We are strengthening our Sales Organization in Germany with a clear focus on growth. Winning new customers and expanding our footprint within existing customers – mainly together with our channel partners and in close collaboration with our Customer Success Team.
Our four main objectives in Sales are:
- Build, execute and maintain a Businessplan together with your Manager to create a basline what and how to achieve growth in your territory
- New customer acquisition: Identify, qualify and win new logos within our ideal customer profile through active prospecting and reference selling, driven by joint activities with our partners and own engagement
- Growth in our customer base: Turn customer value into new annual contract value (ACV) through upsell, cross-sell and uplift
- Partner-first execution: Sell with and through our certified channel partners to scale our reach and impact
As an (Junior/Senior) Account Executive, you will own new and existing business growth (ACV) in a defined territory, with focus on prospects and accounts within our ideal customer profile. You will turn the potential we provide by our Matrix42 Products and -Solutions, Marketing activities, Partner activities, target accounts, existing customer activities (supported or driven by Customer Success), partner generated opportunities and own sales activities – into new annual contract value (ACV) by winning new customers and driving upsell, cross-sell, and uplift.
You lead complex, multi-stakeholder deals together with our channel partners or directly and you are the visible selling face of Matrix42 to overall buying Center of Prospects and existing Customers in a new ACV Deal.
After the won of a new Prospect you are responsible to takeover the new Customer to our Customer Success Organisation, to drive the ownership of adoption and ongoing renewals for your customers. You own the initial deal and as well Up-/Cross-Sell Opportunities. Of course, you’ll support Customer Success with strategic customers as needed during the regular JourFixes to ensure the continued success of the entire Matrix42 family, including future growth for our strategic clients.
What you will do:
Win new customers in your territory
- Develop and execute a territory and account plan for the potential assigned to you. Prioritize target accounts by ICP fit, focus industries and buying signals
- Lead structured acquisition campaigns for named target prospects: executive outreach, reference-based selling, industry events, and joint activities with partners.
- Build multi-threaded relationships with CIOs, CISOs, IT leadership, procurement, and business stakeholders within your assigned potential
- Work with SDR/BDR, Marketing, and Partners to turn qualified leads and appointments into pipeline and new ACV
- Own strategic upsell, cross-sell, and uplift opportunities in your territory – from qualification through to signature
- Take over business cases and expansion signals from Customer Success and turn them into qualified opportunities and closed deals
- Run whitespace analyses across the Matrix42 portfolio and position the full platform: service management, endpoint management, asset management, identity, and security
- Support Customer Success to develop satisfied customers into active references and use them systematically to win new logos
- Build, orchestrate and manage the deal team (Winning Team approach) – Presales, Partners, Legal, Product and executive sponsors.
- Lead commercial negotiations and bring legal and product decissions together to a winning package
- Engage channel partners where they add value to deals, while keeping aclear and defined deal and relationship responsibility at Matrix42 as well
- Manage deal registration and co-selling in line with our channel rules of engagement and Channel programm
- Qualify opportunities with MEDDPICC or a comparable methodology, maintain strong pipeline coverage, and forecast accuracy
- Keep account plans, pipeline and next steps current in our CRM (HubSpot) and use Matrix42 provided AI-enabled tools to work more productively
- Represent Matrix42 at trade shows and events
- Share customer, market and competitive insights with PreSales, Product, Marketing, and Sales Leadership
New ACV against target (new logos, upsell, cross-sell, and uplift). New logos won from target accounts. Pipeline coverage, ongoing CRM documentation and forecast accuracy. Average Deal size and partner co-sell contribution. Win-Loss ratio.