Why we need this role:
We are expanding our focus on driving growth within our existing DACH mid-market customer base while continuing to capture new logo opportunities. This role is critical to deepening customer relationships, identifying upsell and cross-sell opportunities, and contributing to our strategic growth objectives in the region.
What you will do:
As an Account Executive, you will be responsible for managing and expanding relationships within a defined set of existing mid-market accounts in the DACH region, while also identifying and acquiring new logo opportunities. Your focus will be on:
* Account Expansion & Upselling:
* Build and execute strategic account plans to grow revenue within existing accounts.
* Identify upsell and cross-sell opportunities aligned with customer goals and Colt’s solutions.
* Engage with key stakeholders across customer organizations to drive value-based conversations.
* Collaborate with internal teams to tailor solutions that meet evolving customer needs.
* New Logo Acquisition:
* Profile and engage new prospects that align with Colt’s ideal customer profile.
* Develop and implement effective sales strategies to win new business in the mid-market segment.
* Maintain a healthy pipeline of new opportunities through proactive outreach and networking.
* Sales Execution & Collaboration:
* Deliver against personal sales targets for both existing and new customers.
* Accurately forecast and manage pipeline using CRM tools.
* Work cross-functionally with Product, Marketing, and Service Delivery to ensure customer success.
* Apply consultative selling techniques and leverage MEDDICC or similar methodologies.
What we're looking for:
Must haves:
* Proven experience in account management and business development within the DACH region.
* Strong track record of upselling and expanding existing customer relationships.
* Experience in acquiring new logos in a B2B environment.
* Fluent in German and English.
* Excellent communication and negotiation skills, with the ability to engage at C-level.
* Strong analytical and strategic thinking skills.
* Familiarity with MEDDICC or similar qualification frameworks.
* Bachelor's degree or equivalent experience.
Nice to haves:
* Background in Telecoms or Technology sectors.
* Experience with mid-market customers and multi-stakeholder sales cycles.