To be responsible for increasing revenue and market share in Germany through the SANS product portfolio. Managing existing key Enterprise and/or (semi-) Government accounts, as well as identifying and pursuing and securing new critical Enterprise and/or (semi-)Government contracts in accordance with the SANS brand, values, and mission statement.
Client Relationship Management
- Responsible for the management and growth of existing selected Tier 1 customers.
- Operate as a point of contact for assigned accounts.
- To be responsible for customer success and satisfaction, ensuring a first-class customer experience.
- Conduct effective, regular Customer Account Reviews with assigned Tier 1 customers.
- Proactively network across Enterprise and/or (semi-)Government sectors, attending industry specific events when required.
Business Development
- To fully understand the SANS portfolio to generate quality opportunities and to be able to differentiate our offerings against those of our competitors.
- To follow and understand the latest trends and developments in the Cyber Security industry.
- To effectively articulate the SANS business strategy & that of the wider SANS brand.
- To increase year on year revenue across Tier 1 account base in line with agreed targets.
- Responsible for forecasting sales on a monthly basis in line with business CRM processes.
- Represents SANS, translating Cyber Security industry developments into customer driven solutions.
Sales Administration & Process
- To monitor payment of customer invoices ensuring outstanding invoices and debts are settled in a timely manner.
- Support marketing campaigns and SANS events to help deliver revenue growth targets.
- To successfully develop and drive sales plans, using agreed methodologies.
- To embrace and adhere to agreed sales processes and procedures.
Other
- To manage and deliver agreed targets, KPI's and other set objectives.
- To effectively manage the invoicing and aged debt process, ensuring customer invoices are paid in a timely manner.
- To define and develop peer and executive relationships with the wider SANS teams.
- To build and maintain the SANS brand and mission.
- Carry out additional responsibilities as requested by the Management Team.
- Educated to degree level or equivalent.
- Significant experience working within Enterprise and/or (semi-)Government organizations, with a proven ability to develop strategic relationships, navigate public procurement frameworks, and drive revenue growth within complex environments.
- Native in German (Written and verbal).
- Able to deliver against agreed KPIs and targets.
- Strong influencing and negotiation skills in a business environment.
- Able to work well under pressure.
- Excellent interpersonal and presentation skills.
- Able to manage change, whilst aligning and prioritising multiple tasks.
- Sales focused and commercially aware of new business opportunities.
- Strong IT Skills, including experience of working with all Microsoft Office products.
- Able to use social media platforms such as LinkedIn.
- Proficient in managing customers using a CRM system.
- Able to align and prioritise multiple client accounts whilst delivering a world class service.
- Ability to use initiative and creativity to overcome customer objections.
- Decisive and forward thinking, with strong vision and strategic capability.
- The ability to plan and prioritise own workload and work to strict deadlines.
- Ability to plan, forecast and report against sales plan and targets.
- Translate customer needs into customer driven solutions.
- Ability to work autonomously and as part of a team.
- Ability to network and communicate at all levels both internally and externally.
- Ability and desire to travel to SANS events in Europe and London.