Neuenhagen, Brandenburg, Germany
Changed focus -> - Customer Success Manager/ CSM - the many years of experience in customer relationship management, customer retention, account management and regarding up- and cross selling are a profitable combination & basis - a sustainable customer loyalty & their happiness is my strong motivation & drive - a strong customer base & a low churn rate is a great potential for companies & needed for sustainable growth My offering -> - many years of multifaceted expertise in customer relationship management + customer retention + account management + IT security solution sales - a combined knowledge & view out of former Farming + Hunting positions (complete customer life cycle from the winning until the Renewal & above) - strong communication skills, sociability, reliability, willingness to perform and a high level of comprehension - clear focus on collaboration with IT partners
- Supporting regional customers in all commercial matters - presenting new products and the roadmap in quarterly meetings - expanding customer portfolios through up- and cross-sells - processing license renewals - organizing demos and proofs of concept - managing the warranty program - acquiring reference customers - coordinating escalations - liaising with the concierge team - collaborating with channel partners (IT system houses) - Product categories: MDR + Vulnerability Scanner + MSA + EDR + Incident Response - Regional support: DACH + Benelux - Amount of customers: <90 Kunden
- Support of regional customers - implementation of license extensions (renewals) - expansion of customer portfolios through up- and cross-sells - internal coordination of onboardings/integrations/escalations - acquisition of new customers from companies with up to 5,000 employees - collaboration with distributors and channel partners (IT system houses) - Long-term project management and control over the entire sales cycle (6-18 months/project) - Presentation of the product portfolio and organization and support of, among other things, test runs & technical demos & workshops - Product categories: NDR/ CDR/ IDR + MDR service - Regional support: Focus on postal codes 0-3, temporarily SMB across Germany - Revenue Accountability (NACV): USD 750k/ year
- Support of all license renewals (renewals) in DACH - expansion of customers through up-sells and cross-sells, acquisition of new customers - Support of the distributor and channel partners (IT system houses) as well as acquisition of new resellers (DACH) - Organization and support of test runs and technical demos - Temporary technical team responsibility (≤ 2 employees on site) - Product categories: Email and web security (based on cloud and on-premise solutions, sometimes also SDKs) - Regional support: DACH market, focus on Germany, rest of EMEA partly - Sales responsibility (AACV): -- USD ≤ 9.7 million/year (OEM + SaaS Renewals) -- USD ≤ 430 thousand/year (New Business + Upsells + Cross-Sells)
- Enterprise Renewals (DACH customer / up to ca. 7.000 user) - Cross & Upsells (DACH customer / up to ca. 7.000 user) - New Business (DACH region / up to ca. 1.500 user) - RFPs - responsible for SaaS + On-Premise solutions (Email + Web) - Customer Care of Channel (Reseller + Partner + Distribution) - participation in fairs + events - Business Development - on boarding (new Sales colleagues)
- responsibility for up to 2 employees (DACH Sales) - besides the main work (Renewals, Upsells, New Business, Partner)
- Support of existing customers (65 companies) - Territory development through new customers and closing product gaps - Product categories: mobile communications, landline and data connections as well as ICT topics
- Negotiatons with existing and new clients/companies - Conducting qualitative interviews (sales & marketing area) - Filling permanent vacancies in the capital goods sector (especially electrical engineering, mechanical and plant engineering)