Title: Regional Sales Manager

Location: Remote, Germany

Experience: Mid Level

Job Function: Direct Sales 

Employment Type: Full-time  

Travel Requirements: upto 50% 

Industry: Computer Network & Security

 

About the position  

Keyfactor is looking to add an enthusiastic, professional, and goal-oriented Regional Sales Manager to our D-A-CH team for the Mid-Enterprise customer segment in Germany. Sales Manager at Keyfactor work in a high-level consultative role, meeting with executives and technical resources and selling Keyfactor’s products and services to potential clients. The right candidate will be highly proficient in establishing and maintaining relationships with key decision makers with a proven ability to close business in the mid-market to enterprise commercial corporate segments.

Strategic business development and implementing the strategy to develop the sales in your territory will be a natural part of this role. We expect you to map out your territory, provide the insights needed and plan for territorial market outreach as well as specific account-based initiatives. You know what it takes to drive sales through long sales cycles, and you understand what social selling, networking and indirect sales means in practice.

While we expect business and sales to be your key driver and motivator you will be selling a technically complex product where a technical mindset and understanding will be vital. Your interest and ambition to become the subject matter expert on our products and their usage, along with industry knowledge, will in the end be what drives your sales.

Germany and is one of our most strategical regions and we have a well-established presence on the market, with a good portfolio of existing customers and partners.

You will be working closely with several internal stakeholders, including sales engineering, marketing, services, management, and finance and the ability to create good personal relationships within the company will be essential to your success. We are a fast-growing company that values and relies on the entrepreneurship and the initiative power of our employees, as a Sales Manager at Keyfactor we believe that these skills are inherit to who you are.

You will be reporting directly to the VP of Sales for EMEA. Travel up to 50% will be a natural part of this position. Excellent command of both German and English will be required.

The position is based in Germany and can be performed remotely from Germany when necessary. Applicants must be living in Germany and hold a valid Right to Work.  

Responsibilities

• Conduct meetings and close business in mid-market to enterprise commercial corporate accounts in the D-A-CH
• Develop new accounts while maintaining and sustaining successful long-term relationships with key decision makers up to and including the “C” level.
• Meet and exceed qualified quota goals for assigned territory and targeted accounts.
• Develop product, market and competitor knowledge.
• Manage opportunities effectively and maintain good visibility within Salesforce.
• Develop and execute the strategic direction for your region aligned with Keyfactor’s overall goals and ambitions for continuous growth.
• Obtaining a good understanding of the IT Security industry in general and our market in particular.
• Delivering a reliable forecast and clear and accurate reporting for the region.
• Manage sales activities including prospecting and greenfield sales.
• Identify and develop possibilities for future business growth, including strategically important partnerships and key customers and sponsors.
• Maintain a commitment to the company’s sales processes, values, and target visions.
• Financial and relational pipeline management over long sales cycles.
• To act as an ambassador for Keyfactor externally demonstrating a behavior consistent with our core values.
• Responsibility for writing and negotiating quotes, contracts, and partner contracts.
• Answering both public and private tenders.
• Collaborate with marketing to build out the strategy for the territory.
• Participate in events and tradeshows.
• Be the subject matter expert.

Skills and Qualifications

• University degree in Business or Technology
• Significant demonstrable experience in technical sales and business development.
• Experience of international sales.
• Experience working with both partners and direct sales.
• Strong customer orientation with the ability to develop, articulate and execute compelling value propositions.
• Strong networking skills.
• Good understanding of the IT industry and the business landscape in the D-A-CH region
• Excellent, clear, and transparent communication skills and the ability to communicate across different cultures / geographic regions.
• Advanced written and verbal communication skills including ability to make professional presentations in front of small and larger audiences both in German and English.
• Ability to write and execute strategic sales plans and effective sales proposals.
• Ability to utilize both analytical and creative skills effectively.
• Experience in a rapid-growth company or business unit is preferred.
• A thorough understanding of how sales and prospecting in today’s IT industry works.
• Experience with and knowledge of MEDDPICC, Solution Selling and SPIN selling is preferred.
• A technical interest and ability to learn advanced technical concepts on an at least inch-deep level.
• Experienced in contract negotiations.
• Highly self-motivated and directed: able to work under pressure and to deadlines.
• Highly flexible and open to learning and understanding new technologies and concepts.
• Proven experience of working on multiple tasks or projects at any one time.
• Experience in working to targets and motivating individuals to achieve them.
• It will also be advantageous if you have a general understanding of IT-security, PKI, and certificate lifecycle management.

Compensation

Salary will be commensurate with experience. 

Culture, Career Opportunities and Benefits

We build teams that continually strive to get better than the day before. As part of a rapidly growing organization, you will be challenged daily and given opportunities to grow personally and professionally. We balance autonomy and structure to create an entrepreneurial environment to spur creativity and new ideas while also having leaders who lead with authenticity and transparency. Our talent and our culture are a key differentiator for us, and we take great pride and care in hiring and retaining some of the best in the industry.

Some of the programs that make our culture special include: 

• Second Fridays (a company-wide day off on the second Friday of every month)
• Comprehensive benefit coverage, paid for by the company for you and your dependents (US).
• Generous parental leave for birthing and non-birthing parents.
• Dedicated employee focused ambassadors via Key Contributors & Culture Committees.
• DIVERSE Commitment, a call to action for a more inclusive and diverse future in business, society, and technology.
• The Keyfactor Alliance Program to support DEIB efforts.
• Wellbeing resources, wellness allowance, mindfulness app free membership, Wellness Wednesdays.
• Global Volunteer Day, company non-profit matching, and 3 volunteer days off
• Unlimited time off (US) and competitive time off globally.
• Monthly Talent development and Cross Functional meetings to support professional development.
• Regular All Hands meetings – followed by group gatherings.

Our Core Values

Our core values are extremely important to how we run our business and what we look for in every team member:  

Trust is paramount – We deliver security software and solutions where trust and openness are of the highest importance for our customers. We are honest and a trusted partner in every aspect of business.  

Customers are core – We strategize, operate, and execute through a customer-centric view. We prioritize the security interests of our customers, and we act as if their data were our own.  

Innovation never stops, it only accelerates – The speed of change is accelerating. We are committed, through investment and focus, to stay ahead of the innovation curve.  

We deliver with agility – We thrive in high-paced and continually changing environments. We navigate through newly added variables, adjust accordingly, while driving towards our strategic goals.  

United by respect – Respect for all is what unites us. We promote diversity, inclusivity, equity, and acting with empathy and openness, both in our business and in our communities.  

Teams make “it” happen – Vision and goals are not individually achievable – they require teamwork. We pride ourselves in operating as a cohesive team, creating promoters and partners, and winning as one.  

Keyfactor is a proud equal opportunity employer.