Sales Lead (w/m/d)

tecRacer Germany GmbH
Hannover

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Details zur Stelle

Qualifikationen

Preisgestaltung
Vertrieb
Informationssysteme
AWS
B2B Sales
Erfahrung in der IT
Wirtschaft

Vollständige Stellenbeschreibung

Hannover, Niedersachsen, Deutschland

Sales

Jobbeschreibung

The Sales Lead is responsible for the strategic and operational management of sales at tecRacer. The goal is to achieve revenue targets, expand customer relationships, and drive the company’s growth through effective sales strategies. The Sales Lead works closely with the Business Units, the Marketing Lead, and other Service Hubs to identify and capitalize on sales opportunities and to secure long-term customer partnerships.

Tasks

Revenue Ownership & Growth Strategy

Full ownership of company-wide revenue performance, including pipeline health, conversion, and target achievement.

Definition and execution of a scalable, data-driven Go-to-Market strategy aligned with company growth objectives.

Identification and prioritization of high-value market opportunities, segments, and strategic accounts.

Continuous optimization of pricing, deal structures, and commercial models in close alignment with leadership.

Enterprise Sales & Key Account Leadership

Ownership of top-tier strategic accounts and large deals, acting as executive sponsor in critical customer engagements.

Leadership of complex deal cycles, including negotiation of high-value and multi-stakeholder contracts.

Building long-term, trust-based relationships with C-level stakeholders on client side.

Ensuring systematic expansion of key accounts (land & expand, cross-/upsell).

Commercial Operating System & Performance Steering

Establishment of a high-performance sales operating system (pipeline governance, forecasting accuracy, KPI tracking).

Driving transparency and predictability of revenue through structured reporting and clear performance metrics.

Ownership of sales planning cycles (quarterly/annual) and contribution to overall company planning.

Cross-Functional Revenue Engine

Close alignment with Marketing, Delivery, and Product to build an integrated revenue engine.

Co-development of scalable offerings, packages, and value propositions with Business Units.

Ensuring tight coupling between demand generation, sales execution, and delivery capacity.

Driving cross-selling and account orchestration across units.

Sales Leadership & Capability Building

Leadership, development, and scaling of a high-performing sales organization (hunters, farmers, account leads).

Clear performance management including targets, incentives, and accountability structures.

Coaching of senior sales talent and role-modeling executive selling.

Building a strong performance culture focused on ownership, execution, and results.

Market Positioning & Thought Leadership

Active contribution to positioning the company as a market leader (e.g., AWS thought leadership, strategic partnerships).

Representation of the company in key client, partner, and industry engagements.

Translation of market trends into commercial opportunities and strategic initiatives.

Stellenanforderungen

Degree in Business Administration, Information Systems, Computer Science, or comparable qualification

Strong commercial acumen

8 - 12+ years of experience in B2B sales, ideally in IT services, cloud, or digital transformation with proven new business track record.

Proven track record of owning and delivering significant revenue growth in complex B2B / enterprise environments

Strong success in closing high-value, multi-stakeholder deals and acquiring strategic accounts

Deep expertise in value-based selling, pricing, and margin-driven negotiations

Experience in building and steering scalable sales organizations with clear performance accountability

Strong consultative selling skills with C-level engagement and influence

Solid background in IT services, cloud, or digital transformation businesses

Ability to operate confidently at C-level

Strong entrepreneurial mindset with high ownership mentality.

Fluent German and English (C1)

Jetzt bewerben

Jobbeschreibung

Tasks

Revenue Ownership & Growth Strategy

Enterprise Sales & Key Account Leadership

Commercial Operating System & Performance Steering

Cross-Functional Revenue Engine

Sales Leadership & Capability Building

Market Positioning & Thought Leadership

Stellenanforderungen

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