Maintenance Renewal Account Manager with German

We are looking for an enthusiastic individual with a passion for sales and ambition to drive their career in a dynamic, multinational IT organisation. The Maintenance Renewal Account Manager (MRAM) is responsible for selling the benefits of continued support services to a specific territory of installed base customers. Maintenance fees are paid annually on software products to cover the cost of support, updates and bug fixes. This position involves every aspect of selling those fees on an annual basis and upselling maintenance support services.
The ideal MRAM will be responsible for pro-actively contacting and negotiating with existing customers to continue on their current support plan or renew on a higher support plan. The MRAM will also work closely with the Field sales forces to help with key proposals that include support and maintenance services. The position is primarily phone-based but will sometimes involve customer visits.

Tasks:

Achieve or exceed sales target by selling Business Objects’ support services to existing customers (Standard, Elite and Premium services, plus add-on options) over the telephone, annually as maintenance becomes due
Develop relationships with key customer contacts on named accounts within specific verticals (pharmaceuticals, utilities, finance) or within a European country (country/revenue size dependent)
Discuss and negotiate, in appropriate European language, maintenance pricing, whilst striving to drive maintenance revenue
Proactively seek out new maintenance service opportunities within accounts by talking to customers and internal account managers
Liaise with Sales force regarding issues or concerns surrounding the successful selling of maintenance to their accounts
Follow established procedures in order to process maintenance renewals using the ‘sales automation tool’ and internal finance system

Requirements:

Sales experience selling products/services in the application, tools, middleware or database technology is desired
Experience with a sales automation system and databases is a desirable
Bi/multi-lingual graduate with an ambitious sales mentality
Fluency in both English and German
An organised, energetic individual that continually strives to do better and has the ability to work under pressure
Good business acumen
Ability to gain respect of their peers
Strategic and detailed thinking and a tremendous amount of initiative
Ability and desire to sell (consistent qualification, probing and closing)
Strong telephone communication skills including the ability to clearly communicate business and technical concepts
Effective organisational and time management skills and the ability to work under pressure
Strong team player with proven ability to support colleagues. Must be happy working in a dynamic, multi-national and energetic team
Customer Focus – Proactive, responsive, and focused on discovering, anticipating, and meeting the customer’s needs by leveraging internal resources and/or external alliances
Target Driven – Always meets or exceeds sales targets
Resilience – Persists in the face of obstacles or rejection. Does not give up when things do not go smoothly. Ensures tasks are completed to agreed standards
Open Communication – Clearly conveys thoughts, concepts, directions and feelings—both verbally and in writing. Listens attentively to others’ point of view