Account Executive (m/f/d) – Identity & Access Management (IAM)

As an Account Executive in the field of Identity & Access Management (IAM), you will be responsible for acquiring new customers for our B2B software solutions that require explanation in highly regulated areas and critical infrastructures.

You navigate the conflicting priorities of IT security, compliance and organizational responsibility and guide interested parties through complex decision-making processes in a structured manner. You will analyze functional, technical and regulatory requirements and bring challenging IAM deals to a successful conclusion.

In close cooperation with Solution Consulting and Service Engineering, you will manage the entire sales process up to the signing of the contract and retain commercial responsibility at all times.

In this role, you will combine active new business development with strategic sales thinking and play a key role in shaping the expansion of our direct and partner sales.

Your tasks & responsibilities

• Tapping into the market & developing opportunities
  • Identification and active approach of potential new customers in defined target markets
  • Systematic development and expansion of your pipeline through targeted outbound and inbound activities
  • Building resilient relationships with decision-makers at specialist and management level
  • Development of new business opportunities – even where no specific need has yet been formulated
• Winning deals & taking responsibility
  • Conducting challenging discovery discussions with clear objectives
  • Management of complex evaluation processes in the customer infrastructure
  • Development of convincing economic arguments and business cases
  • Preparing offers and conducting price and contract negotiations
  • Consistently driving decisions forward until they are finalized
  • Reliable pipeline and forecast management
  • Working towards clearly defined sales targets and independently managing your activities to achieve these targets
• Developing partners as growth drivers
  • Active establishment and further development of strategic sales partners
  • Commercial responsibility for partner-driven opportunities
  • Development and conclusion of joint deals in the co-selling model

• Several years of experience in B2B sales of software or IT solutions requiring explanation
• Experience in dealing with long decision-making cycles and multiple stakeholders (business, IT, security, management)
• Good understanding of IT security or comparable security and compliance-related topics
• Experience with structured sales processes (discovery, evaluation, negotiation)
• Very good German and good written and spoken English skills

You understand complex issues clearly and bring them to the attention of decision-makers. You move confidently between technical details and strategic discussions and work independently, reliably and with high quality. You also have a clear drive to win new customers and successfully close deals.