Sales Director - Strategic Key Accounts Europe

We are seeking a highly experienced and driven Sales Director to manage and grow relationships with our top existing enterprise customers. This role demands strategic leadership in handling complex contracts, growing departmental solutions to enterprise-wide deals, and navigating complex buying centres.

The Sales Director will also develop and execute account strategies, work closely with partners, and identify whitespace opportunities to drive incremental growth. This position is crucial in leading our enterprise efforts in the DACH and Central European region, especially in industries like automotive, discrete manufacturing and retail where supply chain management, in specific logistic and transportation management, is key.

Key Responsibilities:

• Strategic Account Management: Own relationships with top enterprise customers, driving revenue growth and expanding product footprint across the enterprise.
• Complex Contract Negotiation: Lead high-stakes contract negotiations for large-scale solutions, balancing customer needs with company objectives.
• Account Planning and Strategy: Develop comprehensive account plans and strategies for long-term growth, incorporating customer business needs, competitive analysis, and whitespace opportunities.
• Enterprise Deal Development: Lead initiatives to convert departmental solutions into enterprise-wide agreements, aligning with customer strategies at the executive level.
• Whitespace Development: Identify and pursue whitespace opportunities within key accounts to unlock untapped potential and generate new revenue streams.
• Partner Collaboration: Collaborate with external partners to drive joint go-to-market strategies, ensuring smooth alignment and execution of partner-driven opportunities.
• Navigate Buying Centers: Engage and manage complex buying centers, including procurement, IT, operations, and executive stakeholders, to drive strategic alignment and accelerate deal closure.
• Team Leadership: Build, inspire, and lead a high-performing sales team focused on achieving revenue targets, fostering a collaborative, customer-centric culture.
• Cross-functional Coordination: Coordinate and manage complex sales cycles involving multiple internal teams, including sales reps, presales, professional services, support, and legal.
• Customer Advocacy: Serve as a trusted advisor to C-level executives (COO, CIO, VP Supply Chain), ensuring their strategic objectives are met while positioning the company as a valued partner.
• Cross-sell and Upsell: Identify opportunities to sell additional solutions or services by understanding legacy software and customer business processes, focusing on cross-sell and upsell strategies.

Key Qualifications:

• Experienced in B2B enterprise software sales in the SaaS industry, with a strong focus on large account management and complex sales cycles within the Central European region, DACH, Benelux, France and Nordics.
• Proven Success: Demonstrated success in developing account plans, navigating whitespace, and driving enterprise deals in large accounts.
• Industry Knowledge: Ideally, experience in the supply chain, logistics, or transportation industries, or at least familiarity with business processes closely related to SCM.
• Partner Management: Experience working with strategic partners to develop go-to-market strategies and drive incremental revenue.
• C-Level Engagement: Strong ability to engage with C-level executives, particularly COOs, CIOs, and VPs of Supply Chain, and serve as a trusted advisor.
• Sales Leadership: Proven success in building and leading a winning sales team focused on achieving ambitious growth targets.
• Cross-sell and Upsell Expertise: Strong understanding of legacy systems and a track record of cross-selling and upselling solutions to existing customers.
• Education: Bachelor’s degree in business, Sales, or related fields.

Preferred Skills:

• Strong leadership skills to lead a high-profile team to success.
• Strong understanding of enterprise software sales cycles, particularly in SaaS.
• Hunter attitude within existing customer base
• Analytical and financial acumen to support complex deal structuring and pricing negotiations.
• Exceptional communication, leadership, and interpersonal skills, capable of influencing at all levels of the organization.

WHAT WE OFFER YOU:

• A competitive salary package, with additional legal benefits focused on your well-being, work flexibility and career growth.

• A permanent contract.

• Gaining experience in the supply chain and logistics, with a dynamic business growth and agile way of working.

• Hybrid working model, with no mandatory days to come to the office.

• An international working environment, with over 40 nationalities in the Alpega Team.

• You will be able to impact the future of sustainability in the transportation industry, both for our clients and as well with our internal initiatives.

Learn more about Life at Alpega

OUR COMMITMENT TO YOU

The Alpega Group has 500 collaborators of over 40 nationalities based in our different locations. We are a global team with different backgrounds, races, faiths and genders. We commit to ensuring that everyone feels included, has opportunities to learn and grow and is happy at work.

We are one of the largest cloud-based SaaS transportation software companies in Europe. We are contributing to saving the planet by digitizing an industry that needs to be at the same maturity level of technology as other industries. We help reduce transportation carbon footprint by ensuring the trucks on the road are as full as possible. Today in Europe, 60% of all goods move on the road, and at any point, 40% of those trucks are empty.

Our vision is Driving Smarter Logistics for a Greener Tomorrow. We don't settle for selling" just any software solution "– we're on a mission to impact the world profoundly. We are committed to sustainability as one of Europe's leading cloud-based SaaS transportation software companies by reshaping supply chain management, particularly transportation management.

Ready to JOIN US and make a global impact? Apply now, and we'll promptly connect with you! Together, we can change the world.