Inside Sales Representative - DACH Market

United Kingdom Inside Sales & Renewals
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OPSWAT is a global cyber security company providing solutions for enterprises since 2002 to identify, detect, and remediate advanced security threats from data and devices coming into and out their networks. Trusted by over 1,000 organizations worldwide and with over 30 anti-malware engines, 100+ data sanitization engines and more than 25 technology integration partners, OPSWAT is a pioneer and leader in data sanitization, vulnerability detection, multi-scanning, device compliance, and cloud access control. 

OPSWAT. Trust no file. Trust no device.

The Position 

The Inside Sales Representative is responsible for growing expansion revenues by engaging current clients during their license term to uncover cross-sell and up-sell opportunities. The role will also target extension opportunities into new divisions, affiliates and subsidiaries of our existing clients. This position will be located at the OPSWAT office in London, UK. Your responsibilities will include outbound business development activities and the execution of account growth plans to expand deployments of our MetaDefender and MetaAccess Security platforms in the DACH Market. You will build the right relationships inside target accounts, know how to leverage your company resources to the fullest, and negotiate and close expansion opportunities. The ideal candidate will have previous work experience as a member of a corporate sales team, a career track record of exceeding sales quotas in a collaborative selling environment.

What You Will Be Doing 

  • Build and execute account expansion plans for assigned accounts to reach growth goals in the DACH (Germany, Austria and Switzerland) market
  • Understand each client's current value propositions and be able to speak intimately about their current and future needs and requirements
  • Develop trusted relationships with clients to protect ongoing revenue streams while uncovering current growth opportunities
  • Leverage Solution Engineers and Customer Success to engage with clients and provide strategies to maximize ROI and introduce additional OPSWAT products
  • Maintain extensive and accurate account and opportunity level detail in Salesforce CRM, including account retention plans, client engagement activities, churn risks, etc.
  • Leverage all cross-functional resources to achieve your expansion quotas: including Executive management, Inside Sales Development, Customer Success, Field and Event Marketing, Sales Operations, and others
  • Forecast and report revenue projections to management and deliver a predictable pipeline to drive forecast accuracy
  • Overachieve on annual quota, measured quarterly

What We Need From You 

  • You are highly competitive, ramp quickly, are extremely adaptive, and pride yourself on exceeding sales goals
  • You have an innate passion to learn. We are constantly seeking to better understand each client’s security position, needs, and strategies
  • Fluent English & German speaker - a must
  • You are self-motivated and have a passion to succeed and earn more responsibility
  • Your work is a mix of strategic and proactive account activity, and you have a demonstrated ability to uncover, qualify, develop, and close growth opportunities and new accounts
  • You have excellent time management skills, and work with high levels of autonomy and self-direction
  • You are comfortable cold calling, working through structured retention cycles, and developing and executing tailored account growth plans
  • You are an active listener and have excellent communication and presentation skills. You can effectively communicate with both technology-oriented and senior business executives and are comfortable articulating the technical and business value of the MetaDefender & MetaAccess platforms
  • Ability to set goals, prioritize tasks, and achieve success with minimal oversight.
  • You keep your pipeline accurate, and your forecast updated for management
  • You possess a fundamental understanding of security threats, solutions, and security tools.
  • You can travel as necessary to your assigned accounts, and to Company meetings.
  • Highly ethical and professional personal conduct.
  • Preferably 2 years successfully selling technology products and solutions to businesses
  • You have a bachelor’s degree, or equivalent experience
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OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.