Sales Specialist IT & Network DACH

About the job

Sales Specialist IT & Network DACH

DACH

T&N stands for innovative and customised ICT solutions in the business environment. Since 1996, we have been shaping the digital future with 180 employees at eleven locations in Switzerland and Austria. We are part of WTG, a leading European provider of integrated enterprise solutions for IT, communication and security. The WTG group employs more than 500 people in total.

The Sales Specialist IT & Network DACH is responsible for the sales development and technical positioning of WTG/T&N's IT and network solutions in the DACH region.

As an overlay role, he/she acts at the interface between sales, technology and customers:

• as a professional sparring partner for the regional sales teams,
• as a technical advisor for customers and partners,
• as a driver for pipeline, opportunities and profitable revenue growth in WTG/T&N's IT and network portfolio.

You are part of the overlay sales team, which is professionally led as a central unit at DACH level.

YOUR AREA OF RESPONSIBILITY

1. Responsibility for IT & network solution sales

• Revenue and sales responsibility for the defined IT and network portfolio (e.g. network architectures, LAN/WLAN, WAN/SD-WAN, security and connectivity solutions) in the DACH market
• Development, control and implementation of a go-to-market approach for WTG/T&N IT and network services (project and managed services)
• Identification and qualification of new business opportunities as well as expansion of existing customer relationships together with the local account teams
• Development of solution concepts, offers, business cases and presentations involving presales, consulting and technology
• Support in contract and pricing design as well as in closing projects in coordination with sales, technology, service management and legal

2. Collaboration & support of sales

• Close cooperation with local account managers and desk-based account managers to develop, qualify and prioritise the pipeline in the IT & network area
• Support of sales through technical and solution-related expertise throughout the sales process (discovery, design, proposal, closing)
• Conducting customer workshops, technical presentations, solution briefings and proof-of-concepts to increase the closing rate
• Close coordination with presales, consulting and delivery teams to ensure consistent solution design from offer to implementation
• Regular reporting of pipeline development, forecasts and revenue status in the area of responsibility

3. Marketing, partners & go-to-market

• Close cooperation with local sales and pre-sales teams, as well as marketing, to plan and carry out targeted campaigns, events and lead generation measures
• Co-design and implementation of the go-to-market approach with technology and sales partners (manufacturers, distributors, service partners)
• Participation in trade fairs, webinars and specialist events as a professional WTG/T&N ambassador for IT and network solutions
• Support of enablement programmes for internal and external sales teams (sales training, playbooks, battlecards, use cases)

4. Technical consulting, architecture & solution design

• Analysis of existing customer environments (IT and network infrastructures) and derivation of suitable target architectures
• Development of high-level and, in coordination with presales/engineering, low-level designs for network and security solutions
• Support in the creation of technical specifications, service definitions and implementation concepts
• Technical advice on topics such as availability, scalability, security, performance, integration into existing IT landscapes as well as operating concepts (managed services)

5. Market, technology & competitor analysis

• Continuous monitoring of market and technology trends in IT, network, security, cloud connectivity and hybrid infrastructures
• Analysis of competitors and offers in the DACH market; derivation of differentiating features and argumentation lines for WTG/T&N
• Incorporation of market and customer feedback into portfolio, service and strategy development of the IT & network LoB
• Identification of new opportunities, use cases and strategic partnerships in the DACH region

HOW YOU CONVINCE US

Professional experience

• Several years of experience in B2B solution sales or technical solution sales, ideally in the areas of IT infrastructure, network, connectivity, security or cloud networking
• Proven success in pipeline generation, solution sales and support of complex tenders/projects
• Experience in overlay, specialist or presales roles with a focus on complex IT and network architectures

Professional skills

• Very good understanding of IT and network technologies (e.g. routing/switching, WLAN, WAN/SD-WAN, VPN, firewalls, network access, monitoring, redundant/highly available architectures)
• Ability to capture technical requirements and translate them into viable, economically sensible solution concepts
• Knowledge of go-to-market strategies, sales processes and partner ecosystems in the IT and network environment
• Experience with CRM systems (e.g. Salesforce) as well as confident handling of sales reporting, forecasting and pipeline management
• Strong presentation, moderation and negotiation skills – both at technical and management level

Personal qualities

• Strong consulting and ambassador mentality – convincing through expertise, clarity and enthusiasm for IT and network topics
• Excellent collaboration skills, team spirit and communication strength across departments (sales, technology, service, partners)
• High initiative, structured and independent working style as well as entrepreneurial thinking and acting
• Analytical, solution-oriented thinking and proactive market and customer understanding
• Willingness to travel within the DACH region
• Languages: German fluent, English fluent (must), other languages such as French an advantage (plus)

Result responsibility

• Revenue growth and sustainable pipeline expansion in WTG/T&N's IT and network portfolio in the DACH region
• Successful implementation of the go-to-market approach together with sales, technology, marketing and partners
• Increase of market presence and brand value of WTG/T&N as an IT and network specialist in the DACH region
• Contribution to high customer satisfaction, long-term customer loyalty, new customer acquisition and partner development
• Establishment of the role as a professional specialist, trusted advisor and ambassador for WTG/T&N IT and network solutions

HOW WE CONVINCE YOU – WE OFFER

• A flexible working time model
• Future-oriented position and varied activity
• Flat hierarchies and an open communication culture that ensure an innovative working atmosphere
• Opportunity for continuous training and further education
• And last but not least: You are part of the great WTG/T&N team from day one!

Have we aroused your interest? Ursula Hubmann looks forward to receiving your complete application documents in electronic form at hr@tn-ict.com.