Account Manager Digital Business Automation
Country / Territory: Germany
City: Mönchengladbach / Germany
About apsware
apsware is a leading provider of products and services in the digital business automation area. Through the strong partnership with BMC Software, apsware distributes BMC´s Control-M solutions in Europe and the USA and is currently expanding its footprint in The Netherlands. What do the analysts say about our offerings? Control-M is the leading application workflow orchestration solution for any application, data, and infrastructure.
The account manager role
- Develop new opportunities and activities at high levels in the Digital Business Automation area
- Use a disciplined, programmatic approach to campaign-based pipeline generation
- Prospecting at C-level, VP, and Director Levels
- Consistently exceed new software license and services targets every quarter
- Diagnose customer needs and recommend value-based solutions that reflect a clear understanding of apsware’s products and services, primary differentiators, customer segments, and key competitors’ offerings. In brief, you know what they need, you know who we’re up against, and you know why we’re better
- Utilise sales best practices, industry trends, and market knowledge in a repeatable sales process
- Build trust and confidence with customers, partners, and colleagues through unquestionable integrity and professionalism
- Participate in regular sales enablement workshops with solution leads
- Engage with apsware colleagues to achieve common goals
- Collaborate in regular forecast meetings with leadership
The experience you’ll bring
- You are a real business hunter who can demonstrate success winning new logos and expanding existing accounts with a proven sales track record
- You have an excellent customer focus, strong attention to detail, and have the ability to operate in a dynamic organization
- You have a proven sales track record in selling software solutions to medium and large size organizations
- You understand IT- and Software-Architectures and the value they provide for organizations
- You know how to establish a repeatable sales process shaped by an in-depth understanding of pipeline, business practices, industry trends, and the competitive landscape
- You can promote the value of apsware solutions in the negotiation process to drive maximum margin for the company
- You have an entrepreneurial spirit and a start-up mentality
- Ideally, you have experience in Scheduling, Workload Automation, Digital Business Automation, DevOps, or Managed File Transfer markets
- Ideally, you have access to decision-makers in relevant industries and can further develop the business network that will make apsware a trusted partner, now and in the future.
- Ideally, you have received formal sales trainings (MEDDIC, Miller-Heiman, Sandler, Solution Selling, etc.)
- Ideally, you have a University or a University of Applied Sciences degree, e.g. in Business or IT
- You have very strong German and English language skills
- Ideally, you speak an additional language, e.g. French, Spanish
What we offer
- Leading solution offering in a growing market
- Ambitious team within a profitable, privately held company
- Attractive commission scheme designed for high performers
- World-class sales training
- Promotion opportunities based on performance, not politics
