Manage and close high-value B2B software license opportunities across the DACH region. Responsibilities include expanding existing accounts, cross-selling products, conducting roadmap discussions, partnering with solution engineers, developing account strategies, analyzing market and competitive intelligence, and achieving sales quotas. The role requires consultative engagement with enterprise clients and technical executives, German and English fluency, CRM proficiency, and occasional travel.
The Role
We're growing our sales team and we're looking to bring on a Commercial Account Manager, with a focus on strategic commercial sales across the DACH region. You will be at the forefront of our efforts to expand our growing business. Challenge yourself by selling the intrinsic value of software solutions to our customers. The primary responsibility will be to manage and close a pipeline of software license opportunities, while working closely with other Apryse resources and presales teams. Account Managers at our company learn about the document processing opportunities and challenges facing the developer community across all industries. Our goal is to make the developer experience easier for our customers as they deliver value to their end users!
Responsibilities:
- Lead and Influence: Take charge of managing and closing a pipeline of high-value software license opportunities, leveraging your expertise to drive growth and strengthen relationships with strategic clients. The focus will be to grow current software products licensed along with cross selling more products under the Apryse portfolio.
- Strategic Engagement: Conduct roadmap discussions and account reviews with key stakeholders, ensuring our solutions align with their long-term objectives.
- Collaborative Solutioning: Partner with Solution Engineers to gather requirements and craft high-impact solutions tailored to meet the unique needs of Fortune 500 and Enterprise clients.
- Market Insight: Gain and apply in-depth knowledge of market trends, competitor landscapes, and client needs to position our solutions as the optimal choice.
- Opportunity Identification: Recognize and capitalize on high-value sales opportunities, developing go-to-market strategies that foster mutually beneficial partnerships.
- Intelligence Gathering: Utilize various resources to collect and analyze market, prospect, and competitive intelligence to inform your approach and strategy.
- Quota Achievement: Meet or exceed sales quotas through strategic planning, relationship management, and effective sales execution.
Requirements:
- Experience: 3+ years of proven success in account management; selling complex B2B software solutions, consistently exceeding multi-year quotas.
- Skills: Demonstrated expertise in negotiation, communication, and presentation, particularly through digital channels.
- Language: Professional working fluency, both verbal and written, in German and English.
- Location: Candidates must be based in either Germany, Belgium or the United Kingdom.
- Tools Proficiency: Skilled in prospecting and utilizing sales tools such as Outreach, Dooly, Sales Navigator, and ZoomInfo.
- Travel: Light travel to industry events and key client meetings as needed.
- Approach: A consultative sales approach with a strong ability to engage with technical CXOs and senior executives.
- Team Player: A driven, accountable individual with a collaborative mindset and a relentless pursuit of success.
- Education: A degree from a college or university, preferably in a technical discipline.
- CRM Experience: Proficient in using Salesforce CRM to manage the sales cycle effectively.
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