Syncsort Incorporated

  • Senior Account Executive - Central Eastern Europe

    Job Locations DE-Remote Germany
    Job ID
    2018-1065
    Category
    Sales
    Type
    Regular Full-Time
  • Overview

    Syncsort is look for a Senior Account Executive who will achieve maximum sales profitability, market penetration, and growth for Syncsort’s IBM Security, High Availability, and Data Integration and Data Quality solutions in Central Eastern Europe (Poland, Czech, Hungary and Slovakia in certain circumstances Autria also). This will be done by effectively developing the existing partners and direct customers, growing the channel business by adding new Partners to meet Syncsort’s rapid growth plans and developing attractive propositions that grows direct business in large enterprise target customers. 

    Responsibilities

    • Learn and understand Syncsort products and services
    • Follow Syncsort’s approved sales methodology
    • Support the VP of Sales, Regional Director of Sales, and fellow Account Executives in accordance with the region’s strategy and plans
    • Meet or exceed revenue quota targets in Central Eastern Europe
    • Develop and execute actions and business plans to generate revenue for new business within assigned territory
    • Work closely with Value Added Distributors, account managers and channel partners, or directly with customers to close large enterprise deals
    • Work closely with Syncsort’s Pre-sales and Professional Services teams to create compelling business propositions based on Syncsort solutions
    • Manage territory including expenses within established plan to maintain financial integrity
    • Effectively administer Syncsort’s partner company agreements and policies.  This position does not possess signature authority to obligate the Company in agreements with any third party
    • Document sales steps utilizing Syncsort’s Dynamics CRM tool
    • Train and enable channel partners (VARs , distributors and Systems Integrators) with a focus on the large deals
    • Optimize and expand channel/territory by recruiting, training, servicing and supporting partners within assigned territory

    Qualifications

    • Bachelor's degree in ICT, Business or related field, or equivalent experience desired
    • Significant experience in a software sales environment with a partner sales, channel sales and/or direct sales role 
    • Ability to build relationships at all levels within prospects, customers, partners, and within Syncsort
    • Excellent selling skills and the ability to close business
    • Excellent verbal and written communication, and presentation skills
    • Strong business, operations and technical acumen
    • Strong analytical, problem solving, and time management skills  
    • Good business maturity, negotiating, and decision-making skills   
    • Technical understanding of IBMs Power servers, security and high availability technologies
    • Good understanding of Data Integration, Enterprise IT architecture, Hadoop, and Cloud  

    Specialized Knowledge and Skills Required:

    • Track-record of Sales accomplishments in the IBM enterprise, client-server and managed services market
    • Track-record of sales of security products
    • Track-record of sales of Data Integration products
    • Good network to partners and larger customers who interested in Data Integration between different platforms or application and have the challenge to improve their Data Quality
    • Strong Network into IBM I/AS400 market, IBM´s server group, Global Services and/or Business Partner organizations and good personal relations with IBMs key Power selling partners
    • Ability to evangelize Syncsort’s IBM Power based solutions, e.g. doing Partner Sales Trainings onsite or via phone/webex.
    • First languages English, German
    • Knowledge of Polish or Czech language would be a plus
    • Track record of selling SW solutions in the CEE markets

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