Regional Sales Manager DACH

Who are we?

Panaya is a leading provider of ERP and CRM Change Intelligence and Smart Testing solutions. Our SaaS platform empowers enterprises to accelerate change implementation while minimizing the time, cost, and risk across business applications like SAP®, Oracle® EBS, and Salesforce.com.

Powered by cutting-edge data aggregation, machine learning and AI-driven Smart Testing, Panaya provides deep insights and automation that enable organizations to identify dependencies, accelerate testing, and ensure business continuity. With Panaya, companies gain the confidence to evolve and innovate rapidly.

Recognized by DUN’s 100 as one of Israel’s top Hi-Tech companies to work for in 2024, Panaya has also been honored by Gartner and Forrester for its market leadership and innovation.

What Will You Do?

As a Regional Sales Manager, you are responsible for developing new business in the region to support new and expansion revenue growth. You work towards an allocated new business sales revenue target within your territory, reporting to the VP sales of EMEA.

Key Responsibilities:

• Win new logos and strategic expansion sales revenue, in line with targets
• Create a market development strategy and execute on it
• Work on a defined customer list and coordinate the sales activities there
• Build and leverage regional channel partners (i.e. resellers, SI's, ISV's, technology partners, and alliances) to scale the efforts and overachieve on set goals
• Act as primary and overall manager of all the activities with the customer
• Identify and cover all organizations that fall into your designated account list focusing on building a strong pipeline and closing opportunities according to quarterly and annual targets
• Build and execute on a full enterprise account plan that outlines the strategy to maximize the total account revenue
• Promote and sell the entire appropriate Panaya portfolio to the different customer stakeholders
• Re-engage with former customers and create new revenue from existing strategic customers by up-and cross-selling
• Generate, qualify and follow up on leads and turn into opportunities
• Work with presales, marketing, and other Lines of Business (LOBs) to maximize the return from the assigned set of accounts

Requirements:

• At least 5 years of experience in direct sales to large enterprise customers, with a proven, successful track record of generating revenue and closing business.
• At least 5 years of experience in sales of complex software solutions, preferably SaaS
• At least 5 years of experience in sales within the German/DACH market.
• Extensive experience in leveraging partnerships (SIs, alliances, ISVs) to win business and scale it multiple times
• SAP/Oracle/ Testing experience/knowledge
• Comfortable working in a fast-paced environment
• Self-starter, fast learner, and thirsty for knowledge and information
• Ambitious and hungry to win new business, overachieve on quota and earn a great bonus
• Ability to organize and prioritize assigned tasks.
• Excellent skills in multiple-opportunity management
• Willing to travel on a frequent basis
• Team player
• Working on a home office mode
• Based in Germany

Please send your resume in English