About the role
Role: Enterprise Account Manager (3x)Location:
1 AE in Frankfurt / Stuttgart are
1 AE in the Nuremburg (north Munich area)
1 AE between Zurich/Bern & Vienna (for the Swiss / Austrian market)
Language: German native + English (Fluent in Swiss German / Austrian is a bonus for local rep)
WFH policy: 100% remote
Industry: Software & Hardware cyber security
Product: OT Cyber Security
Size and functions of local team: 5 Ent sellers + Sales Manager.
Supported by a local Field marketeer, SDR (team will grow), 2 ISRs, Channel Manager, 1 Pre-sales Manager (40% Management – 60% project work), 3 Presales engineers + teamlead
Role description: You are part of the sales team for DACH, building the blueprint of how sales is executed in DACH. DACH is a well-performing greenfield territory. As Enterprise Account Manager, you get an account patch of 50 ICP customers to hunt into.
Target / KPI: 1.2M € ARR
Team attainment DACH / Europe: '24 100%+
Deal cycle: 6-12 months
Deal size: 50K ARR - 250K ARR (with 3-5 year contracts = 150K- 1M TCV deals)
Team attainment DACH / Europe: '24 - 100%+
Typical ICP account: enterprises >1.000 employees from verticals: Automotive, Manufacturing, Chemical, Pharma, Food & Beverage, Transportation, Intralogistics, Semiconductors,
Note: pure channel sales play
PG % & support: 90% self-generated, 10% supported by SDR/Marketing
Unique about the company (that you don't read online):
DACH is a greenfield with extreme growth potential (80% YoY growth vs. 30% YoY global)
Relevant must have solution: Most Enterprise companies don’t have proper OT solutions
DACH is the best-performing region globally for TXOne
Truly remote work with quarterly team QBR’s and SKO’s in great locations.
Ability to make a real impact in a scale-up environment
Growth perspective:
Career wise
MM and SMB team likely will be added besides the Enterprise team & verticalization could also happen - creating all types of opportunities for leadership or specialization
20% promotion rate last year - focus on people to get promoted internally
Revenue wise: Real earning potential
100-125% - 1.5x multiplier
125%+ - 1.75x multiplier
Additional incentives on new logo’s and upsells
3/4 sellers in DACH achieved between 150-170% in ‘24 hit P-club - 1 rep was ramping.
Must haves
5+ years total sales experience
3+ Enterprise sales experience: closing technical solutions, 6-figure, complex deals with DACH upper mid-market and enterprise accounts.
2+ years of experience in IT infrastructure or OT (cyber)security solution
A proven track record/ability to hunt and generate pipeline individually (hunting DNA needs to be evident)
Clear record of career progression and strong (over) performance
Have worked in a scale-up environment (can deal with ambiguity, and no big-logo support)
Trained on MEDDPICC
Should have sold to the target industries and should bring an active network
Hiring process: 3 steps
Salary: 200K OTE - 210K OTE (50/50) - total package can be 121k base (incl. allowance at 210K OTE uncapped)
+ 12K car allowance (1000 EUR per month)
+ 4800 work from home allowance (400 EUR per month)
Kickers on 100%, 125% and above uncapped
Life insurance and health insurance covered
Convinced? Apply immediately!
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