Account Executive (m/f/d) – Identity & Access Management (IAM)

BAYOOSOFT GmbH; Berlin, Darmstadt, Köln, München; Hybrid; EUR 70,000 - 110,000; Full time

Benefits offered by this job

Flexible hours

Company pension

Bright offices

Free fruit and beverages

Flat hierarchies

Job summary

BAYOOSOFT GmbH is seeking an Account Executive IAM to acquire new customers in regulated industries and guide complex decisions through the sales cycle. You will manage discovery, evaluations, negotiations and closing, while growing partner-driven opportunities in a co-selling model.

You will align with Solution Consulting and Service Engineering, own the end-to-end sales process, and push for business impact with clear metrics. Hybrid work with on-site collaboration is offered.

Qualifications

• Several years of experience in B2B software sales
• Experience with long decision cycles and multiple stakeholders
• Good understanding of IT security or related topics
• Experience with structured sales processes (discovery, evaluation, negotiation)
• Very good German and good English skills

Responsibilities

• Tapping into the market and developing opportunities
• Conducting discovery discussions with clear objectives
• Managing complex evaluation processes in customer environments
• Preparing offers and negotiating price and contracts
• Driving decisions to final closure
• Managing partner growth in co-selling model

Job description

Account Executive (m/f/d) – Identity & Access Management (IAM)

You will acquire new customers for BAYOOSOFT IAM solutions in regulated industries, guide prospective customers through complex decision-making processes, be responsible for discovery, evaluation, negotiation and closing and further develop strategic sales partners in the co-selling model.

Account Executive (m/f/d) – Identity & Access Management (IAM)

We are strongest together as a team – that’s why we work in a hybrid model with at least three days a week on site at the respective location and two days flexibly remotely.

As an Account Executive in the field of Identity & Access Management (IAM), you will be responsible for acquiring new customers for our B2B software solutions that require explanation in highly regulated areas and critical infrastructures.

You navigate the conflicting priorities of IT security, compliance and organizational responsibility and guide interested parties through complex decision-making processes in a structured manner. You will analyze functional, technical and regulatory requirements and bring challenging IAM deals to a successful conclusion.

In close cooperation with Solution Consulting and Service Engineering, you will manage the entire sales process up to the signing of the contract and retain commercial responsibility at all times.

In this role, you will combine active new business development with strategic sales thinking and play a key role in shaping the expansion of our direct and partner sales.

• Tapping into the market & developing opportunities
  • Identification and active approach of potential new customers in defined target markets
  • Systematic development and expansion of your pipeline through targeted outbound and inbound activities
  • Building resilient relationships with decision-makers at specialist and management level
  • Development of new business opportunities – even where no specific need has yet been formulated
• Conducting challenging discovery discussions with clear objectives
• Management of complex evaluation processes in the customer infrastructure
• Development of convincing economic arguments and business cases
• Preparing offers and conducting price and contract negotiations
• Consistently driving decisions forward until they are finalized
• Reliable pipeline and forecast management
• Working towards clearly defined sales targets and independently managing your activities to achieve these targets
• Developing partners as growth drivers
  • Active establishment and further development of strategic sales partners
  • Commercial responsibility for partner-driven opportunities
  • Development and conclusion of joint deals in the co-selling model

Your profile

• Several years of experience in B2B sales of software or IT solutions requiring explanation
• Experience in dealing with long decision-making cycles and multiple stakeholders (business, IT, security, management)
• Good understanding of IT security or comparable security and compliance-related topics
• Experience with structured sales processes (discovery, evaluation, negotiation)
• Very good German and good written and spoken English skills

You understand complex issues clearly and bring them to the attention of decision-makers. You move confidently between technical details and strategic discussions and work independently, reliably and with high quality. You also have a clear drive to win new customers and successfully close deals.

Here’s what you can expect

Diverse teams of co-thinkers and customers who work together collaboratively and as equals

A positive error culture – we celebrate successes and continuously improve our collaboration

BAYOONIVERSITY for experience exchange, training, tech talks and company events

Growing vacation quota with company affiliation

Bright offices, themed meeting rooms, fresh fruit, coffee and cold drinks

Active participation opportunities in exciting and challenging tasks and projects

Flexible working hours and models where no working hours are forfeited (lifetime working time account)

Performance-related pay plus the option of a company pension scheme

Locations with excellent public transport and highway connections

Flat hierarchies in cross-functional teams

About us

The BAYOONET Group, with locations in Darmstadt, Berlin, Munich, Cologne, Ludwigsburg, Höhn, Basel and Mannheim, has been designing customized software and hardware in a wide range of variants for over 25 years. We are one of the top IT companies in Germany and consist of:

Each of our projects incorporates the ideas, visions, creative contributions, and technical expertise of every team member, which makes all the difference.