About the Role
As an Indirect Named Account Manager (iNAM), you will serve as a key strategic partner and enabler for Mitel's Enterprise and Upper Mid-Market customers. In this pivotal role, you will drive growth through a balanced hunter and farmer mindset: proactively identifying and winning new customers while continuously expanding existing customer relationships through targeted upselling strategies and technological expertise.
Key Responsibilities
•New Business Development (Hunting): Independently identify greenfield opportunities and strategically acquire new customers within your assigned industry verticals, always in close collaboration with strategic partners.
•Strategic Account Development: Strengthen and expand existing customer relationships through tailored upselling initiatives, including migrations, upgrades, and the development of customized business cases.
•Full Lifecycle Sales Management: Take ownership of the entire sales cycle, from prospecting and pipeline generation through contract negotiation, deal closure, and ongoing account management.
•Partner Enablement: Build and maintain strong executive-level (C-suite) relationships with partners and customers. Support partners in end-customer projects and in positioning Mitel solutions effectively.
•Pipeline & Forecast Management: Continuously monitor and analyze the sales pipeline, providing accurate forecasting and business reporting to ensure revenue targets are achieved.
•Market Differentiation: Position Mitel as a leading provider of Unified Communications, Contact Center, and Hybrid Collaboration solutions, effectively differentiating offerings from competitors, including within Microsoft Teams integration environments.
•Operational Excellence: Ensure compliance with the GPP program, manage the bid approval process, and maintain accurate records of all sales activities within the CRM system.
The Named Account Manager (iNAM) acts as a strategic partner and trusted advisor for strategic partners' customer base of up to 1,000 users, as well as accounts within the Enterprise segment. In this role, you will actively identify and develop new customer opportunities, working closely with strategic partners to win new business while simultaneously expanding existing customer relationships through targeted upselling initiatives. You will serve as the critical link between Mitel, its partners, and end customers, ensuring sustainable growth and high customer satisfaction through technological expertise and collaborative engagement.
Requirements
•Bachelor's degree in Business Administration, Computer Science, Information Systems, or a related discipline, or an equivalent combination of education and professional experience.
•Several years of proven experience in ICT sales, ideally with a successful track record of acquiring new customers in the Enterprise market.
•Strong sales DNA with a passion for business development and a demonstrated ability to create opportunities in close partnership with channel partners.
•Excellent negotiation skills and the ability to influence and engage decision-makers at the executive (C-level) level.
•Strong analytical capabilities to evaluate market dynamics and effectively prioritize sales activities.
•Outstanding presentation, negotiation, and communication skills in both German and English.
•Willingness to travel within the assigned region to maintain a strong presence with partners and customers.
•Solid understanding of IP architectures, hybrid cloud environments, UCaaS, CCaaS, and SIP technologies.
•Proficient in CRM platforms (e.g. Salesforce) and digital sales tools (e.g. LinkedIn Sales Navigator).
