Title:Solution Engineer, DACH
Location: Aachen, Germany
Experience:Mid/Senior level
Job Function:Sales
Employment Type:Full-Time
Industry:Enterprise Software
THE COMPANY
Keyfactor is of the worldâs leading companies for PKI solutions; Keyfactor, including the recently acquired PrimeKey Solutions, has developed successful technologies such as PKI as-a- Service, Crypto-Agility Platform, Keyfactorâs Certificate Lifecycle Automation, EJBCA Enterprise, SignServer Enterprise and PrimeKey PKI Appliance. Keyfactor and PrimeKey are pioneers in open-source security software that provide businesses and organizations around the world with the ability to implement security solutions such as e-ID, e-Passports, authentication, digital signatures, unified digital identities and validation.
THE ROLE
Keyfactor is expanding and looking to add enthusiastic, professional, and goal-oriented Solution Engineers to our team for the DACH Territory. Solution Engineers with Keyfactor work both in a high-level consultative role, and at same time becoming the Trusted Advisor in their day-to-day interaction with Keyfactorâs prospects. Selling Keyfactorâs products and services to potential clients, implies selling all the way up, from a focused, technical PoC, to a vision of a solution, our client will be proud running. The right candidate will be highly proficient in establishing and maintaining relationships with key decision makers and have a proven ability to close business in the mid-market to enterprise commercial corporate accounts.
You will be working closely with several internal stakeholders, including inside sales, professional services, sales, marketing, finance, and management,and the ability to create good personal relationships within the company will be essential to your success. We are a growing company that values and relies on the entrepreneurship and the initiative power of our employees, as a Solution Engineer at Keyfactor we believe that these skills are inherit to who you are.
You will be reporting directly to the Tech Sales Lead, EMEA. Travel up to 50% will be a natural part of this position. Excellent command of both German and English will be required.
The position is based in Aachen office and can be performed remotely from Germany when necessary. Applicants must hold a valid Right to Work in Germany to apply for this role.
RESPONSIBILITIES
- Conduct meetings and close business in mid-market to enterprise commercial corporate accounts in theDACH region
- Develop new accounts while maintaining and sustaining successful long-term relationships with key decision makers.
- Meet and exceed qualified quota goals for assigned territory and targeted accounts.
- Develop product, market and competitor knowledge.
- Manage opportunities effectively and maintain good visibility within Salesforce.
- Work closely with Channels and strategic alliances to gain market traction in the territory.
BACKGROUND AND PERSONAL QUALITIES
- University degree in Technology or relevant equivalent experience
- Strong experience in technology sales.
- Strong IT/OT security background, both in theory and practice.
- Strong interest and thorough understanding of applied cryptography.
- Sufficient knowledge of the various industry standards and experience in working with customers towards achieving compliance: eIDAS, ISO27k, IEC 62443, PCI-DSS..
- Ability and interest in conducting technology PoCs.
- Experience in responding to extensive and complex RFIs/RFPs
- Industry and professional certifications are key: TISP, CISSP, CISM, AWS, Azure etc.
- Experience working with both partners and direct sales.
- Strong customer orientation with the ability to develop, articulate and execute compelling value propositions.
- Strong networking skills.
- Good understanding of the IT industry.
- Excellent, clear and transparent communication skills and the ability to communicate across different cultures / geographic regions.
- Advanced written and verbal communication skills including ability to make professional presentations in from of small and larger audiences.
- Ability to utilize both analytical and creative skills effectively.
- Experience in a rapid-growth company or business unit is preferred.
- A thorough understanding of how sales and prospecting in todayâs IT industry works.
- Highly self-motivated and directed: able to work under pressure and to deadlines.
- Highly flexible and adaptable in regard to learning and understanding new technologies and concepts.
- Proven experience of working on multiple tasks or projects at any one time.
- Experience in working to targets.
The ability to zoom in and out of the projects you own, will be key in becoming your clientâs trusted advisor.
CULTURE, CAREER OPPORTUNITIES AND BENEFITS
We build teams that continually strive to get better than the day before. You will be challenged daily and given opportunities to grow personally and professionally. We balance autonomy and structure to create an entrepreneurial environment to spur creativity and new ideas. A few initiatives that make our culture special include:
- Comprehensive benefit coverage
- Dedicated employee focused ambassadors via Key Contributor & Culture Committee
- DIVERSE Commitment
- Global Volunteer Day
- Flexible time off
- Monthly Cross Functional meetings
- Monthly Leadership Development meetings
- Monthly All Hands meetings â followed by group gatherings
- Second Fridayâs (a company-wide day off on the second Friday of every month)
- The Keyfactor Alliance Program
- Weekly Feedback Snapshot
OUR CORE VALUES
Our core values are extremely important to how we run our business and what we look for in every team member:
- Trust is paramount.
We deliver security software and solutions where trust and openness are of the highest importance for our customers. We are honest and a trusted partner in every aspect of business.
- Customers are core.
We strategize, operate, and execute through a customer-centric view. We prioritize the security interests of our customers, and we act as if their data were our own.
- Innovation never stops, it only accelerates.
The speed of change is accelerating. We are committed, through investment and focus, to stay ahead of the innovation curve.
- We deliver with agility.
We thrive in high-paced and continually changing environments. We navigate through newly added variables, adjust accordingly, while driving towards our strategic goals.
- United by respect.
Respect for all is what unites us. We promote diversity, inclusivity, equity, and acting with empathy and openness, both in our business and in our communities.
- Teams make âitâ happen.
Vision and goals are not individually achievable â they require teamwork. We pride ourselves in operating as a cohesive team, creating promoters and partners, and winning as one.
Keyfactor is a proud equal opportunity employer.
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