ATEMPO, the European Software Leader in Data Management and Data Orchestration, wishes to significantly strengthen its market share in Germany. We are looking for a Territory Account Manager H/F

Missions 

Attached to the Sales Department, you propose and execute the sales strategy for the entrusted territory and target markets in order to increase Sales in accordance with the agreed objectives. You will be assisted by a Regional Pre-Sales Engineer available to secure your projects.

To achieve this, here are your main responsibilities :

1) Management and development of the customer portfolio

• Constantly prospecting the territory in order to identify projects, qualify and win new customers
• Ensure the renewal of current contracts and identify opportunities to increase the volume of business with existing customers
• Develop commercial proposals, or respond to calls for tenders with the help of a pre-sales engineer
• Manage regional events (Trade fairs, conventions, webinars, campaigns, events, etc.) dedicated to partners and end customers

2) Revitalization of the existing partner ecosystem

• Develop a planning process with regional partners to ensure the achievement of objectives within the agreed timeframe (Formalization of ambition, objectives, action plan and timeframe and milestones ...)
• Onboard new Business Partners in the region to ensure a better geographical coverage

3) Ecosystem development

• Identify, for each solution in the portfolio, potential influencers
• Prospect and negotiate contracts with regional partners and alliances

4) Animation

• Develop team spirit and the culture of results within the regional team and encourage collaboration between regions (Sharing of good practices, successes, failures, areas for improvement ...)
• Control the involvement of your team in marketing and project detection actions
• Facilitate regular meetings of the regional team to promote information sharing, project status, intermediate budget achievements

5) Monitoring and analysis

• Establish reliable monthly and quarterly sales forecasts
• Maintain current business opportunities and customer files in accordance with the rules in force at Atempo (use of a CRM SFDC)
• Control the results and the achievement of the budget and communicate monthly detailed activity reports
• Set up action plans and corrective measures with partners in possible underperformance

Profil

We are looking for a person with :

• Several years of experience in a similar position
• General knowledge of the IT industry and ideally: network infrastructure, storage or data-consuming business application world
• Good knowledge of prescribers, users and decision-makers as well as regional opinion leaders
• Good knowledge of Office and collaborative tools and CRM and PRM applications

Soft skills

• You are an energetic, pugnacious and enthusiastic leader
• You will generate sustained and motivating commercial activity for your employees as well as for our partners
• You generate support both internally (regional team, sales team and other company departments), as well as externally (customers, influencers, media, etc.)
• You are a great communicator thanks to fine speech and excellent listening skills