Enterprise Account Executive
Enterprise Account Executive
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Job Description
Company: TXOne Networks
Role: Enterprise Account Manager (3x)
Location:
- 1 AE in Frankfurt / Stuttgart are
- 1 AE in the Nuremburg (north Munich area)
- 1 AE between Zurich/Bern & Vienna (for the Swiss / Austrian market)
Language:German native English (Fluent in Swiss German / Austrian is abonus for local rep)
WFH policy:100% remote
Industry: Software & Hardware cyber security
Product: OT Cyber Security
Product description:A typical cybersecurity solution deals with endpoint protection identity access and securing data layers of corporate networks (e.g. PCs servers mobile cloud applications) to keep data secure confidential and deals in OT (Operational technology) cybersecuritywithout disrupting core is fundamentally different from IT in the way thatavailabilityto the secured object comes first downtime isnotacceptable as some systems cant be patched for years(it could cost loss of productivitycosting millions).OT Securityis most common in manufacturing automotive energy & utility transport and pharma sectors where hardware/ industrial control systems are key to operational success.
Size and functions of local team:5Ent sellers Sales Manager (Klaus Stolper) Supported by a local Field marketeer SDR (team will grow) 2 ISRsChannel Manager 1 Presales Manager (40% Management 60% project work) 3 Presales engineers teamlead
Role description:You are part of the sales team for DACH building the blueprint of how sales is executed in DACH. DACH is a wellperforming greenfield territory. As Enterprise Account Manager you get an account patch of 50 ICP customers to hunt into. You will report to Klaus Stopler who brings years of cybersecurity and enterprise sales expertise to TXOne. He was the first man on the ground building out the DACH region from scratch successfullysince 22.
- Target / KPI:1.2M ARR
- Team attainment DACH / Europe: 24 100%
- Deal cycle: 612 months
- Deal size: 50K ARR 250K ARR (with 35 year contracts 150K 1M TCV deals)
- Team attainment DACH / Europe: 24 100%
- Typical ICP account:enterprises >1.000 employees from verticals: Automotive Manufacturing Chemical Pharma Food & Beverage Transportation Intralogistics Semiconductors
- Typical buyer personas:Head of Production CISO Head of Operation OT Security Architect Company Owner General Manager Clevel personas OT Service Manager OT Security Specialist
- Note: pure channel sales play(direct sales are done but then work viapartners / channel are brought in some sales are generatedvia partners/channel) Sales method: MEDDPICC / value selling
- PG % & support: 90% selfgenerated 10% supported by SDR/Marketing
Unique about the company(that you dont read online):
- Current market demand is high Most companies dont have a true OT security solution. Recent compliance regulations made this a must have on top of the already strong ROI
- TXOne is the only player with a native OT infrastructure solution competitors are all IT security companies who saw the OT security demand rebranded their IT solution into OT but cant cater the same infrastructure and uptime.
- Due to the native OT infrastructure TXOne has a true enterprise fit trusted by Fortune 500 accounts
- DACH is a greenfield with extreme growth potential (80% YoY growth vs. 30% YoY global)
- Relevant must have solution: Most Enterprise companies dont have proper OT solutions
- Clients closed: BOSCH Mercedes DB Bayer Novartis and many others who use TXOne in the production (this is confidential!)
- DACH is the bestperforming region globally for TXOne
- Culture at TXOne is actually great with a 90% retainment rate; build around agility passion transparency trust & respect
- Truly remote work with quarterly team QBRs and SKOs in great locations.
- Ability to make a real impact in a scaleup environment
Growth perspective:
- Career wise
- MM and SMB team likely will be added besides the Enterprise team & verticalization could also happen creating all types of opportunities for leadership or specialization
- 20% promotion rate last year focus on people to get promoted internally
- Revenue wise: Real earning potential
- 100125% 1.5x multiplier
- 125% 1.75x multiplier
- Additional incentives on new logos and upsells
- 3/4 sellers in DACH achieved between 150170% in 24 hitPclub 1 rep was ramping.
Must haves
- 5 years total sales experience
- 3 Enterprise sales experience: closing technical solutions 6figure complex deals with DACH upper midmarket and enterprise accounts.
- 2 years of experience in IT infrastructure or OT (cyber)security solution
- A proven track record/ability to hunt and generate pipeline individually(hunting DNA needs to be evident)
- Clear record of career progression and strong (over) performance
- Have worked in a scaleup environment (can deal with ambiguity and no biglogo support)
- Trained on MEDDPICC
- Should have sold to the target industries and should bring an active network
- 80 rated if we feel the candidate who
- If they have the right mindset potential to grow set all the right people
Nice to haves
OT security background
More years of Enterprise cybersecurity experience
Hiring process: (Adrienne) (Klaus) 3. VP Sales (Christophe)
Salary: 200K OTE 210K OTE (50/50) total package can be 121k base (incl. allowance at 210K OTE uncapped)
- 12K car allowance (1000 EUR per month)
- 4800 work from home allowance (400 EUR per month)
- Kickers on 100% 125% and above uncapped
- No equity for now
- Life insurance and health insurance covered
Video: no JD we work it exclusively
SLA
- Intros via email to Klaus and Adrienne
- Response in <48 hours
- We have a slack channel and weekly check in calls set up
Required Experience:
IC
Employment Type
Full Time
