Regional Sales Manager – Public Sector DACH (German speaking regions of Germany, Austria & Switzerland)

About Scality:

Scality solves organizations’ biggest data storage challenges — security, performance, and cost. Designed to provide the strongest form of immutability plus end-to-end cyber resilience, Scality solutions safeguard data at five core levels for unbreakable ransomware protection. Delivering utmost resilience, Scality makes storage infrastructures limitlessly scalable in all critical dimensions. The world’s most discerning companies trust Scality so they can grow faster and execute AI data-driven ideas quicker — while increasing efficiency and avoiding lock-in. Recognized as a leader by Gartner, Scality S3 object storage software is reliable, secure and sustainable.

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Job Overview:

As a Regional Sales Manager for the Public Sector, your primary responsibility will be to drive the sales efforts for Scality within the German-speaking Public market.

You will develop and execute sales strategies, build strong relationships with key clients, work with an existing and growing network of partners including HPE and local SIs and VARs, and manage frameworks for the Public sector.

Scality sales approach is a consultative solution engagement, where we take pride in understanding the workflow of our customers and in crafting the best storage architecture to respond to their needs. To achieve that goal, Sales Managers and Account Executives across Europe are supported by an established regional team of senior Sales Engineers, as well as Channel Managers to develop the channel partner ecosystem.

We are looking for self-driven, confident, ambitious & motivated Sales Managers, experienced in storage infrastructure, software solutions selling, leveraging and co-working with channel partners, HW vendors alliances and ISVs (solution partners), who want to keep succeeding in a professional, entrepreneurial & enterprise level software market.

Your ultimate goal is to achieve revenue targets, substantially increase the amount of “net new” customers and build a business model for repeatable and predictable success.

Key Responsibilities:

Sales Strategy Development:

Develop and implement a comprehensive sales strategy for the public sector in your respective region that is aligned with the company's overall goals and objectives.

Identify market trends, customer needs, and competitive landscape to formulate effective strategies.

Account Management:

Cultivate and maintain strong relationships with existing and potential enterprise customers.

Collaborate with key accounts to understand their specific needs and tailor solutions to meet those requirements.

Partners and Alliances:

Develop and cultivate key executive relationships with focus partners and alliances.

Establish a scheduled communication schedule to ensure pipeline development and focus on mutual business.

New Business Development:

Identify and target new business opportunities, both within existing accounts and by acquiring new clients.

Develop and nurture a healthy sales pipeline to ensure a steady flow of revenue.

Sales Forecasting and Reporting:

Monitor sales activities, track progress against targets, and provide regular reports to senior management.

Accurately forecast future sales and revenue projections.

Collaboration with Cross-functional Teams:

Work closely with marketing, product development, and customer success teams to ensure a seamless customer experience.

Provide valuable insights from the field to inform product enhancements and marketing campaigns.

Qualifications:

The ideal candidate will be able to demonstrate consistent sales success, and will have the following knowledge and skills:

- 5-10 years successful experience in enterprise infrastructure sales, 3+ years experience in Enterprise storage sales, preferably working on large scale solutions (typ. Petabyte scale), and with a track record of understanding customer workflows and applications;

- Possess a solid track record of selling complex deals to line-of-business customers in specific industries, successfully delivering on quotas of >$3M/year

- Possess a network of connections that will rapidly turn into a list of prospects and customers focused on public sector customers in the German-speaking markets (Germany, Switzerland, Austria);

- Possess a solid track record working with VARs and SIs;

- Has a passion for supporting customers to provide the best solution, optimizing technical along with financial concerns;

- Has strong sales hunter acumen, with strong relationships, and demonstrated success selling to new accounts and public sector customers in general;

- Ability to balance day-to-day activities and deliver short/midterm results along with developing long-term strategic relationships with clients and partners;

- Recent successful experience working in global, multi-cultural organizational settings; balancing and integrating a dynamic start-up culture with an awareness and sensitivity to local business;

- Has a track record of continuous improvement of personal technical and business skills; building an awareness of new markets, applications, and use cases.

- Native German speaker and fluent English required.

Scality’s internal motto is: “Work hard, play hard, eat well, and amaze the customer!” “Eat well” really means “Enjoy Life” which Scality employees and leaders do very well!

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