Regional Sales Manager, DACH (remote or Aachen)

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**About the position **
Keyfactor is looking to add an enthusiastic, professional, and goal-oriented Regional Sales Manager to our D-A-CH team for the Mid-Enterprise customer segment in Germany. Sales Manager at Keyfactor work in a high-level consultative role, meeting with executives and technical resources and selling Keyfactor’s products and services to potential clients. The right candidate will be highly proficient in establishing and maintaining relationships with key decision makers with a proven ability to close business in the mid-market to enterprise commercial corporate segments.
Strategic business development and implementing the strategy to develop the sales in your territory will be a natural part of this role. We expect you to map out your territory, provide the insights needed and plan for territorial market outreach as well as specific account-based initiatives. You know what it takes to drive sales through long sales cycles, and you understand what social selling, networking and indirect sales means in practice.
While we expect business and sales to be your key driver and motivator you will be selling a technically complex product where a technical mindset and understanding will be vital. Your interest and ambition to become the subject matter expert on our products and their usage, along with industry knowledge, will in the end be what drives your sales.
Germany and is one of our most strategical regions and we have a well-established presence on the market, with a good portfolio of existing customers and partners.
You will be working closely with several internal stakeholders, including sales engineering, marketing, services, management, and finance and the ability to create good personal relationships within the company will be essential to your success. We are a fast-growing company that values and relies on the entrepreneurship and the initiative power of our employees, as a Sales Manager at Keyfactor we believe that these skills are inherit to who you are.
You will be reporting directly to the VP of Sales for EMEA. Travel up to 50% will be a natural part of this position. Excellent command of both German and English will be required.

The position is based in Germany and can be performed remotely from Germany when necessary. Applicants must be living in Germany and hold a valid Right to Work.

Responsibilities

Conduct meetings and close business in mid-market to enterprise commercial corporate accounts in the D-A-CH
Develop new accounts while maintaining and sustaining successful long-term relationships with key decision makers up to and including the “C” level.
Meet and exceed qualified quota goals for assigned territory and targeted accounts.
Develop product, market and competitor knowledge.
Manage opportunities effectively and maintain good visibility within Salesforce.
Develop and execute the strategic direction for your region aligned with Keyfactor’s overall goals and ambitions for continuous growth.
Obtaining a good understanding of the IT Security industry in general and our market in particular.
Delivering a reliable forecast and clear and accurate reporting for the region.
Manage sales activities including prospecting and greenfield sales.
Identify and develop possibilities for future business growth, including strategically important partnerships and key customers and sponsors.
Maintain a commitment to the company’s sales processes, values, and target visions.
Financial and relational pipeline management over long sales cycles.
To act as an ambassador for Keyfactor externally demonstrating a behavior consistent with our core values.
Responsibility for writing and negotiating quotes, contracts, and partner contracts.
Answering both public and private tenders.
Collaborate with marketing to build out the strategy for the territory.
Participate in events and tradeshows.
Be the subject matter expert.

Skills and Qualifications

University degree in Business or Technology
Significant demonstrable experience in technical sales and business development.
Experience of international sales.
Experience working with both partners and direct sales.
Strong customer orientation with the ability to develop, articulate and execute compelling value propositions.
Strong networking skills.
Good understanding of the IT industry and the business landscape in the D-A-CH region
Excellent, clear, and transparent communication skills and the ability to communicate across different cultures / geographic regions.
Advanced written and verbal communication skills including ability to make professional presentations in front of small and larger audiences both in German and English.
Ability to write and execute strategic sales plans and effective sales proposals.
Ability to utilize both analytical and creative skills effectively.
Experience in a rapid-growth company or business unit is preferred.
A thorough understanding of how sales and prospecting in today’s IT industry works.
Experience with and knowledge of MEDDPICC, Solution Selling and SPIN selling is preferred.
A technical interest and ability to learn advanced technical concepts on an at least inch-deep level.
Experienced in contract negotiations.
Highly self-motivated and directed: able to work under pressure and to deadlines.
Highly flexible and open to learning and understanding new technologies and concepts.
Proven experience of working on multiple tasks or projects at any one time.
Experience in working to targets and motivating individuals to achieve them.
It will also be advantageous if you have a general understanding of IT-security, PKI, and certificate lifecycle management.

Compensation

Salary will be commensurate with experience.
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