Our client is a leading global provider of professional video security solutions with a focus on innovative technologies and the highest quality standards. With over 40 years of experience, we set standards for efficient security solutions that offer customers worldwide real added value in the protection of assets, buildings and people.

Vertical Business Development Manager Public Venues / Safe City (m/f/d)

As Vertical Business Development Manager Public Venues / Safe City, you will be the driving force behind the development of the global market for city surveillance and security solutions in the public sector, with a particular focus on Europe excl. Germany but also emerging markets to be defined in more detail. You will work closely with our international sales team and local system integrators to identify and successfully implement new projects. As an industry expert, you will cultivate relationships with authorities, security agencies and police organisations and ensure that we continue to be perceived as a leading provider of urban security solutions.

Tasks and responsibilities

Business development and customer acquisition

• Identification and acquisition of new end customers in the area of city surveillance and public safety in Europe outside Germany as well as in emerging markets such as Eastern Europe or India. 

• Strategic and tactical sales co-operation with local sales managers and system integrators to identify and implement promising projects. Continuous pipeline management and reporting to the international sales leadership.

• Subject matter expert and Go-to person for Public Venue / Safe City solutions to advise customers on the selection and implementation of suitable technologies.

Interface and project management

• Active support of projects from conception to implementation and aftercare in close co-operation with end customers and sales partners to ensure maximum customer satisfaction.

• Close cooperation and regular coordination with the sales, marketing and product development departments in order to optimally implement customer-specific requirements.

Network development and contact with authorities

• Establishing and maintaining a network with decision-makers and public safety and security organisations to strengthen our position in this market. 

• Representing us at industry events and on relevant committees to expand market share and promote awareness of our public safety solutions.

Marketing & Expertise

• Participation in the creation of marketing and expert content such as white papers, technical articles and case studies that appeal to the target group and emphasize our expertise in the Safe City sector.

• Supporting marketing in the planning and realisation of events as well as in the design of campaign-specific content and activities to increase brand presence.

• Internal knowledge exchange to promote expertise on market trends and best practices within the company.

Your profile

• Professional experience: Several years of experience in business development or sales, ideally in the public sector or security sector (e.g. city surveillance, police organisations) and international environment.

• Industry knowledge and network: Sound knowledge in the field of public safety and city surveillance, ideally already existing contacts with authorities or security organisations.

• Expertise and skills:

o Strong ability to develop and maintain relationships with decision makers in the public sector.

o Very good communication and presentation skills as well as the ability to convey technical information precisely and in a manner appropriate to the target group.

o Independent, proactive way of working, combined with a strategic and solution-orientated way of thinking.

• Language skills: Business fluent in German and English; other foreign languages are an advantage.

• Willingness to travel: High willingness to travel, especially within the target markets.

What we offer

• Influence, responsibility and room for manoeuvre: The opportunity to actively shape the international market strategy in the field of urban surveillance and public safety.

• Innovative environment: An international team in which you can work independently and entrepreneurially, paired with state-of-the-art technology and future-orientated solutions.

• Further training and development: Individual training opportunities and targeted support to continuously develop your skills.

• Market-leading position: Work for one of the leading providers of video security solutions, supporting you as a key contact to industry decision makers.

• Attractive compensation package: A competitive salary package, supplemented by additional company benefits and opportunities for further development.

As we expand our territory and focus, we are in search of a new Business Development Manager (BDM) to support Data Center and Utility markets to report to our VP Sales – USA & LatAm.

If you have an unwavering drive to achieve KPIs, get results, grow targets and keep commitments, please introduce yourself.

As a BDM the primary focus will be to forge new business relationships within our target verticals with End-users and System Integrators within United States and Latin America.  Second to new business growth is to redevelop or rejuvenate dormant customers.  To this effect, the BDM has a continuous learning mentality to understand customer environments, identify potential challenges, convert those challenges into increased demand and sales opportunities for our solutions and products within our target verticals.

KEY RESPONSIBILITIES

• With a planned, structured and methodical approach seek to identify, contact and qualify new End-Users, System Integrators, VARs, Distributors, Partners, and opportunities in target vertical markets
• As the new customer contact driver, conduct 1:1 meetings with prequalified customers
• Researches, builds, identifies decision-making structures, and maintains customer relationships to understand their unique business environment, challenges, needs and objectives
• Once qualified opportunities progress, work closely with the local Regional Sales Managers (RSMs) to determine next steps, transmit customer intelligence, insights and challenges obtained, and to encourage a smooth transition of responsibility
• Manage pipeline, and growth opportunities with a view to continuously expand a qualified customer database
• Effectively communicate the value proposition of our clients full range of products, solutions and their applications through professional and comprehensive demonstrations and presentations
• Review plans monthly, in conjunction with the VP, to ensure efforts and goals are aligned with targets
• Provide guidance and feedback on customer requirements
• With an understanding of vertical-specific landscapes and trends, report on forces that may require a shift in tactical budgets or strategic direction
• Achieve annual sales target while regularly reviewing activity, progress and results to forecast and plan
• Use Salesforce.com to ensure customer meetings and intelligence is thoroughly documented and captured

 WHAT YOU BRING…

• Well-developed understanding of our suite of security and surveillance products, the solutions they address and our target markets
• Demonstrated initiative, business acumen and goal execution
• Ability to develop and maintain a network of professional contacts
• Excellent organizational, interpersonal, communication and reporting skills
• Cultural and commercial awareness
• Professional presentation skills
• Experience working with Salesforce or similar CRM platform
• Willing and able to travel extensively

We are looking for a passionate, ambitious, and high-performing Senior Account Executive, Public Sector to join our sales team serving the European region. If you love being challenged and enjoy working in a dynamic environment with lots of opportunities for building and growth, keep reading!

Who we are

Our client is a global disruption monitoring tool that delivers real-time crisis alerts powered by AI. We make sense of the world’s most valuable real-time data sources with the purpose to create a safer world. Our mission is to help our users act faster, with more confidence, at a time when action can make the biggest difference. Our client is backed by leading global investors and is headquartered in Canada, with team members in multiple regions including North America, Europe, and Asia Pacific. They are a growing team of dreamers and builders, supporting large global customers around the world.

Who you are

This role is for someone who is passionate about emerging technologies. In addition, you are:

• someone who possesses a deep understanding of the sales process and business drivers for public sector clients.
• a highly motivated sales professional with a passion for delivering unique and impactful solutions to your public sector clients. 
• passionate about contributing to the achievement of business results by exceeding quotas and establishing strong customer relationships. 
• capable of leading sales in a highly consultative manner. 
• capable of engaging in business-level and technical conversations at multiple levels of a public sector organization, including both the product end users as well as economic buyers and decision makers.
• used to building value in competitive situations and enjoy working on products that require deep understanding, combined with technical knowledge.
• naturally analytical and enjoy digging into business models and helping customers quantify their investment decisions. 
• excited about prospecting and are capable of independently leading a sales cycle from start to finish. 
• happiest when in conversation and engaging with people - but you also love to listen and learn.

Lastly, but importantly, you want to make a meaningful contribution to a world-changing product and be a key member of a team you enjoy working hard with.

What you’ll do

• Hit your quota (and we’ll help you achieve that!)
• Identify public sector opportunities within your region and convert them into successful sales, driving growth for both your clients and our client.
• Develop and execute comprehensive regional plans that align with your sales goals and customer needs.
• Deliver compelling client presentations and conduct effective meetings, clearly articulating the value of our clients product.
• Engage in consultative selling by deeply listening to your customers and crafting solutions that meet their needs.
• Skillfully manage each phase of the sales process, from pipeline generation to closing deals, ensuring a smooth and successful journey for your customers.
• Collaborate with internal teams (e.g. Security, Risk Analysts, Business Continuity, and Finance) to bring the best solutions to your clients, ensuring they receive the support and expertise they need. 
• Contribute to team projects to develop and refine our sales process.
• Stay ahead of industry trends, competitors, and the latest developments in B2B sales methodologies to maintain your competitive edge.

We’re looking for someone with

• Similar values as our company – Humility, Iteration, Empathy and Trust

• 5+ years of relevant quota carrying sales experience (preferably at a SaaS or technology company, with a track record of hitting quotas).
• 5+ years experience selling directly to Public Sector customers, preferably within municipalities, defence, emergency management, and/or public safety. Additionally, experience working with Education and Health Care is an asset.
• Intellectual curiosity and the ability to quickly grasp new products and solutions. 
• Experience responding to RFPs.
• Expertise in deploying advanced sales methodologies and tools to consistently achieve and exceed sales targets.
• Ability to understand complex technical requirements and craft solutions to meet client needs.
• Ability to develop and execute business plans spanning multiple business units across complex organizations.
• Strong presentation and listening skills, particularly for in-person meetings with multiple stakeholders.
• An entrepreneurial streak and a focus on outcomes.
• Proven ability to lead complex negotiations involving bespoke commercial agreements.
• Superior verbal and written communication skills.
• Ability to operate in a highly ambiguous and fast-paced environment.
• Strong interest and proficiency in technology.

What’s in it for you?

• Work with a committed and passionate team of innovators at a fast-growing startup.
• Opportunity to collaborate with cross-functional teams and the world’s most notable brands.
• Competitive compensation and benefits package.
• Opportunity to participate in our employee stock option plan.
• Opportunities for professional development.
• A seat on the rocket ship🚀 - buckle up!

Diversity and Inclusion Statement

Our client is an equal-opportunity employer committed to ​​creating a safe, diverse and inclusive environment. We encourage qualified applicants of all backgrounds including ethnicity, religion, disability status, gender identity, sexual orientation, family status, age, nationality, and education levels to apply. If you are contacted for an interview and require accommodation during the interviewing process, please let us know.

Position: Technical Sales Engineer
Location: Germany
Territory: DACH region
 
A Bit About the Opportunity:

Our client is currently seeking a talented field sales engineer who has experience with physical
security solutions. As a global leader in access control solutions, we offer competitive compensation,
excellent benefits, and the opportunity for growth. This is an exciting opportunity for the right individual
to make an immediate impact. This role requires regular interaction with executive levels at many
prestigious and recognizable global organizations.

What You’ll Do:
In this exciting position, you will work closely with the regional sales team to provide and coordinate
pre-sales support throughout the entire sales cycle. The field sales engineer's job responsibilities
include:
 Be the trusted advisor for all things related to the security solutions in the region by
supporting sales and channel partners.
 Configure and lead the technical demonstration of products and solutions to current and
prospective customers based on their needs.
 Manage Proof of Concept.
 Participate in industry trade shows, industry workgroups, lunch and learns to promote acre
security solutions.
 Assist sales with technical responses and content for proposals in response to RFPs, RFIs, &
RFQs.
 Own the IT Questionnaire response within your region.
 Craft and deliver quotations, proposals, requirements documentation, and Architecture &
Integration designs based on customer requirements.
 Work closely with Product Management, Marketing, and Customer Support by providing
feedback on potential product enhancements and market demands, as well as competitive
direction.
This is a highly visible position and involves up to 75% travel, mostly within the defined region.

What You’ll Need:
 5+ years of experience in a similar role.

 Familiarity with Physical Access Control Systems, Video Management Systems, and/or other
Security Software is preferred.
 Previous pre-sales or deployment experience in Physical Security Solutions.
 Demonstrated ability to effectively communicate complex concepts to customers including
technical and non-technical personnel.
 ​​​​Excellent written and verbal communication skills are highly desired.
 Hands-on experience with workstation and server operating systems, and computer
networking, and an understanding of cloud solutions or database technology is helpful in this
role.
 Technical degree preferably in computer science or equivalent experience.

Position: Business Development Manager – Cloud solutions, DACH
Location: Germany

Role Summary:
Our client is currently seeking a talented Business Development Manager that has experience
with security solutions and selling and generating demand for Cloud / SaaS solutions . As a
global leader in access control solutions, we offer competitive compensation, excellent benefits, and
the opportunity for growth. This is an exciting opportunity for the right individual to make an immediate
impact. This role requires regular interaction with executive levels at many prestigious and
recognizable global organizations.

What You’ll Do:
In addition to the above, you’ll focus on the following:
 Develop business opportunities for Cloud and On-Prem Access Control solutions and
Intrusion cloud/services in the assigned territory.
 Work closely with the Regional Sales organization and the Cloud Business Development team
members across the globe to generate opportunities with end-users, consultants and cloud
focused system integrators/channel partners both remotely and onsite.
 Identify sales and project opportunities, create quotes, and maintain a sales pipeline that
meets sales objectives.
 Manage sales activities and forecasts using the company’s CRM system and tools.
 Attending pre-authorized trade shows and specific account-requested events.
 Cultivate customer relationships to increase the share of spend of thw solutions within their
facility/facilities.
 Work closely with other departments to drive cross-selling opportunities
 Execute consultive selling techniques to increase personal and company credibility.
 Network with distribution rep partners to increase accounts coverage and improve
customer satisfaction.
 Create weekly and monthly reports as directed by leadership.
 Accurately forecast sales opportunities.

What You'll Need to be Successful
 Minimum of five years’ experience selling technology solutions. Preferably in a security,
communications networking, or information technology systems company.
 Ability to prioritize and focus activities to attain assigned sales targets.
 Comfortable working in a global organization with a top-down functional structure.
 Exceptional communication and presentation skills.
 Working knowledge of Power Point, Excel, and CRM systems.
 Security Installer or System Integrator sales/work experience working with end-users is a plus
so that you understand the complete composition of security solutions and services. (Solution
selling)
 Experience from Cloud or SaaS sales is a plus
 Bachelor’s degree preferred and proven sales record and revenue growth driver skillset.
 English at business level verbal and written skills plus local language knowledge in the
territory you will operate in

We are seeking a highly motivated and experienced RSM/BDM to join our client. This role is ideal for a professional with a solid background in the access control industry and a proven track record in commercial access control sales. The successful candidate will be responsible for promoting and selling PAC access control solutions, primarily focusing on end users/A&E's and working with the channel partners also.

Responsibilities:

- Develop and execute sales strategies to meet or exceed sales targets.

- Build and maintain strong, long-lasting customer relationships.

- Conduct on-site visits to potential and existing clients to demonstrate products and services.

- Negotiate contracts and close agreements to maximize profits.

- Prepare reports on account status, sales activity, and forecasts.

- Collaborate with sales team members to identify and grow opportunities within territory.

Requirements:

- Proven work experience in the access control industry.

- Demonstrated ability to drive the sales process from plan to close.

- Strong experience in dealing with commercial access control sales.

- Excellent listening, negotiation, and presentation skills.

- Strong verbal and written communication skills.

- Ability to travel extensively across the US to visit clients.

Benefits:

- Competitive base salary and commission structure.

- Travel expenses and mileage reimbursement.

- Opportunities for professional growth and advancement to cover more territory.