Your tasks
Individual OTE (On-target earnings) / revenue / profit targets
Enable and ensure wins.
Ensure New customer contracts.
Follow policies and procedures in accordance with corporate standards.
Live Utimaco's values
Drive and execute on product, solution and service-related sales activities within Utimaco, in collaboration with Account Manager / Solution Sales Manager according to agreed and commonly developed account plans as owner of client accounts.
Drive new business and individual opportunities to deal closure.
Typically focusing on Outsourcing of large and complex PRS and MS deals.
Identify and sell solutions and services related upgrades, contract renewals and change requests. For non-standard product engagements (ie, Professional Services), including negotiation of prices, contract length and Terms and Conditions requirements.
Provides technical expertise to sales representatives, resellers and customers during the sales process
Analyze customer needs and requirements with partners and end users and map requirements to technical products
Deliver demos and presentations to prospective customers and partners and present products at fairs and exhibitions
Maintain and keep RFx knowledge repository updated
Manage relationships with customers and prospects on decision making / C-level to establish viable business relationship by e.g. including regular attending of fairs and customer events.
Cover the complete Utimaco Portfolio. Main focus lies on new business sales within Services according to the account plan which is jointly to be developed with the Account Manager (Responsible) according to the agreed Region/Area strategy of the respective service line.
Your profile
University degree in engineering, business, computer science or similar related fields.
High degree of business acumen in regards to sales skills, pricing strategies and financial management
Excellent knowledge of solution portfolio value proposition
Service and solution sales knowledge
Service specific knowledge (e.g. eSIM, Cloudpay)
Service Lifecycle Management, SLAs, deployment scenarios
Market trends (e.g. XaaS, Cloud, Virtualization, Digitalization)
Keeping up to date with market development, competition, trends
Value Based Selling methodology
Highly skilled in business case development
Strong customer and service orientation
Ability to effectively manage time to drive immediate revenue opportunities while building long-term value
Strong ability to develop senior level relationships with key players within our Sales organization and with our customers
Patience and maturity to take advantage of the resources of a global information leader, as well as the passion and drive of an early stage startup
Skilled in identifying and solving problems
Out of the box thinker
Consultative approach with the ability identification of needs and problems
Accustomed to work with short deadlines in customer engagements
Entrepreneurial spirit and drive
Strong interpersonal skills and a likable personality
Strong verbal and written communications skills, listening and teamwork skills, and effective presentation skills
Technology vertical knowledge is an advantage
Fluent written and spoken English
We offer
Meal Vouchers
Vacation/Holidays
Christmas Bonus
Medical Insurance