Enterprise Account Manager

Role

Location: Switzerland or Germany (you will work outside your country of residence) Scope: Building and developing your own enterprise account portfolio Compensation: Fixed salary + performance-based sales commission

Interview and resumes: both in German and English

Mission of the Role

Responsibility for the structured development and expansion of enterprise customers in the field of Customer Identity Access Management (CIAM) and Partner Identity Access Management (PIAM) in a highly regulated environment.

The focus is on a few, specifically selected organizations with high strategic potential.

The role stands for building your own account portfolio – long-term, systematic, and with clear responsibility for success.

Market Environment and Requirements

The target market is clearly defined and limited. The focus is on selected organizations with complex requirements and high relevance for identity and security architectures.

This means:

• No room for opportunistic approaches
• High standards for preparation, precision, and execution
• Every account is strategically relevant

What Should Be Achieved (Outcomes)

• Building your own portfolio of enterprise customers
• Winning and developing complex CIAM/PIAM deals
• Establishing long-term customer relationships with a clear growth path
• High closing quality (commercially and structurally sound)
• Sustainable revenue development through expansion and renewals

Responsibilities (End-to-End)

1. Targeted Account Development

• Identification and prioritization of strategic target customers
• Systematic relationship building in complex organizations
• Development of opportunities over extended periods

2. Opportunity Development (0 → Won)

• Qualification and management of deals according to MEDDPICC
• Building robust business cases
• Navigating complex buying centers (CISO, CIO, IAM, Procurement)

3. Deal Orchestration

• Close coordination with presales, consulting, and partners (VAR / System Integrators)
• Ensuring a consistent and convincing overall story to the customer

4. Partner-Based Implementation

• Projects are realized by partners
• Central point of contact for the customer throughout all phases
• Ensuring that:
  • Expectations are met,
  • Collaboration is structured, and
  • The customer achieves the expected added value.

5. Post-Sales Responsibility

• Continuous management of the customer relationship even after contract signing
• Early identification and addressing of risks in collaboration with partners and delivery

6. Expansion and Renewal

• Building and maintaining structured account plans
• Identification of additional use cases and growth potentials
• Responsibility for contract renewals

Profile

Must-have

• Several years of experience in Enterprise SaaS Sales (ideally 5+ years)
• Demonstrable success in complex, consultative deals
• Experience with structured sales methods (e.g., MEDDPICC)
• Ability to understand complex organizations and build relationships

Additionally Valuable

• Experience in IAM / CIAM / IT Security / Platform environments
• Collaboration with partners (VAR, System Integrators)
• Experience in regulated industries (e.g., Finance, Public Sector, Critical Infrastructures)
• Basic technical understanding (APIs, authentication, identity flows)

What Makes This Role Special

• Clearly defined, high-value target market instead of broad scattering
• Building your own account portfolio – no existing customer base
• End-to-end responsibility across the entire customer lifecycle
• Close collaboration with partners in complex projects
• Focus on quality and sustainability rather than short-term closures

Compensation

• Competitive fixed salary (market-appropriate for CH / DE)
• Performance-based, uncapped sales commission
• Consideration of:
  • New Business
  • Expansion
  • Renewals

Application Note

The role is aimed at individuals who are prepared to build strategic accounts over several years and develop sustainable growth from them.

Direct applications are preferred in both German and English.

Cooperation with recruiting agencies is not intended for this position.

Why us?

By joining our team of highly motivated industry experts, you have the immense opportunity to learn, evolve, and navigate the ever-growing world of cybersecurity with us. Our collaborative company culture and diverse workforce empower you to reach your full potential.