Enterprise Sales Director

Enterprise Sales Director D-A-CH

We are looking for someone who wants to work with dedicated people, a modern product and with customers all over the world.

As one of the world’s leading companies for Public Key Infrastructure (PKI) Solutions, we’re expanding rapidly and growing in terms of both revenue, number of customers and personnel.

With expansion comes opportunity – are you up for the challenge?

THE ROLE

We are looking for an Enterprise Sales Director to help us expand our business in the D-A-CH area.

Working as an Enterprise Sales Director at PrimeKey means that you will be responsible for creating and implementing the strategy to develop the sales in your territory.

The D-A-CH region is well established, and one of our most strategical regions with a well-maintained partner network and many direct customers.

You will be working both with partners and direct clients and you will be instrumental in developing each opportunity from lead to purchase.

We see a fantastic growth potential in this area and over time we are looking at establishing a sales team around the successful candidate, why we will put emphasis also on your management skills.

You will be selling a technically complex product and your interest and ambition to become the subject matter experts on our products and their usage will be what drives your sales.

You have a technical profile but really enjoy doing business and closing deals.

Strategic business development is a natural part of this role, and you know what it takes to drive sales through long sales cycles.

You also understand what social selling, networking and indirect sales means in practice.

Sales and light product training of customers and partners will be part of this role, and also the occasional speaking slots at events, summits and tradeshows.

You will be working closely with several internal stakeholders, including inside sales, professional services, tech sales, marketing, finance, and management, and the ability to create good personal relationships within the company will be essential to your success.

We are a growing company that values and relies on the entrepreneurship and the initiative power of our employees, as a Sales Manager at PrimeKey we believe that these skills are inherit to who you are.

You will be reporting directly to the AVP, EMEA.

Our local German office is located in Aachen, but we could imagine placement anywhere within the D-A-CH area.

Travel up to 50% will be a natural part of this position.

Excellent command of both German and English will be required.

RESPONSIBILITIES

· Develop and execute the strategic direction for your region aligned with PrimeKey’s overall goals and ambitions for continuous growth.

Including possible recruitments.

· Managing and expanding our re-seller partner network in your region.

· Obtaining a good understanding of the IT Security industry in general and our market in particular.

· Budgetary responsibility.

· Responsible for delivering a reliable forecast and clear and accurate reporting for the region.

· Manage the sales activities to meet agreed targets, including prospecting and greenfield sales.

· Identify and develop possibilities for future business growth, including strategically important partnerships and key customers and sponsors.

· Maintain a commitment to the company’s sales processes, values and target visions.

· Financial and relational pipeline management over long sales cycles.

· To act as an ambassador for PrimeKey externally, and as a role model demonstrating a behavior consistent with our values; Trust, Openness and Excellence.

· Responsibility for writing and negotiating quotes, contracts and partner contracts.

· Answering both public and private tenders.

· Sales and product trainings for customers and partners.

· Give input to marketing on what tradeshows that are relevant in the region and participate in said events.

· Be the subject matter expert.

· Making sure the all sales cycles and opportunities are accurately represented in Salesforce.

BACKGROUND AND PERSONAL QUALITIES

· University degree in Business or Technology

· 10+ years’ experience in technical sales and business development.

· Minimum of 3 years international sales experience.

· Experience in budling up and leading a team.

· Experience working with both partners and direct sales.

· Strong customer orientation with the ability to develop, articulate and execute compelling value propositions.

· Strong networking skills.

· Good understanding of the IT industry.

· Excellent, clear and transparent communication skills and the ability to communicate across different cultures / geographic regions.

· Advanced written and verbal communication skills including ability to make professional presentations in from of small and larger audiences.

· Ability to write and execute strategic sales plans and effective sales proposals.

· Ability to utilize both analytical and creative skills effectively.

· Experience in a rapid-growth company or business unit is preferred.

· A thorough understanding of how sales and prospecting in today’s IT industry works.

· A technical interest and ability to learn advanced technical concepts on an at least inch-deep level.

· Experienced in contract negotiations.

· Highly self-motivated and directed: able to work under pressure and to deadlines.

· Highly flexible and adaptable in regard to learning and understanding new technologies and concepts.

· Proven experience of working on multiple tasks or projects at any one time.

· Experience in working to targets and motivating individuals to achieve them.

It will also be advantageous if you have a general understanding of IT-security, PKI, and open source software.

OUR OFFER

For the right candidate we can offer you a spot in a highly experienced team at modern and fast-growing IT security company.

PrimeKey is an industry leader in our field and working with us will provide you with a truly international environment, and the opportunity to work with some of the largest and most well renounced companies in the world.

 

We are a vibrant company with a vast collective experience representing more than 15 different nationalities between us all.

Technology and expertise are at the core of who we are, what we do, and what we deliver.

We set high goals for ourselves and we strive to excel.

We also believe that our achievements are always a team effort.

If you want to become a part of our winning team and the global IT security industry you’ve come to the right place.

With us you will be given the opportunity to work in an open business climate with a lot of freedom to create your own success.

 

Working for PrimeKey means excellent development opportunities, in an environment where a good life work balance is encouraged.

 

A valid working permit for the hiring location, and the ability to travel freely is a requirement for this position.

Since we are active in the IT security industry and many of our clients requires the outermost discretion, we apply thorough background checks to all our hires.

 

ABOUT PRIMEKEY

PrimeKey is one of the world’s leading companies for Public Key Infrastructure (PKI) and digital signing solutions.

With our products EJBCA Enterprise, SignServer Enterprise, PrimeKey SEE, and PrimeKey IdAM we enable the creation and the use of digital certificates, which is a key element for digital identities, encryption of data, and data traffic.

We deliver the capability to implement enterprise grade PKI system ready to support solutions such as IoT, e-ID, e-Passports, authentication, digital signatures, code signing, and validation; all solutions where digital certificates would be a main enabler.

Our core values are Excellence, Trust, and Openness, and we are aiming at always delivering high quality solutions to make the world of IT a secure place for sensitive information and communication.

PrimeKey has offices in Stockholm, Aachen, and San Francisco, and partners in Europe, Asia, South America, and USA.

We are proud to count many of the global industry leading companies and institutions within IT, Telecom, Banking, Industrial, Public CAs, and different branches of Government as our long-time customers. 

 

ABOUT KEYFACTOR

Keyfactor has its roots in the trenches of IT security, deployment, and operations.

We understand how companies work because of our deep industry experience—we know firsthand the challenges of competing agendas, budget constraints and time pressures.

 

From Internet of Things (IoT) device manufacturers to organizations needing to protect devices across the entire enterprise, we strive to listen, understand, and respond with care and intention to the needs of each customer.

Our solutions support Global 2000 companies around the world across the industries where trust and reliability matter most.

 

Founded in 2001, Keyfactor is a market leader in comprehensive digital security management.

Our solutions portfolio includes secure digital identity solutions that govern the entire digital identity lifecycle – from initial design of a single device all the way through the management of millions of device identities.

We have high standards of innovation, care deeply about the solutions we create, and design them to maintain integrity over the long run.

 

In 2018 we changed our name from Certified Security Solutions (CSS