About our client
Our client is a leading systems integrator and global professional services firm driven to simplify and maximize the value of their clients’ information. Founded in 2011, our client provides complementary services for many digital initiatives, including MDM and PIM Strategy and Implementation, Data Governance and Analytics, Content Management, Data Integration, Enterprise Hosting, and Operational Services that help large enterprises in the retail, consumer goods, manufacturing, financial and healthcare sectors simplify and maximize the value of their information. They are a 100% employee-owned company and have been on the Inc. 5000, recognized by IDG’s Computerworld as one of the Best Places to Work in IT, as a Wonderful Workplace for Young Professionals and as a “Best Place to Work” by Inc. Magazine and Business First. Their global headquarters is in Dublin, Ohio. The EMEA headquarters and Global Development Center is in Valencia, Spain. Additional offices are located in Germany and India.
Job overview
The Regional Sales Director-DACH (RSD) is responsible for driving the sales process and outcomes in Germany, Austria and Switzerland: planning and leading the closing of sales opportunities.
Key responsibilities
New Business Development
- Prospect for potential new clients
- Identify potential clients and the decision makers within the client organization
- Research and build relationships with new clients
- Set up meetings between client decision makers and company’s departments leaders
- Plan approaches and solutions, collaborating with colleagues to develop proposals that speak to the client’s needs, concerns, and objectives
- Participate in pricing the solution/service
- Handle objections by clarifying and emphasizing agreements, working through differences to arrive at a positive conclusion
- Negotiate and influence client on engagement matters, using a variety of styles to persuade or negotiate appropriately
- Present an image that mirrors that of the client and our client's firm
Client Retention and Account Management
- Present new products and services and enhance existing relationships
- Work with our client's technical staff and other internal colleagues to meet client needs
- Arrange and participate in internal and external client debriefs
- Engage as the Client Partner in client engagements, forming part of the steering committee
- Network within existing clients and identify potential new opportunities
Partner Management
- Network and build relationships with software partners
- Establish joint pipeline and account management cadence calls with partner representatives
- Identify target accounts and formulate joint account strategies and plans
- Help drive messaging, attendance, and subject matter expertise to regional partner events
Business Development Planning
- Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends
- Present to and consult with mid and senior level management on business trends with a view to developing new services, products, and distribution channels
- Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales
- Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.
Management and Research
- Ensure that data is accurately entered and managed within Salesforce.com
- Report out progress weekly with leadership team
- Forecast sales targets and ensure they are met
- Track and record activity on accounts and help to close deals to meet these targets
- Work with marketing staff to ensure that prerequisites (such as prequalification or getting on a vendor list) are fulfilled within a timely manner
- Present business development training and mentoring to internal staff
- Research and develop a thorough understanding of the company’s people and capabilities
- Understand the company’s goals, culture, and purpose
