring, building, retaining and extending extraordinary customer relationships, by utilising a data-driven approach and leveraging feedback to continuously improve. You will have the ability to utilise the partner community, architect solutions, and reach into a well-established network that will position you for future success.

Your tasks

• positioning the brand as 'company of choice' for Identity & Access Management within different industries

• driving business value and therefore maximising opportunities
• negotiate and close strategic and complex enterprise contracts with the support of global partners, including SaaS offerings
• develop business utilising account planning, continuous qualification and a value selling approach
• prepare indicative subscription / SaaS pricing and customer offers, including reviewing broader opportunities such as training and professional services, and guide request for proposal responses
• provide customer feedback to marketing, customer success, product management und engineering teams
• accurately forecast and achieve sales targets
• lead a collaborative sales 'pod', incl. Sales Engineers, SDRs, Marketing Managers and Customer Success Managers
• utilise partner networks proactively
• work collaboratively to acquire additional or special input, incl. legal, finance and markting

Your profile

• seasoned experience and a strong track record in complex business value driven technology sales to large enterprise customers 
• ability to thoroughly map and continuously qualify accounts, executing a multi-threaded approach to selling across various enterprise stakeholders
• results-oriented with multiple years meeting or exceeding quota
• sustainable record of signing strategic and large deals
• previous experience in an international matrix organisation
• ability to work with partners in order to sell with or sell through the solution
• ability to demonstrate experience of working at the C level
• knowledge of the security/Identity market a plus
• expertise in selling SaaS is a distinct advantage
• fluent in German and English, further languages are an asset but not a must

Interesting facts around it

• You have the choice: the company has its German headquarter in southern Germany. You can work from here or remotely or combine both. Home offices existed before Corona and reflects many of the company's beliefs and ways of working.

• The company offers you an innovative and creative working environment with plenty of room for new ideas and their implementation.

• New things are welcome here and are not viewed sceptically.

• Diverse opportunities for further training and personal development are a matter of course.