Account Director DACH – Rotcreuz, Switzerland

You are a successful sales executive with a proven track record selling high value CCM, ECM and BPM SaaS solutions and/or software licenses in the DACH region and are looking to joing a company that matches your career ambitions.

Role Overview

Our client is looking for a talented Account Director level sales manager who will be responsible for developing specified and vertical market offerings across Germany, Switzerland and Austria. This role will be working with the existing sales team for the development of new logos and management of the current account base. Primary activities will include:

• Creation of a strong pipeline of new business opportunities in net new logos
• Revenue generation from allocated existing accounts
• Focus on sectors across Financial Services to include Retail Banking, Investment Banking and Wealth Management, Insurance and Healthcare
• Working with partners as necessary including SalesForce, Pega, Guidewire and the major Ssystem Integrators
• Working with the marketing operations team to develop effective marketing campaigns

Candidates should be comfortable with €300,000+ complex SaaS sales and 6-12 months sales cycles. They should also be able to demonstrate a track record of dealing with high level business and IT contacts within both customers and prospects.

About Our Client

Our client is a leading technology company focused on helping businesses engage in more meaningful customer conversations. Its cloud platform uniquely delivers personalized, omnichannel conversations across the entire customer experience, empowering companies to succeed in today’s digital-focused, customer-driven world while also simplifying processes and operating more efficiently.

The company serves more than 650 customers from offices located across North America, Europe, and Asia Pacific. The cloud-based platform includes enterprise-scale customer communications management (CCM) forms transformation capabilities and the trade documentation expertise.

Key responsibilities:

Deliver revenue, and develop and manage your territory/sector to:

• Exceed quota in annual software SaaS revenue, producing consistent quarter by quarter revenue growth through new business opportunities.
• Further develop the company value propositions in defined sector(s).
• Build understanding and knowledge of their competitive advantage within the sector and be fully confident presenting and demonstrating this to prospects and partners, as well as internally.
• Develop new business opportunities through specific marketing campaigns/seminars using extensive market knowledge and leveraging our partner network. Demonstrate strong communication and collaborative working skills by being able to:
  - Contribute to their partner strategy in the sector, communicating the value proposition and building productive relationships to develop revenue generating opportunities.
  - Map and build senior level relationships across the sector and partner organisations.
  - Partner effectively with internal teams, such as pre-sales, professional services, alliances, and support to ensure that the needs of prospects and customers are met, both during the sales cycle and through their lifetime as a customer.
• Ensuring the company  remains ahead of the competition by sharing competitive knowledge acquired.
• Effectively manage sales processes to mitigate risk, including:
  - The commercial & legal negotiation process in partnership with the company’s legal representatives.
  - All stages of the bid process, using the company’s resources in the most effective way.
  - Maintaining accurate account, contact and opportunity records in Salesforce.com on a weekly basis, using Solution Selling methodology on major opportunities and providing accurate forecasts.

Key skills/experience:

• Proven track record selling high value SaaS solutions and/or software licenses in the DACH region.
• Experience within the Financial Services industry and/or the insurance industry
• It would be highly advantageous to have a good understanding of:
  • CCM, ECM & BPM Solutions
  • Document Composition Solutions and general CCM market drivers
  • Web and Mobile Content Management
  • CRM (One to One marketing, 360’ view of a customer etc.)
• Proven success in building relationships with key influencers and the ability to leverage his/her sector network in both the Partner and Prospect communities.
• Proven ability to interpret client’s business requirements into a solution using ROI to create compelling events that will drive buying decisions.
• Excellent presentation, verbal and written communication skills.
• Sound technical understanding of the product solution and how it fits into SOA architecture.
• Ability to demonstrate solution and talk through highlights of the systems architecture.
• Resilient during competitive evaluations, demonstrating robust commercial decision- making and negotiating skills.
• Consultative sales approach with an inspirational ‘Can do / Will do’ attitude.
• Ability to travel regularly.
• As global business language is English, candidates must be able to communicate fluently in English but also German.

Contact
Peter Wharton
Antal International Geneva
[email protected]