Responsibilities
- Own a specific geographical region or country within the EMEA market which includes target-accounts and an existing book of business that has companies with 3000+ employees
- Primary focus is on hunting new business opportunities, building sales pipeline, and driving growth within the ENT sector
- Upscaling existing account base through expansion and upsell, leveraging our Extended Access Management Identity
- Manage and grow your designated geographical region or country within EMEA, focusing on acquiring new ENT clients and expanding existing accounts
- Build and maintain a healthy sales pipeline through proactive prospecting (cold calling, and networking), supplemented with inbound leads and effective pipeline development inline with our sales methodology
- Key Activities for effective sales strategies to meet and exceed sales targets including: Strategic Territory Segmentation, Contextual Business Understanding & Multithreading, Excellence in Outbound & Pipeline Generation, Tailored Discovery & Scoping, Continuous Improvement via Coaching
- Identify opportunities to expand and cross-sell 1Password’s solutions within existing accounts by building key stakeholder relationships and leveraging your understanding of Extended Access Management
- Attend industry events, trade shows, and conferences to represent 1Password, build brand presence and build relationships with potential customers
- Stay up to date on cybersecurity trends and developments, particularly in Identity and Access Management, to provide valuable insights to clients and position 1Password as an industry leader
- Foster strong partnerships with internal teams such as BDR, Solutions, Channels, Onboarding, and Customer Success to craft tailored solutions that address the complex needs of enterprise clients, ensuring alignment across the customer journey
- Develop and maintain relationships across multiple stakeholders within enterprise client organizations, including C-level, IT, and security teams
- Implement 1Password methodology to ensure our solutions are strategically aligned with client goals and tailored to their specific needs
- Demonstrate a comprehensive understanding of client challenges, and position our offerings as impactful, customized solutions that drive value and outcomes
- Confidently present to executives, articulating the value proposition of our products and services
- Create mutual action plans to align the sales team and prospects on responsibilities, steps and timelines for closing deals
- Utilize effective negotiation skills to drive mutually beneficial outcomes
Requirements
- You can communicate in English and German fluently
- 5+ years of SaaS sales experience, preferably in security with a focus on Enterprise accounts OR top performance in MidMarket/Commercial and ready to step up
- Familiarity with the DACH region
- Demonstrated success in owning and growing a geographical territory or country within the DACH region
- Proven track record of meeting or exceeding sales quotas and KPIs
- Outstanding sales skills in prospecting, pipeline building, strategic account planning, value-based selling, and territory management, with meticulous operating rigor in pipeline management, forecasting, and pacing to target
- Demonstrated success in upselling & cross-selling to both new customers and across a book of business, and in uncovering customer pain points beyond what's initially shared
- Proficient skills in business acumen, negotiation, relationship building, communication & presentation skills to C-Suite
- Demonstrated ability to understand and articulate complex cybersecurity concepts, particularly in Identity and Access Management
- Self-motivated, driven, and able to work independently in a remote setting
Nice to Have
- Preferable proficiency with Salesforce, Slack, Zoom, Linkedin Sales Navigator & Outreach
Additional Information
- Must communicate in English and German fluently
- Remote work within Germany
- Occasional travel required
- In-person onboarding in Toronto for all go-to-market roles
- Background check required
