Account Manager – Digitalization & Enterprise IT Solutions

Quick Facts

• Role: Account Manager for Digitalization & Enterprise IT Solutions
• Focus: New B2B customer acquisition and development of complex enterprise IT opportunities (average sales cycle ~1.5 years)

Description

You will drive new business by opening and developing opportunities through to contract signature, partnering with consultants and technical specialists to design fit-for-purpose solutions.

The role involves actively targeting B2B customers, building and managing your pipeline, running customer meetings, presenting solutions, and leading commercial and contractual negotiations. You will also expand an existing customer portfolio by identifying additional opportunities.

Responsibilities

• Identify and approach new B2B customers
• Build and systematically manage your sales pipeline
• Conduct sales meetings, uncover customer needs, and map solutions to those needs
• Co-design solutions with consultants and technical specialists
• Present solutions and prepare commercial offers
• Lead commercial and contractual negotiations
• Manage the full sales case from first contact to contract signature and handover to implementation
• Develop the assigned portfolio of existing customers and find further opportunities
• Collaborate with marketing on campaigns and activities for customer acquisition

Requirements

• 3+ years of experience in B2B sales
• Experience with active acquisition of new customers (hunter, not only farming)
• Specific, measurable sales results
• Ability to run sales discussions and present solutions to customers
• Experience creating offers and negotiating business terms
• Ability to independently manage pipeline, priorities, and multiple deals in parallel
• Persistence and ability to work with a longer sales cycle
• Strong communication and presentation skills
• English at least B2
• Driving license category B and willingness to travel

Benefits

• Sell complex enterprise IT solutions based on OpenText, Microsoft, SAP, and Tungsten Automation (not box products)
• Autonomy in choosing markets, customers, and opportunities to develop
• Support from experienced consultants and technical specialists during solution design
• Marketing support for customer acquisition activities
• Your performance is directly reflected in your financial compensation
• Opportunity to take over larger customers and more complex deals as you succeed