Business Development Manager

This is a fully remote position, open to applicants in Germany.

📋 Description

• Establish a dedicated sales channel for CHRONOS among current manufacturing clients and in new sectors such as banking and insurance.

• Identify the market, independently generate demand, and oversee the sales process through to closure.

• Report directly to the executive management team/CRO and take responsibility for an individual new-business quota.

• Refine the addressable market and create a prioritized target account list with contacts for each buying center.

• Execute your own outbound initiatives and cultivate relationships with CIOs, IT leaders, database and mainframe owners, SAP Basis specialists, data and AI executives, and compliance stakeholders.

• Conduct MEDDIC-based discovery, identify the business case, and qualify opportunities at an early stage.

• Coordinate scoping, test archiving, or proof-of-concept projects in collaboration with Solution Consulting and Professional Services.

• Negotiate until contract signing.

• Manage existing CHRONOS clients, including renewals, expansion opportunities, and escalations.

• Build and oversee a partner network encompassing mainframe, database, MES, and ERP environments, consulting firms, and managed service providers.

• Take ownership of tenders from initial review to submission, including content and deadlines.

• Maintain HubSpot thoroughly and engage in pipeline reviews, deal clinics, and forecasting calls.

• Provide win/loss insights back into a segment playbook.

• Within the first year, develop the CHRONOS segment playbook and establish at least one identifiable reference customer outside the manufacturing sector.

⛳️ Requirements

• A minimum of five years of new-business experience in selling complex B2B software.

• Proven track record of closing deals with significant contract values.

• Experience selling to IT decision-makers, such as CIOs, IT leaders, application and SAP Basis owners, data protection, and compliance stakeholders.

• Understanding of databases, system landscapes, migrations, and system decommissioning.

• Ability to engage with IT stakeholders as an equal business partner.

• Knowledge of retention and evidentiary requirements (GoBD, OAIS, GDPR).

• Experience with mainframe and Oracle environments, application retirement, or SAP is a considerable advantage.

• Basic understanding of how archived data can be leveraged for AI applications via MCP.

• Experience with existing customers and renewals, public-sector or regulated procurement processes, and building sales partner networks.

• Proficiency in MEDDIC or a similar methodology.

• Strong CRM discipline, ideally with HubSpot.

• Microsoft 365 proficiency.

• Business-fluent German.

• Proficient in English.

• Persistence through lengthy decision-making processes.

• Reliable follow-through on commitments.

• Willingness to start without a completed playbook.

• Fact-based value selling rather than fear-based messaging.

• Willingness to travel within the target market.

🏝️ Benefits

• Base salary complemented by performance-based variable compensation.

• Permanent, full-time employment.

• Home office flexibility.

• Company car provision.

• Direct access to the executive management team and genuine opportunities to influence the business.

• Short communication paths and direct interaction with Development and Professional Services.