Business Development Manager

About the role

The Business Development Manager, Germany, is positioned as a pivotal leader responsible for establishing and elevating Ajax Systems within the German market. This role demands the strategic application of local market acumen to drive the achievement of ambitious, quantifiable business targets. A core function involves the generation and conversion of high-quality sales pipelines across assigned German territories through proactive engagement. The incumbent will design and deliver customized value propositions that effectively bridge the gap between Ajax technological strengths and partner or customer requirements. Daily activities center on conducting precise discovery sessions to uncover latent needs and map complex decision-making hierarchies. Success is also measured by the ability to analyze competitive landscapes, negotiate mutually beneficial partnership frameworks, and accurately forecast revenue to optimize resource deployment. The position requires the presentation of compelling solution roadmaps to validate product-market fit and secure definitive stakeholder commitment from both internal leadership and external partners.

Key facts

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Location: Germany

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Engagement: Full-time, Remote

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Compensation: EUR 55,000 to EUR 70,000 annually

What you'll do

• Establish and fortify the Ajax brand footprint in both nascent and mature German regions to uncover and cultivate high-value account opportunities.
• Architect highly tailored commercial value proposals that align the functional strengths of Ajax products with the specific demands of partners and end-customers.
• Conduct comprehensive discovery sessions to clarify intricate customer requirements, latent needs, and formalized decision-making processes.
• Negotiate and formalize strategic agreements with partners that clearly delineate roles, responsibilities, and shared performance objectives.
• Analyze and map current and emerging competitor positions to articulate distinct Ajax benefits and quantifiable pricing advantages.
• Track critical pipeline metrics, forecast revenue with precision, and provide insights that guide the strategic allocation of company resources.
• Present detailed solution roadmaps to internal and external stakeholders to objectively validate solution fit and secure multi-level stakeholder buy-in.
• Negotiate contract terms and commercial conditions that balance demanding customer expectations with the preservation of sustainable business margins for Ajax Systems.
• Monitor market dynamics and competitor activity in Germany to identify new opportunities and inform strategic adjustments to the local go-to-market plan.
• Collaborate closely with internal teams, including Product Management and Technical Support, to ensure consistent messaging and resolution of complex customer inquiries.
• Develop and maintain a deep understanding of the German security market landscape, including regulatory environments and customer procurement trends.
• Serve as the primary point of contact for key strategic partners, ensuring alignment on objectives and fostering long-term collaborative relationships.
• Leverage data analytics to assess the effectiveness of sales activities and continuously refine the approach for maximum impact in the German territory.
• Act as an ambassador for Ajax Systems, promoting a culture of innovation, reliability, and excellence in security solutions.

Requirements

• Bringing a proven track record of three to five years in dedicated business development or progressive sales roles within the technology or security sectors.
• Demonstrated success operating across diverse EMEA regions, with specific comfort in navigating the complexities of managing time zones and cultural nuances.
• Achieving professional fluency in both German and English to ensure precise communication during discovery, negotiation, documentation, and presentation phases.
• Holding the right to work and reside in Germany without sponsorship requirements, as the role is based in the region and operates remotely in alignment with local regulations.
• Committing to a full-time schedule that aligns with Central European Time zone expectations for availability during standard business hours.
• Exhibiting a high level of ownership and accountability for personal performance metrics and the collective success of the assigned territory.
• Adhering to the ethical standards and compliance protocols established by Ajax Systems, including the protection of confidential company and customer information.
• Displaying resilience and adaptability in a fast-paced environment where targets and market conditions may evolve rapidly.
• Communicating effectively with internal stakeholders to ensure timely support and alignment on strategic initiatives impacting the German market.
• Maintaining a thorough understanding of the Ajax product portfolio, including intrusion protection, video surveillance, fire and life safety, and automation solutions.

Nice to have

• Preferred items are not specified in the provided source documentation for this role.

Practical notes

• Hours: Full-time commitment is required.
• Travel: No business travel is specified in the source material for this position.
• Visa: No specific visa sponsorship information is provided in the source material.
• Deadlines: No application deadline or submission timeline is outlined in the source material.