Job Region: Frankfurt

Sales Director DACH (f/m)

Sales Director DACH (f/m)

Our client is a recognised software solution leader in the field of end user digital experience for service management, workplace management and security. For their continued success and expansion in the Central European market space, we are seeking a seasoned Sales Director to be based in the Rhein-Main region (potentially home-office with regular visits to the German HQ). This position will report into the General Manager.

Key Responsibilities include but are not limited to:

Strongly develop and manage the present sales team, comprised of 6-8 enterprise account managers in respective territories
Develop and set both quarterly and annual sales objectives and performance goals in conjunction with company overall strategy
Effective change management in developing a seamless transition towards an effective and driven enterprise level orientated sales force
Motivate team members by demonstrating exceptional professionalism and “leading by example” in continuous development of strategic client relationships on C-Level
Implement an effective sales strategy in exploiting market opportunities and set key objectives for the respective sales individuals.
Ensure a strong blend between effective key account management and new logo business in further developing the company’s market share in the DACH region both on Enterprise level.
Accountability and responsibility for reaching and/or exceeding the revenue goals set for the region
Develop senior level relationships with customers and create opportunities to filter into the sales team
Collaborate strongly with marketing department to develop and implement strategies to drive new client acquisition
Further expand the sales organisation through hiring top talent and developing/mentoring the respective individual
Provide regular and accurate sales reports/forecasts for the General Manager.
Collaborate closely with respective counterparts in other geographical regions to develop best practices

Qualifications include but are not limited to:

Extensive sales and sales management experience within the complex Enterprise Software market space for one or more software vendors is essential
Background and experience of selling and managing a sales team within the solution environments of data management, system management, ITSM, information management, service management or virtualisation is preferred
Strong people-management skills and experience: Skilled in performance management, motivating individuals, addressing weaknesses and supporting performance improvements
Proven track record of establishing, developing and/or managing a sales team with a focal point on enterprise level customer segmentation
Exceptional presentation and communication skills
Proven track record of achieving/exceeding team sales targets, as well as demonstrating organisational/revenue growth
Demonstrable experience in setting objectives that align Enterprise Sales with regional revenue goals
Existing C-Level network within enterprise accounts, as well as within the partner ecosystem
The candidate needs a “solutions sales execution” capability presenting a proven track record, whilst being able to perform and direct solution sales at a management level.
Competent self-starter, comfortable within a dynamic environment and experienced in driving rapid growth
Performance and commitment driven with excellent inter-personal and man-management skills with an ability to develop strong working relationships with internal and external customers
Strong analytical and organisational skill set
High travel readiness
Fluent in both English and German

If you are interested in this position or generally open for a career change, please send you application documents to dominic@nullglover-consulting.com or contact Dominic Glover directly at +49 179 14 02 862.

Enterprise Account Executive (f/m) Data & Information Management Vendor

Our client is the recognised world market leader in data & information management software solutions, looking back on extensive year on year organic growth (up to 20%) and regularly positioned as Gartner’s leader. As a publicly traded international player with more than 2,000 employees, the company has a strong market brand, combined with an attractive client & partner base, whilst at the same time operating very streamlined with limited beaurocracy. Reporting into the Managing Director Central Europe, we are seeking a passionate and seasoned Enterprise Account Executive for their expansion. Ideal locations include: Munich, Stuttgart, Frankfurt, Düsseldorf or Cologne (other locations will be considered)

Aim: The role will take full ownership of developing business opportunities within the field data & information management, predominately within new and existing major accounts on an enterprise level.

Responsibilities include but are not limited to:

Target and penetrate a specified account set by building partnerships with new and existing enterprise accounts and a select network of channel partners.
Plan, organise, lead and control a balanced sales growth and account management, ensuring customer satisfaction on a long term multiple quarter basis. The EAM will be responsible for planning, organizing, leading and controlling balanced sales growth and account management to achieve customer satisfaction on a long-term multi-quarter
Effectively qualify leads and opportunities
Develop and execute account plans and go to market in line with the overall strategy. This includes aligning and leveraging resources such as inside sales, partners, channels, sales engineers, professional services
Build strategic working relationships with clients and maintain a high level personal end-user
Achieve/overachieve quarterly/annual license, maintenance and professional services quotas
Prepare and deliver accurate and timely forecasts
Implement account plans that align and leverage all resources to include inside sales, field sales, partners, channels, sales engineers, professional services, finance, deal desk, and legal to drive a prospect to
Strong engagement and development business relationships with various key partners/alliances as a further channel for lead potential
Value sell on an enterprise level and strongly position the business value and long term benefits/ROIs to various contacts within the accounts up to C- level
Work closely with internal groups to ensure consistency of execution, as well as creating synergies in multi-discipline business deals
Build and foster SI environment as further accelerators
Forecasting and business reviews

Requirements include but are not limited to:

Extensive background and proven track record within the enterprise software market space (vendor experience), achieving and exceeding personal targets year on year
Experience in selling complex solutions in the fields of information management, systems management, data management, data recovery, enterprise back up or storage solutions would be desired
Passionate and accountable sales personality
Proven track record of solving client problems on an enterprise level, whilst achieving six-to-seven figure deals
Proven track record of achieving/exceeding annual targets set forth by prior employers
Excellent negotiation skills, ability to close deals and map an overall account strategy
Experience in implementing Enterprise Sales Methodologies such as TAS, SPIN
Sustainable successful engagements with previous employers
Proven ability to manage and develop C-level client contacts
Proven ability to articulate sophisticated value propositions
Ideally experience using Salesforce as a reports and forecasting tool
Travel availability
Ability to work from a home office depending on location
Fluent in English and German

Senior Sales Engineer (f/m)

Location: Frankfurt / Munich

Our client is the world’s market leading data analytics and business intelligence company. They offer the benefits of sophisticated business applications to small companies and global multinational corporations alike. Their corporate identity is performance-driven, fast-paced, innovative and competitive. Our client is looking for top professionals who are willing and able to contribute to the company’s aim to inspire, motivate, and innovate. For their expansion in the field of marketing automation and customer analytics, we are seeking a seasoned Sales Engineer/Presales.

Description:

The Sales Engineer is responsible for designing solutions that will resolve a customer’s business issues and create a strong business value. Successful Sales Engineers have a strong understanding of how technology can resolve business issues, possess a consultative sales approach and understand the importance of team work.

Responsibilities:

Proven track record in developing and delivering differentiated custom solutions and presentations, including advanced technical concepts
Deliver, in an effective and timely manner, on RFI / RFPs
Able to orchestrate a technical sales cycle which requires involvement of multiple resources
Design a leading and cutting solution to enable client’s business requirement
Fully understand and articulate the benefits of the client’s solutions to all levels including line of business managers and “C” level executives
Proactively support relationships with customers and partners.
Display initiative, self-motivation and deliver high quality work

Your profile:

B.S. Computer Science, Software Engineering, MIS or alternatively equivalent work experience in lieu
Previous experience as a sales engineer for a software vendor with focus on business applications on an enterprise level
Extensive experience in a comparable position supporting the sales cycle in CRM, online marketing, digital marketing, marketing automation, business intelligence, Social Media, or Ecommerce application
Superior presentation skills
Willing and able to travel domestically & occasionally internationally
Fluent in both English and German

If you want to know more, please get in touch with Dominic Glover on +49 8151 91 90 378 or dominic@nullglover-consulting.com.

(Senior) Consultant Business Intelligence (f/m)

Location: Frankfurt / Munich

Our client is one of the most innovative and leading international software vendors in the field of business intelligence and corporate performance management. One of their key success factor lies in a truly exceptional and highly integrative professional services division. For their continued expansion, we are seeking passionate individuals to join as a (Senior) Consultant Business Intelligence:

Responsibilities:

Independently responsible for the implementation of BI projects, with the aim of providing customer centric solutions
Supporting respective customers in all phases of the project cycle (from concept, through planning to implementation and roll out)
Consultative approach towards both clients and partners in evaluating and solving problems
Support in the presales phase through software presentations, prototyping and workshops
Developing and holding product trainings
Establishing best practice solutions

Your profile:

B.S. Computer Science, Software Engineering, MIS or alternatively equivalent work experience in lieu
Extensive experience in either implementation or project management for big data, business intelligence or corporate performance management projects
Ideally experience working in a professional services environment for a software vendor and/or system integrator
Proven technological knowledge of one or more of the following
- Business Intelligence / Data Warehouse / OLAP
- Relational Databases: e.g. SQL Server, Oracle, DB2, Teradata
- Data Warehouse architecture and modelling
- Webprogrammierung: JAVA, HTML, ASP, XML, XSL, JavaScript
Business experience in corporate performance management and/or planning and/or controlling would be beneficial
High travel readiness
Fluent in English and German
Clients orientated and strong presentation skills
Problem solver, independent work style but at the same time a true team player

If you want to know more, please get in touch with Dominic Glover on +49 8151 91 90 378 or dominic@nullglover-consulting.com.

Strategic Enterprise Account Executive Big Data (f/m)

Location: Germany-wide

Our client is a one of the world’s market leading big data and visual analytics software vendors, a Gartner leader and a game changer in proactively disrupting the big data market with their solution portfolio. For their expansion in Germany we are seeking a Strategic Enterprise Account Executive (based anywhere in Germany from a home-office).

Aim: The role will take responsibility of driving forward business opportunities within the field of big data and visual analytics. The focus is to develop and maximise the potential and long term relationship to key existing enterprise clients and leverage cross and upselling potential.

Responsibilities include but are not limited to:

Strategic account planning and implementation in maximising revenue within existing accounts and ensuring long term customer satisfaction.
Achieve/overachieve quotas quarter by quarter
Take a proactive approach at evaluating the present market saturation and deciding where to set the focus
Value and consultative sell on an enterprise level and strongly position the business value and long term benefits/ROIs to key stakeholder within the predefined key account up to C-level
Work closely with internal groups to ensure consistency of execution, as well as creating synergies in multi-discipline business deals
Build and foster SI environment as further accelerators
Timely and accurate forecasting and business reviews

Requirements include but are not limited to:

Extensive background and proven track record within the enterprise software market space (vendor experience), achieving and exceeding personal targets year on year
Proven track record of strategic enterprise account management and development
Referenceable client network across various verticals
Sustainable successful engagements with previous employers
Proven ability to manage and develop C-level client contacts
Ideally proven experience in operating in a multi matrix organisations
Ideally experience in an overlay sales function
Proven ability to articulate sophisticated value propositions
Ideally experience Big Data, DWH, Data Mining, aCRM, Visual Analytics, EPM or Business Intelligence.
Travel availability
Fluent in English and German

Join one of the most flourishing software players that is pioneering the field of visual analytics and ranks as a world market leading innovator. Professional development is actively promoted and supported. Excellent salary package including uncapped commissions and attractive stock options.