Avantra is looking for a dynamic Sales Director 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