Sales Manager ATM Systems (all genders)

FREQUENTIS Deutschland GmbH; Karlsruhe; On-site; EUR 90,000 - 130,000; Full time

Benefits offered by this job

30 days annual leave

Gym access

JobRad bicycle leasing

Flexible working hours

Job summary

FREQUENTIS COMSOFT GmbH in Karlsruhe seeks an experienced Senior Sales professional to expand international software and system solutions in Air Traffic Management. You will drive opportunities from engagement to contract, advising customers on digitalization, automation, and AI, while collaborating across global teams.

Ideal candidates bring B2B software sales expertise, strong communication and negotiation skills, and a passion for safety-critical, high-impact aviation technologies.

Qualifications

• Degree in a technical, scientific, business-related, or comparable field.
• Several years of proven experience selling complex software, platform, or system solutions in a B2B environment.
• Experience in solution selling, consultative selling, or value-based selling of complex solutions.
• Ideally, knowledge in Air Traffic Management or related safety-critical industries.
• Strong interest in AI, machine learning, automation, cybersecurity, and data analytics.
• Ability to understand complex customer requirements and develop technical and business solutions.
• Experience developing business cases and presenting ROI.
• Comfort discussing technical topics with customers and stakeholders.
• Understanding safety-critical and mission-critical software challenges (safety, security, regulatory).
• Entrepreneurial thinking and market awareness.
• Excellent communication, presentation, and negotiation skills.
• Experience working in international and intercultural teams.

Responsibilities

• Expand international sales activities in ATM and achieve order intake and growth targets.
• Develop and implement strategic sales approaches for software, platform, and system solutions in aviation.
• Manage complex sales opportunities, tenders, and transformation projects from engagement to contract award.
• Advise customers on digitalization, automation, data integration, AI, and future ATM concepts.
• Identify challenges and develop solutions with Product Management, Engineering, and domain experts.
• Position solutions as enablers for digital transformation of ANSPs, airports, and aviation bodies.
• Build understanding of customer processes and regulatory framework governing air traffic control.
• Develop compelling value propositions and business cases for mission-critical software and systems.
• Identify market trends and opportunities in AI, data-driven operations, automation, cybersecurity, and digitalization.
• Build and maintain relationships with executives and stakeholders and collaborate with international teams on growth strategies.
• Own pipeline, opportunity, and forecast management with modern CRM/data-driven sales processes.

Skills

Sales

Strategic selling

Value-based selling

Communication

Negotiation

International collaboration

English (business)

German (advantage)

Education

Degree in technical/scientific/business field

Job description

Karlsruhe FREQUENTIS Comsoft GmbH From now on Full time

Even though we maintain our feet on the ground, our second home will always remain in the sky. As a medium-sized IT company situated in Karlsruhe Germany, developing tailored solutions for global air traffic control authorities is our forte. Our contribution to Flight security, can be found in our systems that operate at various flight control centres and airports, located in more than 80 countries of the world. FREQUENTIS COMSOFT is part of the successful Frequentis group, situated in Vienna, Austria. More information about us on our Youtube Channel.

Key Tasks

• Responsibility for sustainably expanding our international sales activities in Air Traffic Management (ATM) and achieving order intake and growth targets.
• Development and implementation of strategic sales approaches for innovative software, platform, and system solutions in the aviation environment.
• Active management of complex sales opportunities, tenders, and transformation projects, from initial customer engagement through successful contract award.
• Advising customers at management and specialist levels on digitalization, automation, data integration, artificial intelligence, and future ATM concepts.
• Identifying operational, technological, and business challenges and developing sustainable solutions together with Product Management, Engineering, and domain experts.
• Positioning our solutions as strategic enablers for the digital transformation of ANSPs, airports, and other aviation organizations.
• Building a deep understanding of customer processes, operational workflows, and the regulatory framework governing air traffic control.
• Developing compelling value propositions and business cases for mission-critical software and system solutions.
• Identifying market trends, customer requirements, and new business opportunities in AI, data-driven operations, automation, cybersecurity, and digitalization.
• Building and maintaining strong customer relationships at executive, management, and specialist levels, while collaborating closely with internal and international teams on long-term growth strategies.
• Taking responsibility for pipeline, opportunity, and forecast management while actively contributing to modern CRM and data-driven sales processes.

Key Qualifications

• A successfully completed degree in a technical, scientific, business-related, or comparable field.
• Several years of proven experience in selling complex software, platform, or system solutions in a B2B environment.
• Experience in solution selling, consultative selling, or value-based selling of complex solutions.
• Ideally, industry knowledge in Air Traffic Management, aviation, defence, public safety, critical infrastructure, or comparable safety-critical industries.
• A strong affinity for future technologies such as artificial intelligence, machine learning, automation, cybersecurity, and data analytics.
• An interest in understanding complex customer requirements and developing suitable technical and business solutions.
• Experience in developing business cases and presenting value and return on investment persuasively.
• Confidence in discussing technical topics with customers and communicating relevant insights to different stakeholder levels.
• An understanding of the challenges associated with safety-critical and mission-critical software solutions in terms of safety, security, reliability, and regulatory compliance.
• Entrepreneurial thinking, initiative, and a strong sense of market, customer, and business potential.
• Excellent communication, presentation, and negotiation skills.
• Experience working in international and intercultural teams and engaging with a wide range of stakeholders.
• Very good English skills; German language skills are an advantage.
• Willingness to travel internationally.

Our Values

At Frequentis Comsoft, we are convinced that people deliver their best results when working in a company that suits them. Our employees all want to make a difference and to take responsibility for their work. We also firmly believe that as a company, we are stronger when people from diverse backgrounds actively contribute to the business. In addition to professional qualifications, we rely on good ideas, commitment and personal responsibility. We are always seeking bright minds, experts and lateral thinkers of every type, all of whom share an enthusiasm for making global air traffic even safer.

We offer attractive employee packages, where financial rewards are just as important as other benefits, including a 30-day annual leave allowance, sports and health programs, and JobRad bicycle leasing. The work-life balance of our employees is particularly important to us. We believe that private and family needs should be fully compatible with the daily work routine and that our employees should feel able to meet personal commitments even during standard working hours. This is another reason why flexitime and virtual working models come as standard at Frequentis Comsoft. In addition, our spacious and quiet offices, in which a maximum of four colleagues sit together, provide a calm and productive working environment. We are also guided by the principle of "healthy mind in a healthy body". Our staff can train before or after work in our in‑house gym or participate in sports courses. In addition, we regularly participate in various sports activities to promote team spirit and celebrate shared successes. A range of annual parties and events - for example, on our beautiful roof terrace - strengthen our sense of corporate community.

FLEXIBLE, FAMILY FRIENDLY LIVELY, OPEN PERMANENT INTERNATIONAL COMPANY OFFICES WITH
ROOFTOP FREE CORPORATE EASY ACCESS

WORKING HOURS CULTURE EMPLOYMENT CONTRACTS CAREER OPORTUNITIES GYM MAX. 4 PERSONS TERRACE BEVERAGES EVENTS TO PUBLIC TRANSPORT

Salary Your individual salary is based on your professional experience and qualifications and is part of our attractive total package.

At Frequentis we don't just create innovations,
we create a kind of wonder
to make the world a safer place.