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Senior Account Executive

Job id:  15545
Job location: 

Frankfurt, Germany

Colt provides network, voice and data centre services to thousands of businesses around the world, allowing them to focus on delivering their business goals instead of the underlying infrastructure. 

Key accountabilities:

  • Keep & enhance customers portfolios by detecting up- and cross-selling opportunities – specific focus on the automotive industry
  • Turn prospects with European & Asian & US footprint into customers and upsell.
  • Develop and execute plan to reduce churn on existing revenues and to renew existing contracts at minimal price reduction
  • Define a compelling win-strategy for each opportunity
  • Ensure win-strategy is executed at highest level of professionalism
  • Deliver and present industry leading proposals to IT Management and General Management of the customers
  • Develop access and build relationship at C-Level within each existing account and within new prospects
  • Ensure meaningful Account Development Plan is in place and updated on a monthly base
  • Achieve/overachieve personal booking and revenue targets to minimize churn
  • Deliver proper reporting (pipeline, forecast, win-loss ratio) in order to manage achievement of booking and revenue targets
  • Penetrates the client organisation across all business divisions to create demand for Colt Services propositions

 

Key performance indicators (financial and non-financial):

  • Qualified pipeline to cover 12 – 18 months rolling period
  • Achieve a WIN/closing ratio > 35%
  • Meet customer satisfaction for the Sales category
  • Meet all ACV and revenue growth targets
  • Accurate business forecast on a monthly/weekly basis
  • Execute sales plan according to monthly milestones

 

Relationships and key contacts:

  • Leads process in deal qualification, proposal, negotiation, closure and resourcing
  • Provides high level feedback to Sales Directors and partners on product & services development necessary to secure high value business development

 

Role requirements

Skills & Experience:

  • Excellent sales skills developed through at least ten years' sales experience in an international service business
  • Proven sales records in the automotive industry
    • Professional Pipeline and Forecast-management
    • Strong Qualification skills
  • Ability to communicate, present and influence at Director level in a multicultural and multinational environment
  • At least ten years' experience of the TK/IT market with an affinity to TK/IT technology 

 

Person specification:

  • Networker with focus on long-term relationships
  • Trusted advisor
  • Lateral thinker
  • Result oriented with high commitment, resilience and a positive attitude.
  • Demonstrating perseverance
  • Competitive drive
  • passionate, persuasive and inspiring
  • Team player with a „hands on- mentality“

 

Qualifications:

  • Bachelor's Degree / MBA in business / technology preferred or an equivalent long term sales career with industry vertical focus
  • English language skills at professional level and fluent German
  • Knowledge of and ability to use CRM tools

What we offer:

Colt is a growing business that is investing in its people. We offer skill development, learning pathways and accreditation to help our people perform at their best, regardless of role and location. 

In addition to offering competitive salaries and incentive plans, a range of benefits and local rewards packages are offered to staff. Colt recognises the importance of a work life balance.

Some benefit examples are:

  • Flexible working and relaxed dress code
  • Two days annually to spend on volunteering opportunities
  • Pension and insurance options
  • Access to a virtual business school for on-going learning
  • Business mentoring
  • Employee recognition schemes/awards
  • Public transport allowance/parking lots
  • Office sites close to the city centre
  • Discounts with local gyms


Job Segment: Data Center, CRM, MBA, Technology, Management

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