Head of IT Sales DACH (70% SAP projects)

Stellenbeschreibung:

Overview

Head of IT Sales DACH (70% SAP projects) – leading global provider of IT solutions and services. Responsible for driving growth from an existing portfolio of key accounts and expanding market presence across Germany, Austria, and Switzerland. Requires a strong background in enterprise IT services/software sales, deep knowledge of the DACH market, and proven leadership to build and scale regional teams.

Responsibilities

Sales Strategy & Execution
- Develop and execute go-to-market sales strategies tailored to the DACH region.
- Own regional revenue targets and pipeline growth, with an immediate focus on nurturing and growing a portfolio of approximately 20 existing key customers.
- Identify new business opportunities within the existing account base and across strategic new logos.
Leadership & Team Management
- Build, lead, and mentor a regional sales team, including account executives, pre-sales, and partner managers.
- Foster a culture of accountability, collaboration, and performance excellence.
- Drive structured sales enablement and continuous development programs.
Client & Partner Engagement
- Establish and maintain C-level relationships with key customers and prospects.
- Leverage and expand ecosystem partnerships (e.g., SAP, cloud providers) to drive account growth.
- Ensure customer satisfaction and long-term retention.
Market Development
- Track industry trends, competitive intelligence, and regulatory requirements in the DACH IT landscape.
- Localize global offerings and solutions to meet regional needs.
- Represent the company at industry events, forums, and thought-leadership platforms.
Cross-Functional Collaboration
- Work closely with global leadership, marketing, delivery, and product teams to align regional strategies.
- Provide market feedback to influence global product/service roadmaps.

Requirements

15+ years of experience in IT sales, with at least 3+ years in a senior leadership role.
A proven track record in key account management and growing revenue from an existing client portfolio within the DACH region. Multi-million Euro deal experience is essential.
Strong understanding of enterprise IT services (cloud, digital transformation, managed services, SaaS, etc.).
Experience in SAP services and the Automotive industry will be a big advantage.
Extensive network and relationships across enterprise clients and partners in DACH.
Excellent leadership, negotiation, and communication skills in both German and English.
Bachelor’s degree required; MBA or equivalent is a plus.
Ability to scale organizations in complex, matrix environments.
Entrepreneurial mindset with adaptability to changing market dynamics.
Strong cultural awareness and ability to operate effectively in diverse environments.
Ability to travel approximately 40% of the time across the DACH region.