Sales Director - DACH

Avantra; Greater London; Remote; EUR 60,000 - 100,000

Job description

Avantra is looking for a dynamic Sales Director to drive net new business across the DACH region with a focus on South / East Germany and Austria.

We need an entrepreneurial self-starter, who possesses strong communication skills alongside a can-do attitude. We’re not looking for someone to simply “fit in” - we want someone who will bring something to the table and add to our great culture!

The right individual will be an energetic team player and excited to make a difference to a business that is growing rapidly.

Key Responsibilities

Business Development

• Drive revenue by meeting and/or exceeding sales targets on a monthly and quarterly basis

• Develop and execute a sales strategy, emphasis on net-new Enterprise and MSP accounts for Avantra in the DACH region

• Work collaboratively with business development teammates, solution engineers, and senior management to maximise the conversion rate on prospect opportunities to wins!

• Identify Enterprise and MSP targets operating in the DACH region that would purchase Avantra software to support their SAP operational needs

• Identify sales opportunities through direct prospecting, lead follow up, networking and partner relationships

• Manage the sales process through qualification, needs analysis, product demonstration, negotiation and close while collaborating with your extended team

• Develop and maintain a high-level knowledge and understanding of Avantra’s products

• Maintain a solid knowledge of marketplace, competitive offerings and other business issues relevant to the position

• Foster relationships with Avantra partners and other third parties to increase opportunities such as Red Hat Ansible, Google GCP, AWS, Microsoft Azure, and ServiceNow

• Use strong business acumen to effectively communicate the value and ROI of the Avantra solutions to both ‘C-level’ business leaders and ‘technical’ staff

• Manage a rolling pipeline with accuracy in forecasting to Senior Management as required (i.e. – monthly, quarterly, annually)

Market Alignment

• Maintain a close relationship with key Avantra influencers and reference customers to assist in the closing of new business and for key marketing events in the DACH region

• Work with marketing to identify appropriate marketing events and sponsorship opportunities e.g. SAP conferences, user groups, conference speaking opportunities, etc.

• Develop and refine sales proposal materials and presentations

• Identify opportunities for, and support strategic discussions on: product pricing, product development and new service offerings to enable Avantra to increase revenue and market share

Operational Improvements

• Provide support to the broader Avantra management team to ensure the order to cash process is effective and aligned to the billing processes within the target client base.

• Provide feedback and expert insight to internal cross-functional teams with regard to product, selling, competition, etc.

• Be an active team player both on the sales team and throughout Avantra to help achieve wider company objectives

Performance Metrics

• Achievement against assigned goals/quota

• Number of customers adopting Avantra as a SAP management and monitoring platform solution

• Number of referenceable new customers

• Accuracy of sales forecasting on a monthly, quarterly, and annual basis

Required Skills / Experience / Traits

• Significant experience of systems software sales experience

• Native/C2 German communication skills

• Business English/C1 communication skills

• Understanding of the SAP environment is preferred, but not necessary.

• Developed deep customer relationships, multiple levels within a large enterprises

• Great communication skills, collaboration, and ability to navigate a matrixed organisation

• Proven track record of achieving or exceeding annual quotas in excess of €1M

• Experience selling systems software to the Automotive, Retail and Manufacturing Industries a plus

About Avantra

Avantra is a software company transforming SAP operations using intelligent automation. Specializing in helping customers move from reactive to proactive operations, Avantra empowers businesses to focus on digital transformation by reducing manual operations and the cost to serve.

Avantra’s goal is to completely eliminate the need for repetitive SAP operations and deliver the self-healing enterprise through actionable insights, operational transparency, and full-stack automation.

Founded in Switzerland 25 years ago, Avantra’s global team of SAP professionals spans engineering, development, and support experts. With customer focus at the core of everything we do, this diverse team continues to optimize and enrich our platform - cementing our position as industry leader in AIOps for SAP.

Benefits

This exciting role offers the opportunity to be involved in a high growth software company and will present significant opportunities for personal growth.

• Competitive Salary

• Performance related commission plan

• 30 days holiday

• Car allowance

Location

This role is a remote position. Regular travel required for customer meetings and company / team get-togethers.