高级客户经理 公共部门 (男女皆宜)
Senior Account Executive Public Sector (m/w/d)
作为高级客户执行官 公共部门 德国（男/女/其他），您将负责推动我们在德国公共部门的业务增长和扩展。您将拓展新客户，建立战略关系，并从初步接触到合同签署全程主导复杂的销售机会。与内部专家紧密合作，您将制定市场战略，并为德国公共部门的可持续增长奠定基础。
公共部门业务拓展
- 制定并执行销售和市场进入策略，推动我们在德国公共部门的业务持续增长。
- 识别、优先排序并开发目标客户、市场机会和战略客户，同时建立长期销售管道。
- 分析市场、技术和监管趋势，并与市场部、合作伙伴和内部专家协作，制定针对性的销售举措。
战略客户与客户管理
- 建立并拓展战略客户关系，发展长期合作关系。
- 在业务、IT、采购和高管层面与利益相关者建立信任关系，同时了解决策结构。
- 制定并执行客户计划，通过我们的服务和解决方案组合推动交叉销售、升级销售和增长机会。
网络拓展
- 建立并维护与公共部门利益相关者、决策者、合作伙伴和行业影响者的强大网络。
- 在行业活动、会议和论坛上代表公司，加强市场影响力并扩大市场准入。
- 利用结构化的利益相关者管理，在早期阶段识别新机会、战略举措和未来业务潜力。
机会拓展与销售责任
- 识别、评估并战略性地开发具有明确成交、获胜和收尾策略的复杂销售机会。
- 全程负责销售周期内的所有机会，从需求评估到合同授予。
- 管理管道、预测和成交活动，包括风险、利益相关者和决策管理流程。
公共采购与招标管理
- 识别、评估并战略性地管理公共招标、采购流程和框架协议。
- 与投标管理团队、解决方案专家和外部合作伙伴协作，制定成功的投标、定位和合作策略。
- 确保强大的投标准备和执行，以提高中标率。
查看英文原文
As a Senior Client Executive Public Sector Germany (m/f/d), you will be responsible for driving the growth and expansion of our business within the German public sector. You will acquire new clients, develop strategic relationships, and lead complex sales opportunities from initial engagement through to contract signature. Working closely with internal experts, you will shape our market strategy and create the foundation for sustainable growth in the German public sector.
Business Development Public Sector
- Develop and execute the sales and go-to-market strategy to drive sustainable growth of our public sector business in Germany.
- Identify, prioritize, and develop target customers, market opportunities, and strategic accounts while building a long-term sales pipeline.
- Analyze market, technology, and regulatory trends and derive targeted sales initiatives in collaboration with marketing, partners, and internal experts.
Strategic Account & Client Management
- Build and expand strategic client relationships and develop long-term partnerships.
- Establish trusted relationships with stakeholders across business, IT, procurement, and executive levels while understanding decision-making structures.
- Develop and execute account plans and drive cross-sell, upsell, and growth opportunities by positioning our service and solution portfolio.
Network Development
- Build and maintain a strong network of public sector stakeholders, decision-makers, partners, and industry influencers.
- Represent the company at industry events, conferences, and networking forums to strengthen market presence and expand market access.
- Leverage structured stakeholder management to identify new opportunities, strategic initiatives, and future business potential at an early stage.
Opportunity Development & Sales Ownership
- Identify, qualify, and strategically develop complex sales opportunities with clear deal, win, and closing strategies.
- Own opportunities end-to-end across the entire sales cycle, from needs assessment through contract award.
- Manage pipeline, forecasting, and closing activities, including risk, stakeholder, and decision-management processes.
Public Procurement & Tender Management
- Identify, assess, and strategically manage public tenders, procurement procedures, and framework agreements.
- Develop winning bid, positioning, and partnering strategies in collaboration with Bid Management, Solution Experts, and external partners.
- Ensure strong competitive positioning through differentiation, negotiation, and effective management of procurement opportunities.
Consultative & Value Selling
- Analyze the strategic, organizational, and technological requirements of public sector clients and translate them into business and transformation opportunities.
- Develop and position compelling value propositions that connect business value, technical solutions, and commercial models.
- Lead executive-level customer engagements and communicate effectively with business leaders, CIO organizations, procurement teams, and management.
- Own the commercial deal and negotiation strategy to achieve successful business outcomes.
Requirements
- Several years of successful experience in B2B and/or B2G sales
- Ideally 7+ years of relevant professional experience in Enterprise Sales, Account Management, Business Development, or comparable roles
- Several years of experience within the German public sector
- Proven track record in building and developing strategic customer relationships
- Demonstrated success in managing complex and long-term sales cycles
- Ideally experience in the SAP and/or ERP environment, or with cloud and software solutions
- Experience with public tenders, procurement procedures, and bidding processes
- Strong understanding of the German public-sector market, including the structures and decision-making processes of public-sector organizations and authorities.
If you think that you don't meet all the requirements: With us, there are "no limits" to your development! Go your way with us - we support you! Just show us who you are.
What you can expect from us:
An environment that is always open to change and optimization. There is no "it's always been like this" with us. You have the opportunity to contribute your knowledge, design processes, standardize existing topics or optimize workflows. Be a source of inspiration and bring us even further forward with your expertise!
We create conditions in which you feel comfortable:
- Home office contracts & absolute flexibility through free organization of working hours
- Permanent position and 30 days of vacation
- FlexWork: Work remotely from other European countries for up to 3 months per year
- Monthly budget for individually selectable benefits from over 50 possible offers via emplu, various offers via corporate benefits, as well as bicycle and car leasing via salary conversion
- Mental Health Benefit 'Nilo' – 10 free sessions with psychologists annually as well as access to meditations and courses
- We provide you with targeted support in your professional and personal development at Natuvion
- Mentoring program for a structured and personal induction
- Be part of the #teamgreen - At Natuvion, you'll work on innovative projects as part of a team that stands up for each other. We rely on cooperation, openness and trust
- Modern equipment and central offices in Walldorf, Berlin, Munich and Leipzig
- Your long-term perspective is important to us, which is why we subsidize your company pension scheme as well as capital-forming benefits
Join #teamgreen - Natuvion is a digital moving company.
Our team does not move tables, filing cabinets or chairs. Natuvion transports business-critical data and processes from one technology platform to another. Typical Natuvion "relocation services" include data migration, data transformation, data integration, data privacy, data security, and data quality.
Our >400 consultants and developers in Germany, Austria, Slovakia, the USA and Australia have extensive know-how in (SAP)® projects and a profound understanding of processes across industry boundaries. With a lot of experience, commitment and commitment, they support our customers with advice, services and their own software technology. In this way, we enable companies to always use their data and processes on the most modern and innovative platforms.
Originally posted on Himalayas