Regional Sales Director, DACH

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About Keyfactor Our mission is to securely connect the world: humans, machines, and AI. Keyfactor is the leader in trust infrastructure for AI and machines, helping the world's largest enterprises and government agencies take control of the cryptographic identities that safeguard every digital interaction. Behind the platform is a global team of people who care deeply about the work and each other. We move fast, think big, and show up for one another every day. If you're looking for work that matters and a team that brings out your best, we hope you'll trust your future with Keyfactor! T itle: Regional Sales Director, DACH Location: Germany (Remote) Experience: Mid Level - Senior Job Function: Direct Sales Employment Type: Full-time Travel Requirements: up to 50% Industry: Computer Network Security Job Summary As an Enterprise Sales Director, you will be one of three senior individual contributors responsible for the DACH region, with ownership of a defined portfolio of enterprise accounts. This is an individual contributor role and does not include people-management responsibilities. You will develop and execute focused account plans, establish executive relationships, generate and convert pipeline, and build strategic opportunities capable of navigating technical evaluation, formal procurement, and complex decision-making cycles. You will engage with CISOs, CIOs, PKI and security architects, procurement leaders, partners, and other key stakeholders to connect technical requirements with operational risk and measurable business value. You will collaborate closely with the other DACH sales representatives and cross-functional partners across Sales Engineering, Sales Development, Marketing, Channel, and Delivery. While you will have substantial support, you will maintain direct accountability for opportunity momentum, qualification, forecast accuracy, commercial strategy, and results across your assigned accounts. Keyfactor provides experienced sellers with meaningful autonomy in how they develop their territory. In return, we expect self-direction, disciplined execution, sound judgment, and consistent performance against a significant sales quota. Our culture is shaped by trust, customer focus, agility, respect, teamwork, and a shared commitment to delivering results. Responsibilities Develop and execute strategic plans for assigned enterprise accounts, identifying whitespace, priority use cases, routes to executive access, and opportunities for partner involvement. Generate qualified pipeline through direct prospecting, executive engagement, account-based activities, and credible partner-led sales motions. Build and advance multi-threaded opportunities from initial engagement through discovery, technical validation, commercial negotiation, and close. Lead value-based conversations with senior business and technical stakeholders, translating complex security challenges into clear and compelling customer outcomes. Establish trusted relationships with CISOs, CIOs, security architects, procurement leaders, partners, and other key decision-makers and influencers. Coordinate internal specialists and external partners to create alignment, maintain momentum, and deliver an effective customer experience. Apply disciplined qualification practices and maintain accurate opportunity records and reliable forecasts throughout long, multi-stakeholder sales cycles. Navigate public and private tenders, procurement processes, and contract negotiations while protecting value and sustaining momentum. Ask difficult qualification questions, address obstacles directly, and take ownership of account strategy and outcomes. Travel throughout the DACH region as needed to support customers, partners, and business development activities. Minimum Qualifications, Education, and Skills Bachelor’s degree or equivalent practical experience. Demonstrated success selling complex enterprise software, infrastructure, or cybersecurity solutions throughout the DACH

关于Keyfactor 我们的使命是安全地连接世界：人类、机器和AI。Keyfactor是面向AI和机器的信任基础设施领域的领导者，帮助全球最大的企业和政府机构掌控保护每一次数字交互的加密身份。平台背后是一支全球团队，他们深切关心工作，也彼此关心。我们行动迅速、胸怀大志，并且每天都彼此支持。如果你在寻找有意义的工作和一个能激发你最佳状态的团队，我们希望你能将未来托付给Keyfactor！ 职位：区域销售总监，DACH 地点：德国（远程） 经验：中级-高级 职能：直销 雇佣类型：全职 出差要求：最高50% 行业：计算机网络安全 职位概述 作为企业销售总监，你将成为负责DACH地区的三名高级个人贡献者之一，并拥有既定企业客户组合的所有权。这是一个个人贡献者角色，不包含人员管理职责。你将制定并执行聚焦的客户计划，建立高管关系，生成并转化销售管道，并构建能够应对技术评估、正式采购和复杂决策周期的战略机会。你将与CISO、CIO、PKI和安全架构师、采购负责人、合作伙伴及其他关键利益相关者互动，将技术需求与运营风险和可衡量的业务价值联系起来。你将与其他DACH销售代表以及销售工程、销售开发、市场营销、渠道和交付等跨职能合作伙伴密切协作。虽然你将获得大量支持，但你仍需对你所负责客户中的机会推进势头、资格认定、预测准确性、商业战略和结果承担直接责任。Keyfactor为经验丰富的销售人员在其如何开发所属区域方面提供有意义的自主权。作为回报，我们期望你具备自我驱动力、纪律严明的执行力、良好的判断力，并持续实现可观的销售配额。我们的文化由信任、客户导向、敏捷、尊重、团队合作以及对交付成果的共同承诺塑造。 职责 为指定企业客户制定并执行战略计划，识别空白市场、优先用例、接触高管的路径以及合作伙伴参与的机会。 通过直接拓客、高管互动、基于客户的活动以及可信的合作伙伴主导销售动作，生成合格的销售管道。 从初始接洽到需求发现、技术验证、商务谈判和成交，构建并推进多线程机会。 与高级业务和技术利益相关者主导基于价值的对话，将复杂的安全挑战转化为清晰且有说服力的客户成果。 与CISO、CIO、安全架构师、采购负责人、合作伙伴及其他关键决策者和影响者建立可信关系。 协调内部专家和外部合作伙伴，以创造一致性、保持势头并交付有效的客户体验。 在漫长的多利益相关者销售周期中，应用严格的资格认定实践，并维护准确的机会记录和可靠的预测。 驾驭公开和私人招标、采购流程和合同谈判，同时保护价值并维持势头。 提出艰难的资格认定问题，直接应对障碍，并对客户战略和结果承担责任。 根据需要在DACH地区出差，以支持客户、合作伙伴和业务开发活动。 最低资格、教育和技能 学士学位或同等实践经验。 已证明在DACH地区销售复杂企业软件、基础设施或网络安全解决方案方面取得成功

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