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Territory Sales Manager, Germany

1900008M Requisition #

The TSM is responsible for driving new business from prospective new logo targeted organizations and existing customer accounts within the region, building pipeline and meeting and/or exceeding all sales quotas to achieve revenue goals.  This position will organize, plan, direct, and coordinate all sales activities for prospect accounts and partners, but there will be a few established customers. This person should be skilled in understanding customer business needs via a methodical sales discovery process and be able to report this within the nCipher forecasting methodology.  Large complex sales situations will require a documented sales approach with full processes and territory and account planning, which will ultimately address the customer’s critical success factors as they relate to nCipher’s services and products.  Develop, nurture, and maintain relationships with prospective and current customers in the pursuit of solving the prospect’s or customer’s business issues while in turn driving nCipher’s success.

Principal Relationships:
  • Internal sales team
  • Sales engineering
  • Marketing team
  • Sales leadership team
  • Advanced Solutions Group
  • Channel team 
Key Responsibilities and Tasks:


  • Work closely with their manager to structure and follow a personal development programme which will assess and develop skills in line with their personal aspirations within the business.
  • Act as a business partner to the customer and provide “industry expert” executive level selling practices while delivering clear differentiation, to identify sales opportunities.
  • Create demand by understanding business challenges, by delivering entry point value statements, value propositions, and by identifying the key buying influences in a complex sales environment.
  • Develop and drive a full pipeline of qualified sales prospects by working with a network of channel partners and consultants via NCipher Channel Managers, active participation in industry associations, using direct marketing and inside sales and telemarketing resources, in addition to personal prospecting and market/territory research.
  • Create demand for NCipher products/services emphasizing the value of NCipher’s products, services and messaging.
  • Team with Professional Services and Business Development associates to deploy and execute account strategies and coverage.
  • Identify all key “Buying Influences” within the assigned account base and prospective clients.
  • Plan and conduct mid/high-level meetings with customers and prospects. 
  • Identify customer business needs.  Develop strategies to present partner/company-based solutions.  Develop and present proposals. Involve appropriate company resources and management throughout the sales cycle.
  • Create and execute sales strategies and sales plans that deliver desired results.
  • Develop value statements, account profiles and strategies for all accounts.
  • Manage opportunity “pipeline” by continually qualifying and re-prioritizing opportunities among accounts, meeting with customers, managing the sales cycle, and reporting on opportunities, activities, forecast, and contact information (use of
  • Establish, build and maintain customer relationships.  Ensure that solutions balance the needs of both the customer and company.  Build trust and credibility with the customer and ensure good communication between sales and professional services at customer accounts.  Establish and maintain a strong working bond focused on the customer between Sales Product Management, Development and Professional Services, 
  • Research potential prospect opportunities and cultivate new leads using a variety of information sources such as company annual reports, investment analyst information, print media, Internet sources, company trade show events and lists.
  • Ability to quickly learn, apply, and position technical knowledge related to company and competitor offerings.  Able to communicate technical aspects of product and service offerings to customers and prospects. Disciplined to follow-through and research technical/integration questions that may be outside your normal scope of knowledge.
  • Engage in contract renewal process when required to assist Internal Sales.
  • Develop a solid understanding of competition for each business line.  Share competitor knowledge with sales team.
  • Participate in relevant industry conferences.




  • Sales training in a recognized sales process.
  • (Sandler / TAS etc.
  • Bachelors degree or equivalent preferably in IT related discipline


  • Significant ‘direct touch’ experience in selling to the German commercial sector
  • Experience positioning and selling enterprise solutions to a C-level audience
  • German market, Industry and or company knowledge
  • Practical use of Strategic Selling systems using a predetermined sales methodology
  • Experience or exposure to the development of sales strategies for complex accounts
  • Has a level of vision which goes beyond products and services to understand the complete solution
  • Ability to develop senior level relationships
  • Has the ability to demonstrate creative thinking
  • Can present effectively to small and large groups
  • Is a highly motivated, results orientated goal achiever 
  • Evidence to support working with channel partners





  • Goal setting (career / personal)
  • Responsive to client needs
  • An effective communicator
  • Successful at adapting to change
  • Attention to detail (both oral and written)
  • Good administrative organization (record keeping, reports)
  • A high level of business professionalism
  • A team selling approach
  • Effective time & prioritization management



Values & Behaviors:

      • Focus on Customers

      • Perform through teaming

      • Innovate

      • Develop our people

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