Position Summary :
The Account Manager leads and coordinates sales activity for an assigned territory, utilizing expertise and other resources such as product specialists, and marketing teams to meet and exceed sales targets.
Duties and Responsibilities :
Take ownership and lead of the assigned territory including strategic account planning.
Capture and understand key requirements of prospects to build a sound business case.
Business Development activities by identifying and targeting potential new business - also by the means of webinars, marketing campaigns and events.
Consult potential clients and key stakeholders with solution-oriented advice.
Demonstrate solutions in cooperation with the internal specialist departments.
Lead and oversee the development of proposals, value propositions, RFIs, RFPs, formal tender processes and contract negotiations.
Take an interest in existing customer activity to share with the market and have examples plus references available as required.
Ensure that pipeline and account status is up to date in the CRM (Salesforce).
Knowledge and understanding of the product portfolio for up- and cross-selling.
Ideal Qualifications :
Experienced in Enterprise SaaS solution selling.
Proven success in selling and closing customers, creating value and managing a pipeline with multiple opportunities simultaneously.
Ability to accurately forecast and manage the sales funnel for assigned account territory.
Successful sales negotiation skills at every level within client organizations with experience influencing and selling to the executive level decision-maker.
Ability to develop a deep understanding of product line and client base.
Organized and methodical with excellent follow-up skills.
Ability to listen in order to assimilate client issues, needs and opportunities.
Demonstrated proficiency in Microsoft Office suite of products including Word, Excel, PowerPoint, Outlook and related software relevant to the role.
Fluent in English and ideally Hungarian.
Experience in working in an international environment with a complex matrix structure.
Excellent written and verbal communications skills.
Strong presentation skills.
Bachelors’ degree plus at least 5 years’ related experience as a direct field sales professional or equivalent combination of education and experience.
Knowledge about the Higher Education industry is a plus.
Other important information about this position :
This position is typically based in Hamburg office.
Ability and willingness to travel : up to 75%.
This position requires weekday (Monday - Friday) attendance with some scheduling flexibility available around core working hours.
Licenses & Certifications