Sales Account Executive

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

📋 Description

• Sustain and enhance relationships with key strategic customers.

• Drive new logo sales within designated accounts and the specified region.

• Represent the complete range of company products and services to assigned clients.

• Spearhead the customer account planning cycle to ensure the long-term needs and expectations of customers are fulfilled.

• Oversee assigned accounts and opportunities.

• Collaborate with marketing, pre-sales engineering, development, support, service, and management resources to maximize revenue growth and strengthen customer relationships.

• Lead the strategic planning processes for both company-focused and new logo accounts.

• Establish mutual performance objectives, financial targets, and essential milestones.

• Clearly articulate the business value of solutions and direct solution development initiatives.

• Coordinate the involvement of company personnel to achieve account performance objectives and meet customer expectations.

• Demonstrate a thorough understanding of customer business priorities and initiatives.

• Discuss relevant trends and priorities leveraging industry and solution knowledge.

• Proactively assess, clarify, and validate customer requirements.

• Collect market information and analyze competition along with consumer and market trends.

• Achieve strategic customer goals and meet the assigned sales quota.

• Complete strategic customer and new business account plans.

• Ensure a high level of customer satisfaction.

• Facilitate executive engagement with customer management.

• Develop account strategies and plans, including white-space analysis and awareness initiatives.

• Manage the Deal Model process, including proposals, contracts, and pricing approvals for licenses and professional services.

• Oversee the daily sales process and coordinate account meetings.

• Utilize Business Consulting (Pre-Sales Engineering) and Sales Support resources effectively.

• Execute performance metrics related to customer meetings, customer-facing time, BPRs, pipeline quantity, and pipeline velocity.

⛳️ Requirements

• Proven success in establishing and nurturing "C" level consultative relationships.

• Solid track record of leading and closing large and complex solution sales opportunities.

• Experience in leading teams within a matrix organization with indirect supervision.

• Possess executive presence and demeanor.

• Self-motivated with strong influencing skills and self-discipline.

• Over 8 years of experience in major account management.

• Minimum of 8 years of experience selling enterprise software.

• A bachelor's degree or equivalent.

• Preference given to candidates with a bachelor's degree in chemical, industrial, production, or petroleum engineering.

• Experience selling to customers in the Energy/Petroleum/Engineering sectors.

• Familiarity with process modeling software products and services, advanced process control/real-time optimization, manufacturing execution systems, and planning and scheduling solutions is preferred.

• Knowledge of chemical production and supply chain business processes.

• Understanding of process industry dynamics.

• Experience in an international company setting.

🏝️ Benefits

• Comprehensive career development programs.

• Support for community service projects.

• Social events designed to promote fun and relationship building across the global community.