Sales Manager Benelux & DACH

Company Description
Naviam, formerly ZNAPZ, is a leading European IT service provider specializing in Enterprise Asset Management solutions based on the IBM Maximo product portfolio. As an IBM Gold Business Partner, Naviam is recognized for deep technical expertise and strong delivery capabilities. The company is also a preferred IBM design and development partner, reflecting a close, innovative collaboration with IBM. In 2019, Naviam was awarded by IBM as the best performing Business Partner in the Cognitive Solution category, underscoring its focus on advanced, data-driven solutions.

Professionals joining Naviam can expect a dynamic, technology-driven environment with strong ties to the IBM ecosystem.

Role Overview
We are looking for a Sales Manager with a strong track record in exceeding ARR targets, consultative sales, and expertise in Cloud Managed Services, SaaS, and advanced technology solutions, to drive new business revenue in our European (Be Ne Lux  & DACH) enterprise market.

Key Responsibilities

Lead and manage the full sales lifecycle, from targeted lead generation through to contract negotiation and successful deal closure.

Proactively identify, engage, and secure new enterprise accounts across strategically targeted industry verticals.

Employ a consultative, value-based sales approach to deeply understand client challenges and align tailored technology solutions.

Collaborate closely with Inbound Marketing and Business Development Representatives (BDRs) to design and execute ongoing top-of-funnel lead generation campaigns.

Leverage CRM platforms to maintain an accurate and dynamic sales pipeline, ensure disciplined bid management, and support reliable forecasting.

Work in partnership with marketing and product teams to shape and refine go-to-market strategies that resonate with enterprise buyers.

Represent Naviam at key industry events, conferences, and client engagements to elevate brand visibility and reinforce market positioning.

Required Experience

Over 5 years of sales experience in Asset Heavy Industries or proven B2B enterprise sales success with Cloud Managed Services, SaaS, or proprietary technology.

Skilled at managing complex bids and aligning internal teams.

Consistently exceeded €1M+ ARR annual targets.

Strong grasp of consultative sales methods (SPIN, MEDDIC, Challenger).

Proficient in targeted lead generation, outbound prospecting, and multi-touch engagement.

Expert in stakeholder mapping, influence, and cultivating key relationships.

Fluent Dutch and German speaking, communicating and writing required.

General

Duties & Responsibilities

Consistently meet or exceed defined new business KPIs and performance targets.

Ensure all sales documentation is accurate, professional, and compliant with Naviam’s standards and governance frameworks.

Travel to client sites across the region and internationally, as required, to support business development activities.

Prepare and deliver high-quality proposals and sales documents in alignment with Naviam’s Bid Management Process.

Maintain up-to-date and accurate CRM records to support reliable reporting, forecasting, and data-driven decision-making.

Undertake additional duties as assigned by management, contributing to team and company objectives.

Personal Qualities

Demonstrates entrepreneurial flair with the agility to succeed in a fast‑paced, high‑growth environment.

A confident and articulate communicator with strong interpersonal and influencing skills.

Highly organised, proactive, and persuasive, with exceptional time management abilities.

Excellent verbal and written communication skills in Dutch, German and English.

Skilled at articulating and promoting value over price when positioning new business opportunities.

Strategic and tactical thinker, adept at developing and executing winning sales strategies.

Self‑motivated and capable of working autonomously while maintaining strong team alignment.

Adaptable and responsive to evolving client needs and dynamic market conditions.

Possesses strong analytical and problem‑solving capabilities.

Confident in presenting proposals and outcomes to senior stakeholders and executive leadership.

Committed to deliver client satisfaction while driving measurable business performance.

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