Commercial Account Manager, Open Source Software Sales, DACH region

At the heart of our organisation’s growth strategy is the role of the Commercial Account Manager. This pivotal position is integral to our mission, focusing on not only nurturing existing relationships but also actively identifying and pursuing new opportunities within our customer base. For this role, candidates must be based in either Germany, Belgium or the United Kingdom.
As a Commercial Account Manager, you will play a key role in driving business growth by expanding existing relationships and uncovering new areas for collaboration within current customer accounts located in the DACH region.
In this role, you will lead our business development efforts within a critical portfolio of commercial accounts, with a strong focus on discovering untapped opportunities and generating business. You will work closely with cross-functional teams to identify growth areas, and maximize account value, all while strengthening our position as a leader in the industry.

Responsibilities:
• Lead and Influence: Take charge of managing and closing a pipeline of high-value software license opportunities, leveraging your expertise to drive growth and strengthen relationships with strategic clients. The focus will be to grow current software products licensed along with cross selling more products.
• Strategic Engagement: Conduct roadmap discussions and account reviews with key stakeholders, ensuring our solutions align with their long-term objectives.
• Collaborative Solutioning: Partner with Solution Engineers to gather requirements and craft high-impact solutions tailored to meet the unique needs of Fortune 500 and Enterprise clients.
• Market Insight: Gain and apply in-depth knowledge of market trends, competitor landscapes, and client needs to position our solutions as the optimal choice.
• Opportunity Identification: Recognize and capitalize on high-value sales opportunities, developing go-to-market strategies that foster mutually beneficial partnerships.
• Intelligence Gathering: Utilize various resources to collect and analyse market, prospect, and competitive intelligence to inform your approach and strategy.
• Quota Achievement: Meet or exceed sales quotas through strategic planning, relationship management, and effective sales execution.

Requirements:
• Experience: 3+ years of proven success in account management; selling complex B2B software solutions, consistently exceeding multi-year quotas.
• Skills: Demonstrated expertise in negotiation, communication, and presentation, particularly through digital channels.
• Language: Professional working fluency, both verbal and written, in German and English.
• Location: Candidates must be based in either Germany, Belgium or the United Kingdom.
• Tools Proficiency: Skilled in prospecting and utilizing sales tools such as Outreach, Dooly, Sales Navigator, and ZoomInfo.
• Travel: Light travel to industry events and key client meetings as needed.
• Approach: A consultative sales approach with a strong ability to engage with technical CXOs and senior executives.
• Team Player: A driven, accountable individual with a collaborative mindset and a relentless pursuit of success.
• Education: A degree from a college or university, preferably in a technical discipline.
• CRM Experience: Proficient in using Salesforce CRM to manage the sales cycle effectively.

Benefits:
• Competitive salary commensurate with experience & qualifications.
• A comprehensive extended benefits package including health, dental and vision for you and your family that starts from day one.
• A great team environment and resources, supporting you to do the best work of your life and providing unlimited career growth potential.
• Highly autonomous and entrepreneurial environment.
• Annual recurring WFH allowance for you to purchase items you need for your home office.
• Ongoing support for learning development so you can master your craft.
• Work with the hardware you're most comfortable with (Windows or Mac)
• Diverse and inclusive workplace where we all learn from each other.

Company Description:
As the industry-leading provider of document software development technology powering everything from traditional desktop software to innovative web and mobile applications, we are committed to delivering cutting-edge technology solutions that empower our clients to achieve their goals. With a broad international portfolio of combined companies, products, and leading technologies, we are actively changing the way the world works with documents to make work better and life simpler.

Customers like IBM, Autodesk, DocuSign, Boeing, Microsoft (and many more!) come to us to realise their web and mobile strategies as the company of choice for companies worldwide.

Remuneration: On Target Earnings: 140k-180k Euros + company benefits