Enterprise Account Executive - DACH

at  RocketChat

MANDATORY HARD SKILLS

• 7 to 10 years experience of enterprise software sales experience, focusing on strategic account management;
• 3 to 5 years of selling to the Public or Federal Sector;
• Proven experience working in heavily regulated industries in the DACH market;
• Expert knowledge of the B2B business model;
• English and German Fluency;
• Willingness to travel 25% of the time (estimate).

DESIRABLE HARD SKILLS

• Benelux as additional territory;
• Strong relationships with Government Agencies (Federal, State & Local, Defense, First Responders, Utilities);
• Strong relationships with Partners in the DACH region.

SOFT SKILLS ✨

• Dynamic professional with a passion for effective communication and collaboration;
• Key player, engaging in cross-functional collaboration, fostering a positive work environment that values teamwork and innovation;
• A critical thinking and analytical mindset will be instrumental in solving complex challenges and driving strategic initiatives;
• Presentation skills, delivering compelling and impactful messages to diverse audiences;
• Entrepreneurial skills are a must as you contribute to the development of innovative solutions and identify growth opportunities;
• Results-oriented individual, you’ll thrive in a fast-paced environment, consistently delivering on targets combined with your disciplined approach ensuring efficiency and effectiveness in all tasks.
• Passion: Genuine enthusiasm for what you do and how it contributes to our company’s mission;
• Dream: Proactively seek out opportunities and challenges to achieve extraordinary results. If you’re someone who takes initiative and is always striving to improve, you’ll fit right in;
• Own: Take ownership of your work, set high standards for yourself, and be accountable for outcomes demonstrating a strong sense of responsibility and commitment;
• Trust: Recognizing the importance of trust and support and actively working towards a collaborative and inclusive workplace;
• Share: Communicating openly and transparently, ensures clarity and honesty in interactions.

Client Relationship Management and Consultation:

• Nurture client relationships by providing strategic consultation, addressing business issues, and ensuring seamless pre and post-sales support.
• Resolve sales and delivery challenges while fostering collaboration with C-suite executives and internal teams.

Sales Strategy and Execution:

• Drive business growth by prospecting and cultivating new client relationships.
• Adeptly navigating every phase of the sales process, from pipeline generation to successful deal closure.
• Deliver strategic sales presentations, innovate proposals, and conduct impactful meetings.

Strategic Partnerships and Collaboration:

• Collaborate with external partners strategically co-selling with distributors, and OEM/VARs.
• Win business by creating tailored business cases with potential clients and aligning efforts with Marketing and internal teams, for impactful strategies.

Sales Methodology and Process Improvement:

• Utilize SPICED, our daily sales methodology, engaging in consultative selling through attentive customer listening.
• Understanding and utilization of MEDDPICC methodology/framework.
• Develop comprehensive territory plans and contribute insights to root cause analyses for both wins and losses.

Market Analysis and Business Development:

• Deepen industry knowledge and assess the company’s competitive stance.
• Generate qualified leads and cultivate new customers through channel partners.
• Develop customer-centric account plans and provide insightful activity and forecast reports.