Senior Sales Manager AT - Tieto Caretech (m/f/d)

Tieto; Wien; Hybrid; EUR 90,000 - 130,000; Full time

Benefits offered by this job

Flexible hybrid work model

Job summary

Tieto Caretech is expanding its Strategic Sales & Business Development DACH team to establish a strong Austrian market presence. You will own the commercial customer lifecycle from pipeline through proposals, negotiations and contract signature, while driving growth via renewals and upsell opportunities.

You will build relationships with hospital operators and healthcare providers, manage opportunities, and coordinate with presales, partner management, and product teams to close complex B2B

Qualifications

• Proven enterprise software or healthcare tech sales experience.
• Strong pipeline development and closing complex B2B deals.
• Experience with Austrian public procurement and tenders.
• Fluency in German and English.

Responsibilities

• Own new business in Austria from qualifying target customers through proposals and negotiations to contract signature.
• Build and manage a qualified sales pipeline with accurate forecasting.
• Develop account plans for key accounts and build trusted relationships with executives and clinical leaders.
• Lead commercial negotiations and contract reviews within pricing framework.
• Drive renewals, upsell opportunities and reference customers with Customer Success.
• Collaborate with partners (notably x-tention) and internal teams to win opportunities.

Skills

Enterprise software sales

Healthcare technology sales

Public procurement experience

Negotiation

Strategic account management

Job description

Senior Sales Manager AT - Tieto Caretech (m/f/d)

• Full-time
• Remote Type: Hybrid
• Job Area: Sales and Business Development
• Business Unit: Caretech

At Tieto Caretech you’ll get a chance to provide patients and end users with product offerings that help them in their life, reinventing the world for good. If that sounds interesting, please keep on reading.

About us

Tieto Caretech is modernizing the Nordic health and social care sector with modular, open, and interoperable software. We develop and deliver high quality software solutions and services that enable healthcare and welfare professionals to do their work even better and with higher efficiency - have more time to care.

We are a global team of professionals working on providing products and services to different sectors from intensive care to laboratory and social care. In addition to working closely with our customers, we also have our own products that we build and develop for various fields in society. From enabling healthcare professionals to spend more valuable time with their patients to providing data for professional athletes to achieve even better results, we make all that possible. With us you can build technology for the good of society and make your mark on the health and wellbeing of people in need.

About the role

In the Strategic Sales & Business Development DACH team we are building Tieto Caretech’s go-to-market in Germany, Austria and Switzerland. In DACH, we offer hospitals a phased transformation path towards a modern hospital information system, built on an open ecosystem: the Lifecare Open Platform - combining openEHR for data persistence and HL7 FHIR for data exchange – as a vendor-neutral foundation, our clinical applications, and the Lifecare Data Platform for advanced analytics and AI, so that healthcare organizations keep sovereignty over their data at every step. Our team brings together business development, sales, presales and partner management, and works closely with our central product, development, marketing and customer success teams.

We are now looking for a Senior Sales Manager Austria to our Strategic Sales & Business Development DACH team to focus on turning our market entry into won business. You will own the commercial customer lifecycle in Austria, from pipeline creation and qualification through proposal development, negotiation and contract signature, and continue to drive customer growth through renewals, upsell opportunities and reference customer development. Your daily work consists of building relationships with hospital operators, university hospitals and other healthcare providers, managing opportunities and tenders, and bringing the right experts together around each customer. You’ll work in close collaboration with our Business Developer, Presales and Partner Management – including our strategic partner x-tention – as well as Product Management and Customer Success.

You will report to the Head of Strategic Sales & Business Development DACH. This is a customer-facing role: you will work remotely, be assigned to our Tieto Caretech site in Austria Vienna and travel regularly within Austria.

This role is suited for a professional who enjoys helping build a growing business in a new market and is comfortable working in an entrepreneurial environment.

In this role you will

• Own new business in Austria from qualifying target customers through proposals and negotiations to contract signature
• Build and manage a qualified sales pipeline and maintain accurate forecasting and pipeline reporting in our CRM system
• Develop account plans for key accounts and build trusted relationships with executives, clinical leaders, IT and procurement
• Own customer-specific pricing within our product and pricing framework
• Lead proposals and tender responses and identify, evaluate and prioritize public procurement opportunities
• Win proof-of-concept engagements and orchestrate presales, product and delivery teams around priority opportunities
• Lead commercial negotiations and contract reviews
• Ensure a structured handover to delivery and drive renewals, upsell and reference customers together with Customer Success
• Work closely with our partners, in particular x-tention, on joint opportunities
• Run win/loss analyses and share structured market and customer feedback

We are looking for someone with

• Proven experience in enterprise software or healthcare technology sales
• A strong track record of building pipeline and closing complex B2B opportunities
• Experience with public procurement and tendering processes in Austrian healthcare
• Understanding of healthcare markets and digital transformation in hospitals
• Excellent communication, presentation and negotiation skills
• Ability to orchestrate cross-functional teams across presales, product, delivery and partners
• An entrepreneurial, results-oriented mindset
• Full professional proficiency in German and English

It would be beneficial if you also

• Have experience with healthcare IT, interoperability or data platforms (e.g. openEHR, HL7 FHIR, ELGA)
• Have an established network in the Austrian healthcare ecosystem, e.g. hospital operators or university hospitals
• Have experience with partner-led or channel sales models
• Have experience from hospital, healthcare provider or public-sector environments

AI knowledge requirement

AI literacy is expected for this role. You will be comfortable using approved AI tools to improve quality and productivity in everyday work (e.g., drafting, summarising, analysing, and automating routine tasks). You can write clear prompts/instructions, critically evaluate and validate AI outputs, and apply sound judgement when results are incomplete, biased, or incorrect. You understand and follow company policies and applicable legal/regulatory requirements for confidentiality, privacy, security, and responsible AI use (including not sharing sensitive data in unapproved tools).

What's in it for you?

With us you will be part of the important and meaningful work of developing healthcare for all of us. You have an important mission to make a difference that really matters. In addition, as a company we offer you professional growth, open and friendly culture, and an outstanding work-life balance! We believe that our organizational culture is an important part of enabling you to be successful. We provide a flexible hybrid work model as part of our culture and way of working.

Finally, we also believe in curiosity and learning as a lifestyle. We want to encourage you to keep up that curiosity and deepen your knowledge on topics you're interested in. For example, we host an annual 'Keep Learning Week', a week where everyone at Tieto has the possibility to join different training courses in a truly global setting.

Could you be our new colleague?

If you have any questions regarding this role, please contact the hiring manager @ [[e-mail]]

We perform background checks on all final candidates.

At Tieto, we believe in the power of diversity, equity, and inclusion. We encourage applicants of all backgrounds, genders (m/f/d), and walks of life to join our team, as we believe that this fosters an inspiring workplace and fuels innovation.Our commitment to openness, trust, and diversity is at the heart of our mission to create digital futures that benefit businesses, societies, and humanity.
Diversity, equity and inclusion | Sustainability | Tieto