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Do you know what it takes to get in front of end-customer decision makers, winning business?
Can you translate technical features to commercial benefits, and do you enjoy demoing technical solutions and presenting in front of key decision makers?
As our new Key Account Manager (KAM) you will join the EMEA Sales team operating in the EMEA region, in a fast-paced dynamic environment, as well as communicating, and collaborating with colleagues in the whole EMEA region.
As a part of the sales team, you will report to the Manager, Key Account Management EMEA and you will be working in a team composed of sales representatives, engineers, community managers, and inside channel managers to meet the EMEA Region´s objectives.
The role
As KAM you will manage sales, relationships, and projects with our Key End User accounts (named accounts) and build the total overall sales and share of wallet (spend) of these specific named accounts and drive new direct end user sales.
The role requires an element of hunting (identifying new customers, new accounts, new business) and farming (upselling and new business from established customers/accounts).
Although the role will be predominantly based in Ankara, Turkey, you will support all of Turkey, some Southeast Europe countries and support customer meetings in Milestone HQ in Denmark as required. As such, you are a travel enthusiast who enjoys meeting and working with people from all over the world.
Your responsibilities
- Work with specific named existing Key End User accounts to grow Milestone sales within these companies
- Drive new sales to Milestone through direct end user relationship building (sales through normal distribution)
- Manage need and future developments of these specific accounts
- Work with the sales team to ensure proper coverage at these accounts
- Ensure proper support of these accounts
- Look to work with the Milestone ecosystem to grow overall sales
- Have an additional focus on government type customer base
- Assist as needed with minor support of newly signed rep firms
Tasks
- Meet quarterly with the leadership at these accounts with quarterly updates
- Manage project funnel for these accounts
- Have monthly alignment meeting with local sales team
- Visit key national and regional leaders within these accounts
- Work closely with the procurement and LP teams at these existing and create new key accounts
- Identify and connect with possible new end user accounts
- Develop significant new business through direct end user contact
- Manage larger RFP/RFI projects in conjunction with the GBD
Your professional background
- Minimum of 10 years selling into the National Account community
- Holding a large, up to date, professional network, especially in National and Local Government Ministries, Departments and their Agencies but also the private and enterprise markets
- You have sales experience from Turkey as well as Azerbaijan, Turkmenistan and/or Northern Cyprus
- Sales experience from the MENAT region is an advantage
- Complete knowledge of the commercial security industry. Knowledge of other Industry Verticals would be an advantage
- Exceptional presentation skills
- History of support multiple large customers on a national scale
- History of meeting and exceeding expectations
- History of travel approaching 50%
- Knowledge of Salesforce (or other CRM)
- Fluent in Turkish and English
Personal skills
- Proactive mindset
- A solid grasp of sales metrics, KPIs, and technical indicators
- Stakeholder management in complex projects environment
- Ability to exercise discretion and independent judgement with important matters
- Ability to uphold organizational values
- Ability to represent Milestone to the highest levels of our customers in a professional manner
Application
Please apply using the ”Apply” button. Applications sent through other channels (email, LinkedIn etc.) will not be taken into consideration. We are reviewing resumes on an ongoing basis and recommend that you apply as soon as possible.
If you have relevant questions, you are welcome to write to Remy Deutschler (Manager, Key Account Management EMEA), at rde@milestone.dk.
About Milestone
At Milestone, your work goes beyond what the human eye can see. With our unique video technology software, you help people make wiser and more responsible decisions – in and beyond security.
Whether you advance our software, inspire to new integrations, or elevate our customers, you are part of a growth company recognized by the industry. We have a unique people first approach to everything we do, and it’s not just empty words. Being part of a fun, friendly, and flexible environment you’ll find, that working here almost feels like home away from home.
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