Strategic Account Executive – EMEA

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

📋 Description

• Develop and implement strategies for penetrating large industrial and enterprise accounts.

• Identify, engage, and onboard new enterprise clients in the manufacturing and critical infrastructure sectors.

• Generate a sales pipeline through outbound prospecting, account-based selling, networking, referrals, social selling, and managing inbound leads.

• Drive significant sales opportunities from initial contact through negotiation, procurement, and contract signing.

• Establish trusted relationships with C-Level executives, IT, OT, Security, Engineering, Operations, Procurement, and Risk Management stakeholders.

• Create and execute account plans tailored for enterprise industrial organizations.

• Oversee multi-threaded sales processes and pinpoint opportunities for account growth and expansion.

• Facilitate discovery discussions centered on OT security, cybersecurity, operational resilience, compliance, automation, and digital transformation.

• Present solutions and conduct business-value and ROI evaluations.

• Stay informed about industry trends and competitive landscape to effectively position AMDT solutions.

• Collaborate with BDRs on account-based outreach tactics, offering guidance on target personas, account priorities, stakeholder mapping, and messaging.

• Work alongside Presales, Marketing, Customer Success, and Channel Partners to progress opportunities and enhance customer experiences.

• Ensure accurate forecasting, opportunity management, and pipeline visibility within Salesforce.

⛳️ Requirements

• Over 7 years of experience in enterprise software, SaaS, industrial software, automation, OT, cybersecurity, infrastructure software, or related technology sales.

• Strong knowledge of OT environments, industrial control systems (ICS), PLCs, SCADA, industrial networking, and OT security; familiarity with cybersecurity, risk management, or GRC concepts is a plus.

• Demonstrated success in a hunter-focused role acquiring new clients and surpassing revenue goals.

• Experience selling to manufacturing, industrial, or critical infrastructure sectors.

• Preference for candidates with experience in Automotive, Pharmaceutical/Life Sciences, Food & Beverage, or similar industries.

• Ability to engage with senior decision-makers and navigate complex sales cycles involving multiple stakeholders.

• Proficiency with Salesforce, HubSpot, LinkedIn Sales Navigator, ZoomInfo, Gong, 6sense, or equivalent sales technologies.

• Experience utilizing AI tools for prospecting, account research, relationship management, and enhancing sales performance.

• A bachelor's degree in business, sales, marketing, or a related field is preferred.

• Fluent in English; proficiency in German is an advantage.

• Willing to travel up to 50% of the time.

• Proven history of exceeding quotas in a hunter-focused enterprise sales role.

• Existing network within Automotive, Pharmaceutical/Life Sciences, or Food & Beverage sectors is a bonus.

• Familiarity with NIS2, NIST, IEC 62443, CRA, or other cybersecurity frameworks is advantageous.

🏝️ Benefits

• Competitive, performance-based compensation package.

• Flexible working arrangements: remote, hybrid, or from a state-of-the-art office.

• Employer contribution of 20% towards a comprehensive pension scheme.

• Additional health insurance coverage.

• Exclusive corporate discounts on selected brands.

• Access to Preply language-learning resources.

• Special bonuses and gifts for major life events, such as marriage, childbirth, and anniversaries.