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The Company

Our client is the global leader in cloud-based treasury, cash and risk management solutions, delivering Software-as-a-Service (SaaS) financial technology to corporate CFOs and Treasurers.

More than 2,000 global organizations use our clients’ solutions to enhance their global cash visibility, improve financial controls, and increase productivity across their cash and liquidity, payments, supply chain finance and risk management
operations.

Your Role and Your Duties

Developing the territory / Signing of new business

• Build a significant market share over 3 years in German Speaking European Countries
• Identify and approach key or strategic partners and set short and long-term channel strategies
• Identify and win new logos with enterprise customers with over $1bn revenue
• Identify large opportunities with select target financial institutions for OEM/white label/global payments opportunities
• Own and drive the entire sales process from prospecting to closing business
• Ensure opportunities are accurately reflected and maintained in Salesforce, providing weekly updates, monthly projections and quarterly committed forecasts of sales activity and volume to the regional management team
• Work alongside large SI partners (Big 4) in large corporations with large complex projects (treasury/payments/FX/SCF)

Creating market awareness

• Travel throughout the sales territory
• Attend conferences and industry related events within the territory and as requested
• Support targeted events in the region alongside the BDR and marketing teams to drive awareness

Stakeholder connectivity and collaboration

• Build, nurture and execute pipeline in collaboration with Marketing, Partners and Business Development Representatives (BDRs) to drive bookings within your territory
• Own and manage relationships with end customers and partners to build pipeline, maintain pipeline hygiene, forecast accurately and manage deals strongly with solid value-driven roadmaps to close
• Coordinate and lead responses to RFIs/RFPs, Requests for Information and pricing requests
• Collaborate with other teams of the client including pre-sales, product, operations, and legal
• Collaborate with the in-house Professional Services team and partner implementations to deliver the best solution/value to customers
• Manage team and partners through the sales process, forecasting accuracy, usage of PRM tool (Partner Relationship Management) and overall readiness to market
• Work with client´s sales resource and partners to prepare for meetings and tailor communications to address business needs of potential clients as part of the pre-sales process

Your Profile, Your Skills and Your Expertise

• Location
  • Germany
  • Ability to travel up to 50% of the time
• Education/Qualification
  • Bachelor’s degree in Business/Administration/Economics/IT/Finance or equivalent MBA (desirable)
• Languages
  • Native German
  • Excellent standard of spoken and written English
• Character
  • High level of enthusiasm
  • Strong work ethic
  • Self-motivated
  • Ability to handle a fast-paced environment and challenging workload
    Persuasive communicator with the ability to influence other stakeholders
• Technical Experience
  • Deep industry expertise and sound knowledge in in all Treasury related processes e.g. with banking, treasury, cash forecasting and optimizing working capital
  • Ability to understand financial data relationships and how that data can be used to solve business problems
  • Keen understanding of SaaS partnerships, economic models and industry trends
• Practical Experience
  • Experience of building and scaling a territory/team in Germany
  • Hands on sales manager – carrying own quota and having a team quota for the region
  • Solid experience in selling SaaS solutions using strategic, conceptual and consultative approaches
  • Proven experience in crystallizing key business value that creates compelling events for customers
  • Strong C-level presence to drive partners investments as well as customer deals
  • Experience in building and delivering quarterly revenues effectively with end customers and partners
  • Strong sales leader with the ability to manage end-to-end sales processes to sell and sell with partners
  • Hands on experience building a SaaS business and net new customer wins
    Proven track record of success across multiple customer segments, with particular focus on enterprise accounts (>$1bn revenue) as well as partnering below this level to create channels and ecosystems
  • Extensive experience in coaching a small team and managing and influencing partners
  • Management of key stakeholders from prospecting to close, always with transparency and accuracy
  • Experience with Salesforce and PRM to manage partners business plans and day-to-day active