Customer Development Manager Dach 80-100%

Who we are and who we are looking for

Open source is at the heart of Adfinis. We drive digitalization with open-source standards and technologies, shaping a world of innovative and resilient IT solutions based on trusted open-source technology in four main areas: Cloud Native Solutions, IT Security, System Automation and Collaborative Form & Workflow. We offer a consultative sales approach to our customers, built on trust and partnership to add value to their individual customer journey.

Our dedicated marketing and sales team ensures that we are successfully represented with our open-source services and partner products in the DACH region, as well as BENELUX and APAC. As our team grows across Switzerland and internationally, we are looking forward to expanding our sales with a driven and technically experienced Customer Development Manager (CDM) at the professional level in the DACH region. Our offering is highly technical and we as an organization are rather “nerdy”—therefore, the position requires passion for IT and hunger to learn about state of art open-source technologies.

Tasks

What your role at Adfinis would be

As CDM, you will be the first Adfinis live contact to our potential customers and will accompany them throughout their customer journey (frontstage), coordinating all information, advice and offering material (backstage) the customer needs to be able to accept an offer. Your main task is to communicate systematically with our potential customers, qualify their requests in a culture of due diligence towards the Adfinis delivery and partner products, and moderate the process of internal sizing and pricing towards the customer. To achieve these goals, you will collaborate closely with other members of the sales team and the management.

You will be in charge of fast qualification and offering processes on behalf of our customers and will coordinate the required resources as “one face to the customer”. You will be responsible for building new customer relations, developing existing accounts and systematically expanding the revenue throughout the customer’s lifetime by using up
- and cross-selling techniques and coordinating renewals on Adfinis services.

As CDM, you will hold own accounts of which the achieved revenue will be the basis for a provisional addon to a fixed salary. You will report a forecast on planned revenue to the Chief Commerce Officer and discuss the needed lead flow and other resources regularly and in a quarterly revision.

What you would take responsibility for
- Representing Adfinis in a charismatic way as the first direct contact to customers
- Lead qualification from “Marketing Qualified Lead” (MQL) to “Sales Qualified Lead” (SQL)
- Deal qualification and offering via commercial and technical criteria in collaboration with the Sales Engineers and Solution Architects
- Achieving sales targets in a reliable and sustainable manner
- Presentation and consulting of Adfinis services and partner products
- Negotiating offerings, closing deals, and coordinating the handover to delivery
- Developing own accounts by add-ons, renewals, up-selling and cross-selling
- Attending partner events and holding company presentations
- Planning, coordinating, and documenting all sales activities via CRM

**Requirements**:
What you should bring along
- Successfully completed professional education with focus on marketing & sales or business administration
- At least 5 years of experience as a sales account manager in medium-sized businesses—preferably in the IT environment—and proven success in achieving sales targets
- Basic IT knowhow is mandatory, accompanied by the desire to learn about new technologies and deal with technical topics on a daily basis
- Experience in building new customer relations and developing existing accounts via upselling, cross-selling, and renewal of business
- Professional communication, presentation, and negotiation skills in German and English; French is an advantage
- Great social competencies for building sustainable partnerships with customers, partner sales, and internal colleagues as well as for motivating and integrating others
- Good skills at coordinating workflows, tasks, and appointments on a dense timeline
- Willingness to travel

**Benefits**:
What you can expect
- Transparent salary model with a generous fixed base income and incentive plan
- Well-established, professional marketing and sales processes
- High-quality lead flow and enough potent accounts to successfully start off with
- Great variety of technical and soft skills trainings
- Growing international team of very skilled, open-minded people with a strong sense of collaboration and continuous improvement
- Centrally located offices and possibility for remote work
- Flexible working hours and models
- 5 weeks of paid leave, flexible solutions for unpaid leave (e.g., sabbaticals)