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Enterprise Account Executive

DACH Region - Remote

 

Avantra is looking for a dynamic Enterprise Account Executive to drive net new business across the DACH region. 

We need an entrepreneurial self-starter, who possesses strong communication skills alongside a can-do attitude. We’re not looking for someone to simply “fit in” - we want someone who will bring something to the table and add to our great culture!

The right individual will be an energetic team player and excited to make a difference to a business that is growing rapidly.

This role will report into the SVP EMEA and forms part of our EMEA Sales team.

Job Description:

Business Development
  • Drive revenue by meeting and/or exceeding sales quota on a monthly and quarterly basis

  • Develop and execute a regional sales strategy, emphasis on net-new Enterprise and MSP accounts for Avantra in the DACH region

  • Work collaboratively with inside sales (or inside sales vendors), solution engineers, and senior management to maximise the conversion rate on prospect opportunities

  • Identify LE and MSP targets operating in the DACH region that would purchase Avantra software to support their clients

  • Identify sales opportunities through direct prospecting, lead follow up, networking and partner relationships

  • Manage the sales process through qualification, needs analysis, product demonstration, negotiation and close with inclusion of the teams around

  • Develop and maintain a high-level knowledge and understanding of Avantra’s products

  • Maintain a solid knowledge of marketplace, competitive offerings and other business issues relevant to the position

  • Foster relationships with Avantra partners and other third parties to increase opportunities such as Google GCP, AWS, Microsoft Azure, ServiceNow

  • Use strong business acumen to effectively communicate the value and ROI of the Avantra solutions to both ‘C-level’ business leaders and ‘technical’ staff

  • Manage a rolling pipeline with accuracy in forecasting to Senior Management as required (i.e. – monthly, quarterly, annually) 

 
Market Alignment
  • Maintain a close relationship with key Avantra influencers and reference customers to assist in the closing of new business and for key marketing events in the DACH region

  • Work with marketing to identify appropriate marketing events and sponsorship opportunities e.g. SAP conferences, user groups, conference speaking opportunities, etc.

  • Develop and refine sales proposal materials and presentations

  • Identify opportunities for, and support strategic discussions on, product pricing, product development and new service offerings to enable Avantra to increase revenue and market share

 

Operational Improvements
  • Provide support to the broader Avantra management team to ensure the order to cash process is effective and aligned to the billing processes within the MSP target client base.

  • Provide feedback and expert insight to internal cross-functional teams with regard to product, selling, competition, etc. matters

  • Be an active team player both on the sales team and throughout Avantra to help achieve wider company objectives

 
Performance Metrics
  • Percentage achievement of new business sales quota

  • Number of LEs adopting Avantra as an enterprise software management and monitoring platform solution

  • Number of referenceable new customers 

  • Accuracy of sales forecasting on a monthly, quarterly, and annual basis

Required Skills / Experience / Traits:
  • Minimum 5-7 years software or high-tech industry sales experience

  • Native German communication skills

  • Business English communication skills

  • Understanding of the SAP environment is preferred

  • Developed deep customer relationships, multiple levels within a Large Enterprise (LE) 

  • Great communication skills, collaboration, and ability to navigate a matrixed organisation

  • Proven track record of achieving or exceeding a minimum annual quota of €1M

  • Experience with cloud technology providers - AWS, Google, Microsoft Azure preferred

  • Experience selling technical solutions to the Automotive, Retail and Manufacturing Industries a plus

 


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