Account Manager - TPS

Responsibilities

• Analyse target markets and industries with an emphasis on trends and competitor’s activities.
• Develop and grow the project and solution business in the control room ecosystem across assigned verticals markets.
• Identify and develop new Customers and System Integrators through seminars, industry roundtables, exhibitions, effective local partner management, professional key account management.
• Quota carrying.
• Achieve and exceed Order and Revenue Target as well as Gross profit for the area of responsibility under the given cost umbrella.
• Provide valuable input for marketing campaigns and client engagement.
• Understand and share customer requirements and industrial trends.
• Provide proper, disciplined and accurate forecast planning on a monthly base.
• Manage and develop your opportunities professionally. Using Salesforce as a tool is mandatory.
• Review on a regular base large or strategic opportunity, get regularly personally involved with end customers and system integrators.

Requirements

• 10+ years of successful B2B sales experience managing large, complex projects and enterprise accounts.
• Proven track record within the KVM and AV industry, consistently exceeding sales targets and driving revenue growth.
• Consistent success in closing high-value enterprise deals, including complex opportunities exceeding $250K+, with a strong win rate and results-driven mentality.
• Strong business development and hunting capabilities, with a proactive approach to identifying, qualifying, and converting new business opportunities.
• Persistent and tenacious in prospecting, opportunity development, and deal closure, with a proven ability to overcome objections and secure business.
• Advanced Key Account Management expertise, developing strategic account plans that drive long-term customer growth and retention.
• Demonstrated ability to build and maintain executive-level relationships, including engagement with C-Level decision-makers.
• Extensive experience working through partners to develop pipeline and accelerate business growth. Existing network of system integrators, channel partners, consultants, and end customers within the assigned territory is an advantage.
• Strong commercial and business acumen, with the ability to understand customer challenges and translate technical product features into compelling business value propositions.
• Strong presentation, negotiation, influencing, analytical, and problem-solving skills, enabling successful navigation of complex sales cycles.
• Ability to resolve conflicts, manage stakeholder expectations, and drive consensus in complex customer environments.
• Deep understanding of market trends, competitive landscapes, and emerging technologies, providing valuable market intelligence to management and product teams.
• Knowledge of Strategic Selling, Miller Heiman, SPIN Selling, or similar enterprise sales methodologies.
• Excellent interpersonal, communication, and relationship-building skills, with the ability to collaborate effectively across multicultural and cross-functional teams.
• Self-motivated, entrepreneurial, and highly organized, with excellent time management and prioritization skills.
• Winner mentality with a highly competitive, resilient, and goal-oriented approach to sales, focused on achieving and surpassing objectives.
• Fluent in German and English; additional languages are an advantage.
• Willingness and ability to travel (>50%).

Qualifications

• Bachelor’s or master’s degree (business, marketing, engineering) or equivalent combination of education and experience.
• Minimum of 5 years working experience within KVM & AV Industry.
• Ability to translate technical product information into strong customer value propositions (Value Sales Methodology).
• Strong team player with the ability to work successfully in a multicultural organization.