About the Role
The secure supply of energy and water is one of the most important foundations of our society. Accordingly, the requirements for protecting energy suppliers, network operators, municipal utilities, waterworks and other critical infrastructure are high. To expand this business area nationwide, we are looking for several experienced sales specialists with in-depth industry experience in the KRITIS environment, particularly in the energy and water industries.
Responsibilities
•Actively acquire new customers in the KRITIS environment, particularly energy suppliers, network operators, municipal utilities, waterworks and other companies in the utility sector.
•Systematically expand KRITIS business in the assigned sales territory.
•Build and maintain long-term relationships with decision-makers, security managers, technical directors, procurement and executive management.
•Advise customers on comprehensive, interconnected and future-oriented security concepts.
•Analyze customer-specific threats, operational requirements and existing security structures.
•Develop individual security solutions together with operational and technical departments.
•Use CIBOTICS as an interconnected platform solution for designing, presenting and implementing comprehensive security solutions.
•Advise on combined solutions involving security personnel, technology, artificial intelligence, robotics, mobile security systems and a 24/7 emergency call and service control center.
•Present the portfolio of services to customers, at industry events and at industry meetings.
•Manage the entire sales process, from initial contact through needs analysis, concept development and quotation preparation to contract signing.
•Support subsequent implementation in close cooperation with operational and technical departments.
•Process and support tenders and complex procurement procedures.
•Monitor market requirements, security developments and investment plans in the energy and water industries.
•Actively contribute to the strategic development of the nationwide KRITIS business area.
Requirements
Essential:
•Several years of sales, consulting or project experience in the KRITIS environment.
•Demonstrable knowledge of and contacts in the energy or water industries, for example with energy suppliers, network operators, municipal utilities, waterworks or comparable infrastructure companies.
•Experience with security, technology or infrastructure solutions that require explanation.
•Understanding of the specific operational, technical and security-related requirements of critical infrastructure.
•Technical understanding and the ability to communicate complex and interconnected platform solutions clearly and convincingly.
•Experience with longer decision-making processes, tenders and project-based sales.
•Enjoyment of introducing modern technologies to customers and supporting security concepts from the initial idea through to implementation.
•Independent, structured and results-oriented working style.
•Strong communication, negotiation and closing skills.
•Confident and professional presence when dealing with industry professionals and decision-makers.
•Willingness to attend regular customer meetings within the relevant sales territory.
•Class B driver's license.
Important: This position is specifically intended for applicants who already have solid experience and contacts in the KRITIS sector. General sales experience without a connection to the energy, water or utility industries is not sufficient for this position.
Nice to have:
•A strong regional network of relevant decision-makers is expressly desirable.
Conditions / Benefits
•Performance-based compensation model consisting of a fixed base salary and performance-related commission.
•The compensation model focuses on the variable commission component; personal sales performance, acquisition of new customers and successful conclusion of sustainable customer projects directly affect total compensation.
•The specific terms of the compensation model will be agreed individually, taking into account experience, existing network, regional market knowledge and demonstrable successes in KRITIS sales.
•A strategically important sales position in a growth market of the future.
•A clearly defined regional sales territory.
•Performance-based compensation with an attractive commission component.
•CIBOTICS, a modern, interconnected platform solution for comprehensive security concepts.
•An exceptionally broad portfolio of personnel-based, technical and digital security services.
•A professionally staffed 24/7 emergency call and service control center.
•The opportunity to actively shape innovative security concepts and implement them with customers.
•Support from experienced departments in security services, security technology, the control center, artificial intelligence and robotics.
•Direct collaboration with operational and technical experts.
•Short decision-making paths and room for own ideas.
•Challenging projects of great social and economic importance.
•Long-term prospects within a nationwide growing corporate group.
