Introduction

Security is becoming increasingly important to industries. Utimaco products have been protecting people from organized crime and terror as well as sensitive data from theft and abuse for over 35 years. To this end, Utimaco has developed hardware security modules and compliance solutions for telecommunications providers in the field of regulation. Utimaco is the global market leader in both segments. Utimaco stands for recognized product quality, userbility, excellent support and a market-driven offer, manufactured in Germany.

The central goal of protecting people, data and ideas is the commitment of more than 200 people to Utimaco.

Your tasks

Your tasks

YOUR MISSION:

• Pro-actively develop and implement Nexburg sales strategy to generate sustainable and profitable growth in your territory
• Prospect, develop and win new business with new customers and maintain and expand the reach within existing ones
• Cultivate direct contacts within the Telecommunication Service Providers as well as developing strong relationships with the partne ecosystem to identify deals and position Nexburg appropriately to win
• Exceed your individual quantitative and qualitative objectives, as well as prepare for the future, according to Nexburg strategy
• Drive C-level and field relationships as to become a Trusted Advisor
• Conduct actions to ensure and improve customer satisfaction
• You are meant to make respectful and ethical business with all customers, partners and business advisors

YOUR RESPONSIBILITIES:

• Set your sales strategy (segmentation, value proposition, GoToMarket) and define the targeted accounts and partners in your territory
• Acquire new logos either directly or through well selected and motivated partners
• Listen and qualify customers and partners芒聙聶 functional and technical requirements, gather market intelligence in a structured manner
• Actively support accounts through all stages of the sales cycle, get clear understanding of their org charts and decision-making processes
• Articulate Nexburg competitive value to CXOs and decision makers
• Collaborate closely with Nexburg internal resources, especially Project Management, Pre Sales, and Marketing to share information and increase visibility on pipeline activities within the business
• Provide accurate and timely forecasting
• Negotiate best terms and conditions in a respectful and ethical manner

Your profile

Your profile

YOUR PROFILE:

• Technical university degree, ideally combined with management-oriented focus
• At least 5+ years relevant experience as Sales Account Manager with strong track record selling solutions globally to the Telco Service Providers
• Experience in selling Lawful Interception solutions
• Hunter mentality with proven experience in developing complex large accounts such as Telco Service Providers
• Strong business acumen with capacity to articulate competitive value at CXO and decision makers level, as to become trusted advisor
• Enthusiastic, customer driven and solution-oriented teamplayer
• Excellent English communication skills, both written and verbal, further languages are a plus
• Mobile and able to travel up to 40%

We offer

We offer

WE OFFER:

• A true international presence: in Germany, Italy and UK
• Growing at fast pace, gaining market share over our competitors
• An open and friendly corporate culture characterized by a constructive and cooperative relationship
• Flexible working hours and home-office days
• The professional and personal support through targeted further education opportunities