The opportunity at DTEN
Join a company that is driving innovation, superior design and changing the way people work in the hybrid workplace and the way to teach or learn in the Hybrid classroom. In a world where Video Conferencing and Collaboration solutions have moved from being a nice-to-have, to the highest strategic importance, DTEN’s solutions enable creativity, productivity & engagement through connection. Our workplace embraces inclusion across many global locations with a focus on hybrid and remote work.
The Role
The primary objective in this role is to build and scale the DTEN hardware and services business in the DACH & Eastern Europe Region via a channel sales strategy working closely with reseller and alliance partners. Engaging a close alignment with other regional sales leaders and cross-functional teams, you will set a GTM strategy for the region and execute on defined goals to build the DTEN brand, create & service happy, loyal customers and build and support a DTEN community of loyal partners.
Having a passion for technology and generating productive, profitable business outcomes for our customers and partners, you will create plans to identify high-value opportunities and progress them through to creating happy, loyal customers.
Leveraging your strong analytical and numerical mindset to make positive, timely decisions, you will run a high growth, organized and accurately forecasted business. The ability to navigate the complexities of working with multiple stakeholders and partners is core to success.
Key Roles & Responsibilities:
- Define and execute on an optimal sales & marketing GTM for the region
- Meet and exceed overall business and revenue goals and targets for hardware sales and services revenue streams Engage with distribution partners in the region: supporting their needs to maximise sales opportunities and drive increased awareness of DTEN across the region Expand, develop and support our DTEN community of focus resellers & integrators to scale the DTEN business via channel partners
- Manage key customer relationships and participate in closing strategic opportunities
- Building new and develop existing business relationships with Alliance Partners with the goal to generate growth opportunities that benefit both parties
- Building the brand and reputation of DTEN across the region - strong focus on partner and end-customer success
- Close collaboration with cross-functional teams such as marketing, support and success to achieve goals and targets Timely accurate reporting to Senior Management. Salesforce SalesCloud is used as central CRM platform Taking personal responsibility to remain up to date and informed regarding company products and services, market knowledge, industry trends and competitors. Develop and ensure the execution of sales strategy by making decisions that influence people, process and technology
Skills, Experience, Requirements:
- Significant B2B Sales Experience in the technology sector – must have both channel sales and end-customer engagement experience
- Deep knowledge and strong relationship network within channel ecosystem of distributors, resellers, integrators in the AV / Video Conferencing / UC / space is strongly preferred.
- Self-starter: ability to work remotely and be self-motivated and accountable for growth of the business in the assigned region
- Substantial management and leadership skills and ability to think strategically
- Excellent written and spoken communication skills (for internal and external relations)
- Native German language and fluent English is mandatory. Additional languages are advantageous
- Exceptional relationship building and nurturing skills
- Proven experience of success delivering strong revenue growth in a technology market
- Ability to engage, capture the attention and motivate the regional teams of our key strategic partners to introduce DTEN into their opportunities and accounts.
- Highly collaborative, with ability to work cross-functionally and provide insight to various internal stakeholders across the business
- Highly organized and able to prioritize shifting workloads and responsibilities effectively
- Confidence and business acumen to engage with customers and partners up to C-Level level
- Prepared to perform a wide range of activities, to get things done, go above and beyond, and always showing a positive attitude to move with speed and professionalism
- Must have a private - not shared home office space which has enough space to place DTEN devices for demo purposes
- Must have a clean drivers license and regular access to a car/ vehicle, large enough to transport Hardware screens of at least 55 inches to customers and events
