Sales Executive (EXIN) – DACH and CEE

Who we are?

Join our dynamic team at EXIN, an independent certification and accreditation institute focusing in IT domain. We offer an end-to-end solution for certifying digital professionals. We are proud to be part of the Software Improvement Group (SIG), where together we are creating a healthier digital world. While SIG is focusing on assessing and certifying IT processes and Technology, we have our focus on People. Together, we cover the trifecta of People, Process and Technology. As part of our ambitious international growth strategy, we are looking for a Sales Executive -DACH and CEE. 

As a SE focusing on the DACH and CEE region, your duties will include identifying, prospecting, and finalizing new business opportunities, channel partners and enterprises. Your main goal is to boost sales revenue by promoting our esteemed programs to potential clients throughout that region. This position demands a proactive, achievement-oriented individual with a demonstrated history of surpassing sales goals and fostering robust customer connections.

How we work

As a SE focusing on the DACH and CEE region, your duties will include identifying, prospecting, and finalizing new business opportunities, channel partners and enterprises. Your main goal is to boost sales revenue by promoting our esteemed programs to potential clients throughout that region. This position demands a proactive, achievement-oriented individual with a demonstrated history of surpassing sales goals and fostering robust customer connections.

• You will work with 3 kinds of customers,
• Channel Partners: The Accredited Training Organizations (ATO) that serve corporates and professionals
• Enterprises: Larger corporate/public organizations with in-house learning and development.
• Candidates: They purchase exams directly through the website following self-study.
• Leads are generated either by SE’s actions, SE’s network, marketing, partners and consultants who work for EXIN clients.
• After an initial meeting with the (prospective) customer about their issues and needs, you will be in the lead to develop the opportunity.
• The scope and contract will be finalized. An agreement is signed; this is the start of a longer-term partnership with the customer.
• You work together with your colleagues in the Customer Success Center to optimize the results to support the customer in the reskilling and upskilling of professionals.

Where you come in

Achieving target

• Develop a sales strategy with a target prospect list and a sales plan.
• From the start and throughout the sales cycle you will drive the sales process with a prospect or customer.
• Keep the customer attached during the full partnership journey with EXIN. Managing customer relations throughout the entire engagement and afterwards.
• Achieving your annual sales target based on order intake and delivered exams.
• Maintain and develop a customer and prospect database.
• Maintain and expand existing customer relations through account management and develop new customers.
• Collaborate and align closely with your counterparts in delivery and marketing to translate the EXIN portfolio into compelling propositions that resonate with your clients.

Expand market share:

• Expand our market share in the region.
• Utilize various channels including cold calling, email outreach, networking events, and social media to identify and engage with potential clients.
• Stay informed about industry trends, competitor activities, and market developments to identify new opportunities and maintain a competitive edge.

Follow up on sales enquiries:

• Drive the entire sales cycle from lead generation and development to contract negotiations, closing and maintenance.

Keep sales CRM up-to-date:

• At EXIN we drive sales and measure progress by metrics. This is how we decide to make investments and drive our business.

Expand market share:

• Expand our market share in the region.
• Utilize various channels including cold calling, email outreach, networking events, and social media to identify and engage with potential clients.
• Stay informed about industry trends, competitor activities, and market developments to identify new opportunities and maintain a competitive edge.
• Follow up on sales enquiries: Drive the entire sales cycle from lead generation and development to contract negotiations, closing and maintenance.

Keep sales CRM up-to-date: At EXIN we drive sales and measure progress by metrics. This is how we decide to make investments and drive our business.

What's in it for you?

We offer a versatile and challenging job opportunity in an international work environment. We have a flat organizational structure with room for entrepreneurship, initiative and creativity. Our benefits are competitive. Our company is growing internationally with a legacy of 40 years, which will give you a unique opportunity to create and work with an international talent pool.

Requirements

• Native German speaker with fluency in English (both verbal and written)
• 5-10 years of sales experience in IT-related consultative sales roles.
• Experience in value selling; developing a roadmap, business case and ROI together with the customer.
• Experience in the Training and Certification Industry is a plus.
• You are a self-starter persistent with a high energy level.
• You have a high level of integrity with an eye for detail.
• Have a demonstrable track record of achieving and exceeding sales targets whilst managing a small number of large enterprise accounts.
• Strong prospecting, negotiation, and closing skills with a hunter mentality.
• You can build strong relationships at multi-levels and roles of both prospect/customer organizations including C’ level and internally across the business.
• Ability to articulate the value of the EXIN portfolio to prospects and customers and to leverage this to drive maximum revenue opportunity.
• The hands-on mentality to deliver business; always looking for creative ways to get things done or to tap into new market opportunities.
• A degree in business administration (bachelor minimum) with a technical background or a degree in technical sciences with sales and management experience.