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

Deine Aufgaben

Your mission:

• Pro-actively develop and implement Utimaco sales strategy, to generate sustainable and profitable growth in your territory;
• Make profitable business with new customers, as well as maintain and expand the reach within existing ones;
• Develop highly valuable relationship with Strategic Partners in your territory;
• 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, business advisors.

Your responsibilities:

• Set your sales strategy (segmentation, value proposition, best suited solutions, GoToMarket…), and define the targeted accounts and channel partners: plan to be agreed together with your Sales Management;
• Acquire new logos either directly or preferably 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 chart and decision-making process;
• Articulate Utimaco competitive value to CXOs and decision makers;
• Build and maintain decision-maker level relationships to gain an understanding of key priorities and specific use cases; identify sales opportunities and tactics for exceeding sales quotas;
• Collaborate closely with Utimaco internal resources, partners and resellers, and follow up joint pipeline and new business;
• Provide accurate and timely forecasting;
• Negotiate best terms and conditions in a respectful and ethical manner.

Dein Profil

• Engineering degree (MBA is a plus) with at least 3-5+ years relevant experience as Sales Account Manager covering this territory; 
• Strong professional experience in a customer-facing role within the IT Security market; 
• Very good knowledge and personal network within this territory;
• Capacity to articulate competitive value at CXO and decision makers level, as to become trusted advisor;
• Enthusiastic, customer driven and solution-oriented; 
• Chinese mother tongue and great English communication skills, both written and verbal, further languages are a plus; 
• Mobile and able to travel up to 40%.

Wir bieten

• 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.