Senior Sales Director

at  Upstream Security

Upstream is looking for a talented Senior Sales Director to join the Upstream sales team and focus on developing our presence in key accounts throughout Germany including EV ChargePoint Operators, Automotive OEMs, Agri/Industrial OEMs, Connected mobility devices vendors, and Telematics Service Providers.
As a Senior Sales Director, you will be responsible for direct sales activities with prospects and existing customers, as well as liaising with local representatives of partner organizations, including MSSPs and SIs, technology vendors, and other automotive ecosystem players.
This will be a coach/player role as a team leader for the DACH region, but with emphasis on developing the Mobility IOT market for Upstream (Agri/Industrial OEMs, TSPs, EV CPOs).
This role is full-time, and is Munich / Stuttgart based.

Requirements:

• 10+ years of experience in complex enterprise solution selling, within technology/software/data platform companies selling into large enterprises in verticals such as Automotive, Utilities and/or IOT.
• Proven track record of success in B2B sales, with a focus on selling cybersecurity solutions to CISOs and IT/Operations executives.
• Experience in the API security domain is a plus.
• Proven experience in territory sales team leadership or account team management
• Proven track record of over-achievement, new logo accomplishments, and experience in applying channel partnerships to sell more efficiently.
• Driven by high level goals that can translate those into timely actions.
• Strong communication and presentation skills.
• Ability to collaborate with and coordinate a virtual team of technology and domain experts globally.
• Experience with target account selling, solution selling, and/or consultative sales techniques. Knowledge of MEDDPICC or similar qualification methodologies is a plus.

• Experience working in high-growth agile startup/scaleup organizations.Fluent communication skills in both English and German.

• Upstream is an equal opportunity employer. All candidates for employment will be considered without regard to race, color, religion, sex, national origin, physical or mental disability, veteran status, or any other basis protected by applicable federal, state or local law.

Responsibilities:

• Be an advocate and ambassador of Upstream in key EV Charge Point Operators owned by Energy utility companies, Automotive OEMs and independently owned ones, Charge Point manufacturers and other potential future prospects.
• Initiate and execute lead generation and sales activities following a structured solution enterprise selling approach aimed to maximize value for both customers and Upstream.
• Maintain active relationships with existing customer executives, remaining aware of satisfaction levels, facilitate agreement renewals, and expansions.
• Lead the DACH team by example and by sharing experience and advice related to complex solution selling.
• As a quota carrier, devise and deploy a business plan to meet and potentially overachieve targets. Where gaps are identified, you will be responsible to proactively communicate the need for additional resources and dependencies to achieve goals.
• Collaborate with internal colleagues within various teams at Upstream and guide their efforts based on understanding Upstream’s strengths and customers’ priorities.

• Be an advocate and ambassador of Upstream in key EV Charge Point Operators owned by Energy utility companies, Automotive OEMs and independently owned ones, Charge Point manufacturers and other potential future prospects.
• Initiate and execute lead generation and sales activities following a structured solution enterprise selling approach aimed to maximize value for both customers and Upstream.
• Maintain active relationships with existing customer executives, remaining aware of satisfaction levels, facilitate agreement renewals, and expansions.
• Lead the DACH team by example and by sharing experience and advice related to complex solution selling.
• As a quota carrier, devise and deploy a business plan to meet and potentially overachieve targets. Where gaps are identified, you will be responsible to proactively communicate the need for additional resources and dependencies to achieve goals.
• Collaborate with internal colleagues within various teams at Upstream and guide their efforts based on understanding Upstream’s strengths and customers’ priorities