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Technical consultation and sales

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    Technical consultation and sales

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      Sales Director

      DACH Region - Remote

      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

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