Regional Sales Manager DACH (w/m/d)

TANlock, a dormakaba Group company, is a fast-growing technology business specializing in intelligent high-security access solutions for data centers and other critical infrastructure. Since joining the dormakaba Group in July 2025, TANlock has gained access to a global network, expanded international market reach, and exciting new growth opportunities. At the same time, we continue to operate with the agility, innovation, and entrepreneurial spirit that define our company culture. Based in Georgensgmünd near Nuremberg, our dedicated team develops advanced electromechanical rack locking systems, versatile authentication modules and smart IP readers that help secure server and control cabinets around the world.

TANlock is an award-winning international provider of intelligent electromechanical locking systems for server and control cabinets. As a global quality benchmark, our solutions secure vital indoor and outdoor critical infrastructure across data centers, outdoor cabinets for mobile towers, railways, utilities, healthcare, pharma, and enterprise sectors using advanced IP locks enabled with Multi-Factor Authentication (MFA).

We are looking for a dynamic ‘go-getter’ accustomed to operating at a high pace multitasking with business development, building and managing a channel ecosystem and working high-value global account relationships across key verticals. You will operate in a hybrid capacity—engaging directly with end customers to build TANlock projects, while fulfilling sales through our network of Value-Added Distributors (VADs), Global OEMs & Integrators account and resellers. You will have experiences building global accounts HQ in your territory and working up local entities for other global accounts.

Reporting directly to the Global Head of Sales, this is a quota-carrying, individual contributor position requiring a high degree of autonomy to shape, execute, and grow our regional market business and share.

Sales & Territory Management

• Go-to-Market Execution: Develop and execute GTM plans with partners, including joint messaging, sales enablement, and demand generation.
• Manage and build global accounts headquartered in DACH region building with global portfolio. Drive global account and track regional execution.
• Quota Execution: Own and drive individual sales targets, selling to end users via your managed Sentinel ecosystem partners in your region.
• Channel Development: Autonomously identify, onboard, and develop new channel partners across the assigned territory.
• Pipeline Management: Cultivate “net-new” revenue streams while farming existing accounts to maximise wallet share, keeping HubSpot CRM up to date.
• Forecasting & Planning: Maintain accurate monthly sales forecasting in HubSpot and execute a structured annual territory sales plan.

Business Development

• End-User Engagement: Conduct joint sales meetings with end users qualified using our established sales playbook methodology and process. Map the customer organisation, including all stakeholders and decision makers.
• Stakeholder Management: Build and maintain relationships with key stakeholders, including executives, industry groups, and external partners. Establish TANlock as their preferred physical security infrastructure solution.
• Solution Mapping: Collaborate with the International Technical Sales Manager and regional pre-sales engineers to map customer environments, shape bespoke technical solutions, and neutralise competitive threats.
• Commercial Strategy: Identify and neutralise competitors, manage competitive pricing structures, deliver high-impact sales presentations, and lead technical RFP responses.
• Partnerships & Alliances: Build and manage strategic partnerships and alliances with other companies, organisations, and individuals to expand the company's reach and capabilities.

Collaboration

• Collaborate with other departments — including inside sales, pre-sales, marketing, and product development — to drive growth and close opportunities.
• Collaborate with product and engineering teams to shape offerings that align with market needs and partner capabilities.

• Domain Expertise: Minimum 5 years of proven sales experience within access control solutions, Identity & Access Management (IAM), or data center network/IT security.
• Sales Track Record: Clear history of creating and delivering annual sales plans through a blended mix of direct and indirect (channel) sales routes.
• Versatile Influence: Confident navigating both technical and commercial negotiations from engineer level up to the C-suite (CEO, CTO, and government decision-makers).
• Mobility: Valid German driving license. Commitment to travel up to 50% of the working week in assigned territory and TANlock HQ including week-long regional sales trips.

• Bachelor’s Degree or equivalent business/commercial acumen and qualification

• Competitive salary package with performance-based incentives
• Hybrid working model (2-3 days per week in our HQ) with flexible working hours
• Exposure to international customers and partners across the DACH region
• Direct access to senior leadership and decision-makers
• Opportunity to make a visible impact in a growing business
• International travel for trade shows, partner events, and customer meetings (approx. 50%)