Sales Manager - Germany, Austria, Switzerland (based in Germany)

Position Summary

KXEN has transformed the world of predictive analytics, particularly in managing the customer lifecycle, from acquisition through cross-sell, up-sell, retention and next best activity.  KXEN is the market leader, with double-digit revenue growth, over 400 of the largest brands worldwide as customers and established leadership with industry analysts.

Based in Munich or Frankfurt and reporting to the SVP Field Operations EMEA, KXEN is looking to appoint a high-caliber Sales Manager. The successful candidate will drive revenues both directly and through the management of partners and he/she will also be wholly responsible for the revenue numbers within the Germany, Austria and Switzerland region.

We are looking for individuals who possess a credible background with strong experience of creating, developing and growing sales with high profile customers. They will be business drivers, totally self-motivated with an entrepreneurial flair and the following key competencies:

• Proven ability to build from scratch sales operations for the region
• Proven sales track with the ability to build successful customer relationships
• First class sales planning and forecasting skills, fully understanding the need to keep management fully up to speed with activities and challenges
• Ability to quickly grasp the principal business motivators within the business analytics arena
• Team coaching and mentoring skills.
• Ability to work successfully within a matrix 

Key Responsibilities

The position, which is focused on direct sales and leveraging strategic partner relationships, requires the successful candidate to work effectively with internal and external resources to:

• Lead and drive the development, follow-up and closing of major deals through new business development
• Put forward a comprehensive sales and business strategy based on experience, evaluation of the market and identification of opportunities thus to show actions and plans required to achieve target
• Work to identify the key areas of influence within targeted accounts, identify the decision makers, and ensure they are aware of the benefits and business advantages presented by KXEN
• Will be commercially and contractually minded and must possess an understanding of business finance
• Will possess a sound and demonstrable judgment: what is good business for KXEN?
• Increase potential for success, keep abreast of competition, industry trends and political and economical state of the market in securing all revenue opportunities. 

Background and Experience

The Sales Manager appointed to this position will be exceptional in both experience and ability. The candidates for the position would have the majority of the following skills:

• Selling Skills – enterprise sales ability, solutions oriented, ability to prospect, qualify, manage and close large complex deals with tier one accounts. High level of capability in resourcing successful teams. Demonstrable track record in key reference accounts and excellent new business track record. Minimum of 5 years software sales with experience in closing enterprise deals – consistently personally closed sizeable deals and consistently overachieved against targets
• Knowledge – technical skills, competitive, general industry and in-depth vertical market and partner knowledge plus evidence of capacity to keep abreast of industry trends
• Communication – listening and influencing skills with the ability to interact with CEOs / Directors / Partners within major businesses. Able to present credibly at board level and develop strong relationships with key influencers and decision makers, both technical and commercial, in an account. Consultative approach. Excellent negotiation skills
• Business Acumen – broad in Telco, Financials and/or Retail verticals with a strong understanding of key business drivers affecting these sectors. Ability to convert this knowledge to influence the customer and address business issues they are facing
• Judgment and Decision Making – solid capability
• Planning and Forecasting – process driven, focused, strong ability to execute a sales process utilizing the full resources of KXEN / Partners. Meticulous planner
• Analytical Skills – strong attention to detail
• Creativity – ability to develop and deliver innovative business solutions to the customer
• Adaptability – in approach to winning long term business opportunities
• Teamwork – ability to motivate the direct and indirect teams and maximize business opportunities.
• Customer Dedication – commitment to customer success, reference ability of accounts. Anticipates customers’ needs
• Commitment – win / win attitude and high energy levels, tenacious, determined and demonstrates hunger
• Integrity and Trust – in all business dealings
• Passion – displays personal ownership and commitment to the success of the business
• Personal Skills – able to work autonomously, proven influencer and negotiator, customer-driven, tenacious, self-starter, ability to multi-task, commitment, creative and good problem solver

For immediate consideration, please forward your resume to jobs@kxen.com.