Sales Account Manager (m/f/x) - Telecommunications

Your tasks

Your mission:

• Pro-actively develop and implement Utimaco 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 partner ecosystem to identify deals and position Utimaco appropriately to win;
• Exceed your individual quantitative and qualitative objectives, as well as prepare for the future, according to Utimaco 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’ 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 Utimaco competitive value to CXOs and decision makers;
• Collaborate closely with Utimaco 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

• 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 team player;
• Excellent English communication skills, both written and verbal, further languages are a plus;
• Mobile and able to travel up to 40%.

We offer

• A true global presence: in Europe, Americas, and Asia;
• A leader in one of the hottest market: Cybersecurity;
• Growing at fast pace, gaining market share over our competitors;
• An open and friendly corporate culture characterized by a constructive and cooperative relationship;
• Utimaco benefit package;
• The professional and personal support through targeted further education opportunities.