Enterprise Account Executive- DACH

Additional responsibilities will include but are not limited to;

• Manage the sales cycle from qualified lead to customer for all opportunities in the assigned territory.
• Identify key accounts, critical contacts within the accounts, the incumbent technology and the partner with the strongest relationship.
• Establish and build a channel community as a prospecting mechanism.
• Identify current objections (price, product, competition, political factors) up front in the process.
• Break down a procurement cycle from start to finish step by step.
• Utilise all systems available to identify contacts, forecasting, pipeline management, and leverage reports to drive business, and create quotes. 
• Develop a deep understanding of product capabilities and value proposition. Implement aspects of territory and account management and development; identifying accounts with high "close" potential, qualifying and forecasting time frames to close business.
• Preparing standard quotations and proposal information as needed; working with other departments to create and finalise contracts.
• Assuming a consultative role in dealing with technical issues; utilising solutions-selling methodology, strategic concepts, and techniques.

A little bit about you;

• Experience successfully selling ROI-driven, networking/security solutions or Enterprise Software Solutions to C-level decision-makers. Log Management, SIEM, API Security or relatable security solution experience is desirable.
• Prior experience and ability to navigate mid-sized to large organisations to gain an audience with C-level executives and gain their trust.
• Track record of closing deals over six figures.
• Pipeline development methodology that’s proven successful.
• Previous experience of working opportunities that have a 6+ month sales cycle.
• Understanding of forecasting accuracy and ability to thrive in a fast-paced, high-growth, rapidly changing environment that requires urgency to exploit opportunities.
• Previous experience selling SaaS solutions to commercial customers in this region.
• Ability to communicate the technical and business value of Graylog solutions effectively to all prospective stakeholders
• Excellent written and verbal communication skills, strategic selling skills, and skills in analysing and evaluating territory dynamics to develop and implement a sales plan.
• Based in the region, ideally in Hamburg, Berlin, or surrounding areas.
• Willingness to travel 25% or as business needs require.

Just some of the reasons why to join Graylog;

• Opportunity to work with a globally distributed and diverse team.
• Grow and develop professionally and personally in a fast-growing environment.
• Choice of latest equipment to help you succeed.
• Monthly allowance to support your commute costs and support outfitting your work from home environment.
• Equity. We have a stake in you, you should have a stake in us.