Utimaco Trust as a Service - Sales Executive

Your tasks

• Pro-actively develop and implement Utimaco TaaS sales strategy, to generate sustainable and profitable growth for the company;
• Pro-actively develop knowledge of TaaS Services (service value propositions, best suited services, GoToMarket for individual services as well as for TaaS overall) to become a TaaS Sales Specialist
• Actively support Utimaco Sales Managers through all stages of the sales cycle, often taking the lead role in closing the opportunities, get clear understanding of the customer’s org chart and decision making process;
• Make profitable business with new customers, as well as maintain and expand the reach within existing ones;
• You are meant to make respectful and ethical business with them;
• Exceed your individual quantitative and qualitative objectives, as well as prepare for the future, according to Utimaco strategy;
• Drive C-level and field relationships, as to become a Trusted Advisor;
• Conduct actions to ensure and improve customer satisfaction.
• Acquire new enterprise businesses either directly or preferably through well selected and motivated partners;
• Listen and qualify customers and partners’ functional and technical requirements;
• Promote awareness and stimulate demand for Utimaco services to grow revenue levels;
• Build and maintain decision-maker level relationships to gain an understanding of key priorities and specific use cases; identify sales opportunities and tactics for exceeding sales quotas;
• Collaborate closely with Utimaco internal resources, partners and resellers, and follow up joint pipeline and new business;
• Provide accurate and timely forecasting;
• Negotiate best terms and conditions in a respectful and ethical manner.

Your profile

General knowledge and skills

• High degree of business acumen in regard to sales skills, pricing strategies and financial management
• Excellent knowledge of solution portfolio value proposition
• Service and solution sales knowledge
  • Service specific knowledge (e.g. Payment HSMs, General Purpose HSMs)
  • Service Lifecycle Management, SLAs, deployment scenarios
  • Market trends (e.g. XaaS, Cloud, Virtualisation, Digitalisation)
• Keeping up to date with market development, competition, trends
• Value Based Selling methodology
• Highly skilled in business case development
• Strong customer and service orientation
• Ability to effectively manage time to drive immediate revenue opportunities while building long-term value
• Strong ability to develop senior level relationships with key players within our sales organization and with our customers
• Patience and maturity to take advantage of the resources of a global information leader, as well as the passion and drive of an early-stage startup
• Skilled in identifying and solving problems
• Out of the box thinker
• Consultative approach with the ability identification of needs and problems
• Accustomed to work with short deadlines in customer engagements
• Entrepreneurial spirit and drive
• Strong interpersonal skills and a likable personality
• Strong verbal and written communications skills, listening and teamwork skills, and effective presentation skills
• Fluent written and spoken English

We offer

• An open and friendly corporate culture characterized by constructive and collaborative interaction
• We provide you with support for your future plans with a company pension scheme (depending on country-specific circumstances)
• Early risers and night owls - thanks to a flexible working model you can organise your working day yourself
• We also support you privately – benefit from special payments or additional vacation days on anniversaries or other special occasions
• We provide all employees with health insurance for overseas travel and private accident insurance
• Utimaco is growing and living diversity! Our global team includes colleagues from 42 nationalities and 45 different languages spoken