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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in managing enterprise accounts within the DACH region, with a strong focus on developing strategic account plans, engaging senior stakeholders, and driving complex sales cycles. Proficient in navigating procurement processes and delivering compelling value-based conversations to achieve business outcomes.
Highest-signal resume keywords
Enterprise Software SalesAccount-Based SellingStakeholder EngagementNegotiation SkillsFluency in German and English
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Account PlanningPipeline ManagementForecastingComplex Sales CyclesTechnical EvaluationCybersecurity SolutionsPKI KnowledgeMEDDPICC MethodologySolution SellingSPIN Selling
Soft Skills
StorytellingPresentation SkillsOrganizational SkillsCollaborationInfluencing Decisions
Industry Keywords
DACH RegionEnterprise AccountsProcurement ProcessesMulti-Stakeholder TransactionsMachine IdentityCryptographyCertificate Lifecycle Management
Tech Stack
Tools & technologiesCyber Security
About the role
Key responsibilities & impact- Own a defined portfolio of enterprise accounts in the DACH region as a senior individual contributor
- Develop and execute focused account plans
- Establish executive relationships and generate and convert pipeline
- Build strategic opportunities through technical evaluation, formal procurement, and complex decision-making cycles
- Engage CISOs, CIOs, PKI and security architects, procurement leaders, partners, and other stakeholders
- Connect technical requirements with operational risk and measurable business value
- Collaborate with DACH sales representatives and cross-functional partners in Sales Engineering, Sales Development, Marketing, Channel, and Delivery
- Maintain accountability for opportunity momentum, qualification, forecast accuracy, commercial strategy, and results
- Develop strategic plans for assigned enterprise accounts, identifying whitespace, priority use cases, executive access routes, and partner opportunities
- Generate qualified pipeline through direct prospecting, executive engagement, account-based activities, and partner-led sales motions
- Advance multi-threaded opportunities from initial engagement through discovery, technical validation, negotiation, and close
- Lead value-based conversations with senior business and technical stakeholders
- Coordinate internal specialists and external partners to align stakeholders and maintain momentum
- Maintain accurate opportunity records and reliable forecasts throughout long, multi-stakeholder sales cycles
- Navigate public and private tenders, procurement processes, and contract negotiations
- Own account strategy and outcomes
- Travel throughout the DACH region as needed
Requirements
What you’ll need- Bachelor’s degree or equivalent practical experience
- Demonstrated success selling complex enterprise software, infrastructure, or cybersecurity solutions throughout the DACH region, including substantial multi-stakeholder transactions
- Proven ability to create new business within strategic accounts rather than relying solely on existing or inbound demand
- Strong prospecting capabilities, internal drive to win, and sense of urgency translating into consistent action and results
- Professional fluency in both German and English
- Ability to communicate effectively with senior business and technical audiences
- Strong storytelling and presentation skills
- Ability to make complex technical subjects understandable, relevant, and compelling
- Ability to lead without formal authority by creating clarity, aligning specialists and partners, and influencing decisions across multiple stakeholder groups
- Highly organized and detail-oriented approach to account planning, opportunity qualification, pipeline management, and forecasting
- Strong commercial judgment and proven negotiation skills across direct and partner-led sales
- Intellectual curiosity and ability to develop credibility within a technically complex market
- Knowledge of PKI, certificate lifecycle management, machine identity, cryptography, or adjacent cybersecurity markets strongly preferred
- Experience with MEDDPICC, Solution Selling, SPIN, or comparable enterprise sales methodology preferred
- Ability to work remotely within Germany and travel up to 50%
- Legal right to work in Germany and ability to travel freely throughout the assigned territory
- Collaborative and customer-focused approach, with humility, composure, and sound judgment
Benefits
Comp & perks- Second Fridays (a company-wide day off on the second Friday of every month minus November and December due to the Holiday schedule); benefit subject to change
- Comprehensive benefit coverage globally
- Paid Parental Leave, with structure varying based on regional/government requirements
- Comprehensive adoption and fertility support
- Competitive time off globally
- Dedicated employee-focused ambassadors via Key Contributors & Culture Committees
- DIVERSE Commitment supporting a more inclusive and diverse future
- Keyfactor Alliance Program supporting DEIB efforts
- Wellbeing resources
- Wellness allowance
- Mindfulness app free membership
- Wellness Wednesdays
- Global Volunteer Day
- Company non-profit matching
- 3 volunteer days off
- Monthly talent development and cross-functional meetings supporting professional development
- Regular All Hands meetings followed by group gatherings
- Opportunities to grow personally and professionally
- Entrepreneurial environment balancing autonomy and structure