Commercial Account Manager - DACH

Description

XM Cyber illuminates all the attack paths allowing our clients to SEE ALL WAYS towards the critical assets. We are a SAAS based pre-ipo cyber security vendor that continuously helps the world’s most secure organisations understand how adversaries can compromise critical business assets by safely simulating all attacks, and then provides the insights to determine the right options to mitigate the risks. This is a disruptive approach for the worlds most secure organisations.

Having recently been acquired by Schwarz Group this is a unique opportunity to be part of a team where Germany is the most strategic market. We are looking for an ambitious and high energy sales executive with a track record of selling enterprise software into the German mid-market where the target end users are 1,000 – 5,000 employees. We are witnessing exponential growth in our business with clients using us to meet needs around hybrid/cloud security, 3rd party risk management, ransomware readiness, OT security, vulnerability prioritisation, executive cyber risk reporting and digital transformation. This is a strategic opportunity to be part of the team that takes the DACH region to the next level of success.

You will evangelise the XM Cyber value proposition at senior levels of potential clients building funnel, progressing qualified sales opportunities, and growing the annual recurring revenue base for the company. The role will involve working closely with our channel partners to generate, progress and close sales opportunities. You will be working together with an experienced team of world class professionals who all believe in the vision and future success of XM Cyber.

You will apply domain knowledge in the enterprise security space, coupled with selling know how to underpin the success and fuel the growth of XM Cyber.

The role will complement the existing sales team in Germany allowing a focus on different parts of the German market.

This role reports to VP EMEA.

This position will require travel throughout Germany.

Responsibilities

• Identify and proactively work with  target clients in the 1,000 - 5,000 employee range within your assigned sales territory to generate funnel and grow annual recurring recurring revenue.
• Support marketing on demand generation campaigns and events to open opportunities within ICP
• Support and work proactively with channel partners to execute focused campaigns into target clients
• Work with XM Cyber partners to win sales opportunities
• Work in partnership with colleagues in Schwarz Digits  on opportunities within the Schwarz Digits  business ecosystem
• Introduce and present XM Cyber to qualified contacts at target clients to create sales opportunities
• Work consultatively with potential clients to understand addressable pain and build impactful business cases for investment into XM Cyber
• Work with sales engineering resources to arrange and execute high-impact demos and value-focused proof of concepts 
• Proactively use your network both direct and indirect to create early-stage sales engagements
• Meet assigned targets for sales activities within your sales region
• Manage CRM (salesforce) in line with XM Cyber funnel and lead management framework so that accurate business reporting and visibility is provided
• Provide quarterly business reviews for senior management giving visibility of short- and long-term sales opportunities

Requirements

• 5+ years’ experience working in the IT industry with at least 2 years in a cyber security sales role desirable
• Exceptional presentation skills (oral and written) for communication of value proposition, business benefits, technology integration, product differentiators, and competitive benefits.
• Previous experience successfully building mid-market (1,000 - 5,000 employees) business within Germany.
• Ability to evangelize new technologies and ideas.
• Previous experience working in a start-up, high-growth environment
• Ideally experience working within a SAAS vendor
• Language Skills: English and German
• Ability to travel regularly within region, as needed
• Knowledge of and formal training on industry accepted sales methodologies e.g. Target Account Selling, Miller Heiman, SPIN.