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

Standort:
Geschäftsbereich: Information Security

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.

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