Public Sector Account Executive

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Job Description

Senior Account Executive - German Army / Public Sector

Serves as the overall account lead (single point of contact) for German Army and two to four federal states (tbd.), including their local governments and datacenter provider; understands client’s key business and IT challenges and requirements and is focused on driving value for the client, while maximizing revenue and margin for the company. Specializes in value selling, specifically around cloud native transformation projects. Focus on growing the installed base business, acquiring new customers and position Suse cloud native, hybrid IT and Edge solutions to drive value for the customer. Accounts may be managed remotely or onsite. Is supported primarily by presales and inside sales resources. 

Responsibilities:

• Develops go to market strategy and sales pipeline to increase the company's market share in assigned accounts.
• Focuses on larger deals/opportunities and value portfolio management, selling the full range of Suse products and solutions (OS, Container Mgt platform, Edge).
• Works with management to develop future business plans; independently determines methods for achieving plans.
• Extensive time spent working with and leveraging a diverse set of external partners.
• Builds strong professional relationships with key IT and business executives, including C level Executives.
• Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company.
• Applies MEDDIC sales methodology.
• Analyzes client industry and competitive research and information to facilitate rich client dialogue.
• Actively manages the account to protect and grow the company's business; coordinates all account forecasts, planning and reporting.
• Directs and coordinates all activity on account(s).
• Focuses on generating new business and builds, monitors and manages sales pipeline activity.
• Responsible for achieving/managing quarterly, half yearly, annual quota.
• Enters all opportunities in pipeline tool and updates them weekly
• Builds a list of customers willing to be a reference in person or print.
• Acts as a first interface for German Public Sector accounts
• Sales forecasting & pipeline mgt

Experience Required:

• Must have: Knowledge and experience with German Army (BWI, BaainBW)

• Track record of sales in German Public Sector

• Experienced in Cloud native technology sales

• Experienced in MEDDIC sales methodology

• Typically 8+ years of experience as referenced above.

Job

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