The COMPANY

Our client is the leading provider of software that assists developers of Lotus Notes / Domino. They have a complete suite of 'off the shelf' programs or full bespoke solutions for clients looking for the tailored service.

The ROLE
The software and services respond to the general "Application Lifecycle Management" requirements within the Lotus Notes/Domino market. The products and services help Lotus Notes Developers and Administrators to develop, manage and extend their Lotus Notes applications. You will be required to:

1. Sell their products and services to existing accounts and to new incoming leads.
2. Renew the licenses on existing accounts.
3. Work professionally within an account base of existing customers to manage the accounts to required standards and to generate additional revenue
4. Use initiative to generate extra leads from research, cold calling and referrals.
5. Efficient follow up of contacts, especially live deals with the view to shortening the sales cycle.
6. Apply our client's selling methodology throughout the whole sales process - based on a solution selling.
7. Be highly active on the telephone to close sales and where the company agrees appropriate, on-site sales methods in progressing and closing deals.
8. Communicate well and frequently with technical directors to utilise their skills on any conversation where they can add value.
9. Ensure excellence and integrity in the sales process.
10. Maintain sales forecast to prescribed standards.
11. The role may require some European travel.
12. Achieve acceptable activity level based on number of calls, call duration and live web-based product demonstrations.
13. Increase revenue by identifying opportunities through referrals and deep mining accounts.

The CANDIDATE
The successful candidate's personal qualities will include drive, ambition, passion, responsibility, focus, determination, curiosity, flexibility, and honesty. You will be:

1. Fluent in German.
2. Comfortable applying a consultative sales process; focus on understanding the problem first, then decide if there may be a fit, then suggesting a range of solutions, then closing the deal.
3. Skilled at closing sales.
4. Maintaining the customer database and internal systems to required company standards.
5. Comfortable and confident with cold calling new accounts as well as existing customers.
6. Comfortable discussing business issues at all levels.
7. Comfortable working knowledge of the software and how the software can be applied to solve business issues (full training and tests in the first 4 weeks).
8. Strong communication skills.
9. Entrepreneurial and self disciplined.
10. A team member that other team members respect and aspire to emulate.