Business Development Leader, DACH

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iGrafx

Site WebLinkedInTous les Emplois

51 - 200 employés

💼 Conseil

🏥 Santé

📦 Logistique

💰 Private Equity Round en 2021-05

Consulting • Healthcare • Logistics

iGrafx est un leader dans le domaine des logiciels d'intelligence des processus, offrant une plateforme de bout en bout qui intègre l'exploration de processus, la conception, la simulation et l'optimisation pour aider les entreprises à transformer et améliorer leurs opérations. L'entreprise se concentre sur l'amélioration de la productivité, la réduction des coûts, l'assurance de la conformité et le soutien à la transformation numérique dans divers secteurs, notamment les services financiers, l'assurance, la santé et l'industrie manufacturière. La plateforme Process360 Live d'iGrafx propose des outils pour découvrir, concevoir et optimiser les processus, permettant aux organisations d'améliorer leur performance et d'atteindre une résilience opérationnelle. Leurs solutions permettent aux clients de rationaliser les flux de travail et de gérer les risques efficacement, comme le démontre les études de cas telles que les améliorations opérationnelles de l'aéroport de Munich.

Description

• Own and execute the full sales cycle for SMB accounts across Germany, Austria, and Switzerland, from prospecting through close. • Build and manage a healthy pipeline sufficient to consistently meet or exceed quarterly and annual sales targets. • Conduct discovery, product demonstrations, and solution-based selling tailored to SMB buyer needs and budgets. • Negotiate commercial terms and contracts in line with iGrafx pricing and approval guidelines. • Accurately forecast and maintain pipeline hygiene in Salesforce. • Collaborate with marketing, sales development, and customer success to ensure a smooth handoff from lead to close to onboarding. • Identify, recruit, and onboard both direct and indirect partners across DACH — including resellers, systems integrators, consultancies, and complementary technology vendors — to extend iGrafx’s reach into the SMB segment. • Develop and execute a regional partner strategy, including partner tiering, recruitment targets, and enablement plans. • Build and maintain partner relationships, acting as the primary point of contact for day-to-day engagement. • Train and enable partners on iGrafx’s value proposition, product positioning, and sales process to drive partner-sourced and partner-influenced pipeline. • Develop joint go-to-market plans with key partners, including co-selling and co-marketing initiatives. • Track and report on partner-sourced pipeline and revenue, refining the partner mix based on performance. • Represent iGrafx at regional trade shows, partner events, and industry conferences. • Provide regular reporting on direct and partner pipeline, revenue performance, and market feedback to sales leadership.

🎯 Exigences

• 3+ years of experience in B2B software sales, with a track record of meeting or exceeding quota; SMB sales experience strongly preferred. • Demonstrated experience building or managing channel/partner relationships, ideally within enterprise software, SaaS, or process intelligence/BPM markets. • Native or fluent German language skills (written and spoken), plus professional fluency in English. • Based in Germany, with willingness to travel across the DACH region. • Experience with Salesforce and familiarity with standard sales engagement tools (e.g., LinkedIn Sales Navigator, MS Office). • Strong consultative selling skills, with the ability to navigate both direct deal cycles and multi-stakeholder partner relationships. • Self-starter comfortable operating with significant autonomy in a remote, builder-stage regional role. • Excellent verbal and written communication skills. • Bachelor’s degree in Business Administration or equivalent field, or equivalent practical experience.

🏖️ Avantages

• Build a region from the ground up, with direct influence over both the sales motion and the partner strategy for DACH. • Be a member of a world-class enterprise software company with customers across The Americas, Europe, and Asia-Pacific. • Private equity-backed organization with strong growth momentum and investment in the DACH market. • High visibility role with direct exposure to sales leadership and executive stakeholders.