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.
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)
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
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
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
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