(Senior) Account Manager Net New Sales - Industrial Manufacturing (m/f/d)

A Typical Day in the Life Includes:

• Generate healthy pipeline through cold-calling according to MEDDPICC, reaching out to CXOs building long-term relationships based on value-selling into net new accounts.
• Collaborate with Demand Generation peers to prepare, launch and follow-up on campaigns such as industry events, webinars, global shared center initiatives etc.
• You will have a BDR assigned to you to help with prospecting on targeting accounts. Alignment and educational support is expected. This should drive 30-50% of your pipeline.
• Build yourself up as an industry expert to help generate marketing content.
• Build a network of advisory consultants to secure inbound leads.
• Lead complete sales cycles teaming up resources from Solution Consulting, Value Engineering, Consulting, Industry Strategy, Sales Leadership and many more. Sales cycles are around 9-12 months or longer.
• Your main focus areas will be Enterprise Resource Planning, Product Lifecycle Management and Supply Chain Planning. Potentially Warehouse Management and Manufacturing Execution Systems.
• Spearhead commercial and legal SaaS and Service contract negotiations in line with forecast accuracy and linearity.
• Build a continuous knowledge base of industry and account insights as well as market changes and potential business opportunities.
• 30-50% of your time might be dedicated to travel depending of the time of the year.

Basic Qualifications:

• Lead a best-in-class structured sales process leveraging all value adding capabilities across the international organization.
• 3-5 years of net new sales experience in machinery and equipment manufacturing, electronic & high tech manufacturing, defense, aviation, plastic products and other industrial manufacturing industries and understand their challenges to be able to do value selling.
• Detail oriented, making sure obtain the highest quality of deliverables from the deal team.
• Hands on mentality, self-motivated to set and achieve short term goals following a long-term vision.
• Team player, wanting to share knowledge to close GAPs within the broader team.
• Business understanding and analytical capabilities.
• Self-secure to do handle C-Level cold calls and talk to a senior audience.
• Business English and fluent (native speaker level) German to lead an international team of experts.

Preferred Qualifications:

• Bonus points for tech affinity being able to manage a set of prospecting tools like SFDC, Outreach, MAP, Clari and others. Infor is a data driven company.
• Established network with consulting/SI companies is a big plus.