Sales Engineer Germany
REF : SE-G/RH
About the position :
Grow revenue through selling Wallix products within Germany
Principal Responsibilities :
• Exceed quarterly and annual sales goals, building and maintaining a constant/future accurate pipeline.
• Through collaboration with co-workers, management and existing partners in Europe, evaluate and map assigned territory, select and hire best partners specialised in security, jointly plan and execute aggressive out-bound sales strategy, including targeted verticals and named accounts.
* Build relationships and network internally within partners and resellers accounts. Develop understanding of customer needs and grow revenue from the resellers' existing installed based clients. Perform ongoing territory and account reviews, and identify new opportunities through lead detection, joint leads detection programs, actions, events, to accelerate buying decisions.
• Follow up on sales leads, qualify prospects, demonstrate our technology, and create and deliver tailored or existing presentations. Develop competency for C-level presentations. All actions in close cooperation with partner network.
• Negotiate and close standard sales engagements, developing competencies for closing more complex deals over time.
• Participate as a team player across the sales, pre-sales, finance and account management organizations to meet customers’ expectations
• Forecast opportunities accurately using the Wallix Methodology. Develop ability to understand prospects' business issues and how our solutions translate into improving IT security compliancy to regulations and finally ROI.
• Maintain accurate sales and opportunity data in a timely manner for all sales engagements.
• Follow up on and begin the sales process for all delivered leads within 48 hours.
Other Duties and Responsibilities
• Provide weekly forecasts to Sales Management regarding monthly, quarterly and annual progress.
• Quarterly business reviews presented to peers and/or sales management.
• Leverage product and technical specialists. Work in conjunction with internal sales team
• Pursue contract renegotiations and renewals with existing partners/ resellers /customers
• Work in conjunction with internal sales team and leverage product and technical specialists.
Qualifications and Requirements
• Demonstrable track record of high value sales.
• A self starter needing low level management time and attention to perform day to day responsibilities.
• Engages management up to C and Board level within a client base to enhance political alignment.
• Works closely with and understands how to engage members of the technical services and professional services organisation early in the sales cycle.
• Understands the market issues and trends affecting business and use of IT.
• Experience working with the Channel and System Integrators.
• Software background. Security sector experience is a real plus
• Must be computer literate with email, Internet, word processing and spreadsheets.
• Clear, accurate and concise reporting.
• Self-motivated and disciplined with a determined attitude to succeed.
• Highly professional, assertive and goal oriented individual with excellent interpersonal skills.
• Creative individual with strong personal presence.
• Native German speaker, Fluent English is required.
• Strong professional verbal presentation and written communication skills, specifically proposals, customer communications and PowerPoint presentations.
Location
• Germany, preferably Frankfurt
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