Key Account Manager (experienced)

Job Overview

Senior Sales Account Manager, Industrial IoT RTLS for factories and Logistics (Industry 4.0)

Location : Remote within Europe or hybrid / on-site in Frankfurt or Berlin

Our customers include some of the most prestigious global players in the industry. We are recognized as a Leader by Gartner, and our solution is ranked number one for RTLS asset tracking.

We are looking for talented and dynamic people who will help us to further expand our lead.

We offer modern workplace equipment, flexible working hours and location, and a pleasant and professional working atmosphere.

Our staff work with passion for Inpixon’s solutions and our customers. Exemplary further training opportunities complement the attractive, competitive remuneration.

The sales territory is initially & primarily Europe, with North America also in focus. The ideal candidate understands IoT, RTLS, smart factory and Industry 4.

0, is comfortable selling a hardware / software solution stack, and is a salesperson with the drive to own their territory to deliver results.

The role is part hunting for new Sales Opportunities (incoming leads and own prospecting) and part farming e.g. Account Management to nurture & expand (new sites, new products) for accounts that are already won.

Inpixon expect rapid growth in the coming years and we are looking for a long term, multi-talented employee to help lead and participate in this growth.

Key Responsibilities

Exceed quarterly and annual bookings target for our Industrial IoT product and solution portfolio, application software, and services through the sale of the IntraNav Platform and related product set.

This includes end-to-end and total solution proposition.

• Expand sales within our existing customers by providing additional use cases and by selling to additional departments and sites.
• Secure new marque customers through prospecting, proposing and closing.
• Carry out initial sales prospecting activities as required to develop and close new sales funnel for European region.
• Build, execute and maintain a sales plan, which achieves the tactical, strategic, and financial objectives for the target region.
• Manage customer and partner relationships and interactions through all stages of the sales cycle; prospecting to contract closure.
• Work cooperatively with the IntraNav marketing and product management teams to increase existing account penetration and overall success while ensuring customer satisfaction.
• Maintain accurate data and forecasts within the Hubspot CRM system across different industrial IoT products and various sales cycles.
• Establish productive, professional relationships with key personnel, influencers and decision makers in all customer accounts.
• Conducting 360-degree market and competitors analyzing and proposing and advocating tactics to win competitors accounts and acquiring market shares.
• Coordinate the involvement of company personnel, including support, delivery, and management resources in order to exceed account performance objectives and customers’ expectations.
• Engage with customers and prospects at relevant industry events and trade fairs. relevant industry 4.0 events.

Required Education, Experience and Competencies

• 5+ years or equivalent field sales experience selling enterprise software, IIoT, industry 4.0 solution or other relevant technology solutions.
• Large-account sales experience including sophisticated customer requirements, selling to multiple buyer groups, responding to RFPs, communicating ROI, etc.
• Proven track record of achieving sales targets and winning large accounts.
• Ability to be successful in a globally distributed team through self-discipline and self-motivation and effectively leverage all corporate resources for joint success.
• Ability to extend existing relationships with any customers / prospects and develop joint strategic sales plans for increased revenue and market share.
• Strong selling, negotiating, and relationship-building skills and experience in applying a process-oriented, sales methodology to any customer engagement.
• Excellent communication and presentation skills, both verbal and written.
• Detail orientated with strong and effective follow-up.
• Self-starter with high energy and drive.
• Willingness to travel up to 50% of the time.
• Very good verbal and written communication skills in English. Ideally, fluent verbal and written communication skills in 2nd European language
• Bachelor's level degree or above, preferably in engineering, computer science or business economics.

Highly Desired (but not required)

• Deep knowledge regarding industrial / Industry 4.0 solutions for factories and logistics with experience selling such solutions to factories / warehousing operations stakeholders.
• Good understanding about customer processes in production and logistics
• Knowledge regarding real-time location systems (RTLS) and its solutions interconnecting with ERP, WMS and MES.
• Experience with enterprise software, industrial solutions for automation and identification, wireless sensors or RF tracking tags.

Requirements

• Ideally, you have completed commercial or technical vocational training and several years of experience in sales with major customers and upper medium-sized companies
• Imaginative and creative
• Excellent communicational and organizational skills
• Success-oriented personality and confident appearance.
• Strong communication and assertive personality
• Very good written and spoken German and English skills, as well as a self-motivated interest in ongoing training and development
• Good PC skills, especially in dealing with MS Office and CRM programs
• Willingness to travel and class B driver’s license

Note to Recruiters : The company does not accept unsolicited resumes or referrals from staffing vendors, placement agencies or other external parties seeking recruiting fees without a signed formal agreement.