Regional Sales Director DACH

<p>Over the past 15 years, we have seen a shift in the focus of business models across every industry – from selling physical products via one-time transactions to monetizing services via ongoing customer (aka subscriber) relationships. This is the “Subscription Economy” a phrase coined by our CEO, Tien Tzuo, he even wrote the book on it: <a href="https://www.zuora.com/subscribed/author/">Subscribed</a>.</p> <p>Companies have realized that the path to growth going forward is to establish direct, digital relationships with their customers, and monetize these relationships through an ever growing set of digital services. </p> <p>Our vision is simple: we call it “The World Subscribed.” It’s the idea that one day every company will join the Subscription Economy -- <a href="https://www.ubs.com/global/en/wealth-management/our-approach/marketnews/article.1525238.html">a $1.5 Trillion opportunity</a> by 2025 according to UBS.</p> <p>Our mission: to power the world’s best companies to win in the Subscription Economy.</p> <p> </p> <p><strong>Outline of role</strong></p> <p> </p> <p>Reports to : SVP &amp; GM EMEA </p> <p> </p> <p>Your primary responsibility will be to build out and directly lead our business in the DACH region.  By supporting and driving your sales team to accurately identify, qualify, structure and close opportunities, you will grow our regional business.  Secondly, you will be the figurehead of Zuora’s DACH business, being both the senior business leader to the local team and be the senior external face of Zuora to our partners, customers, prospects and industry commentators. You will collaborate on developing go-to-market strategies for the region with the wider EMEA management team but be responsible for their effective execution.</p> <p> </p> <p><strong>Your deliverables</strong></p> <p>These include, but are not limited to, the following:</p> <ul> <li>Deliver strong, predictable quarterly sales execution.</li> <li>Hire, retain and support high quality AEs.</li> <li>Work with the GM EMEA to develop and execute on the strategy for the region.</li> <li>Drive discipline and operational rigour within the sales team to maximise sales outcomes.</li> <li>Build and maintain a pipeline of suitable sales opportunities across enterprise and strategic accounts.</li> <li>Execute against corporate KPIs, such as vertical, new business or product line strategies.</li> <li>Comprehend and then articulate the latest trends and innovations and weave these into the Zuora value proposition and roadmap.</li> <li>Identify, conceive, model and execute revenue-generating business plans.</li> <li>Lead dedicated resources (sales development, pre-sales, sales, services) within the region.</li> <li>Work with the Alliances Director to form successful strategic long-term partnerships.</li> <li>Work with the Marketing Director to develop successful plans that generate awareness of, and demand/pipeline for Zuora</li> <li>Develop, analyse and present business-related metrics including operating results, forecasts, and other key performance indicators.</li> <li>Work with the Customer Success team to develop a proactive approach to supporting Net Dollar Retention through handling renewals &amp; upsell opportunities with existing customers.</li> </ul> <p><strong>Who you are:</strong></p> <ul> <li>A dynamic, high-energy executive with a demonstrable track record of successfully building new business in DACH,  preferably in a SaaS environment and/or with innovative solutions that challenge the status quo.</li> <li>Demonstrable success winning seven-figure, complex enterprise projects, dealing with multiple senior stakeholders and working alongside regional and global Systems Integrators.</li> <li>Flexible and creative thinking, but ultimately with a “do what it takes” mind-set to win business</li> <li>Someone who can demonstrate a high level of intellect to enable the execution of sophisticated sales engagement processes and to introduce complex business transformational positions to customers.</li> <li>An inspirational leader of people. Leading from the front, this person will naturally take the team with them and a ‘high-octane’ drive to success</li> <li>Entrepreneurial, inquisitive, and curious about their customer’s business.  </li> <li>Analytical, at home with collecting and using data.</li> <li>A strong but engaging personality (“presence”) that encourages cross-functional collaboration.  Able to lead through showing not just strength and confidence but humility and integrity as a foundation</li> <li>Natural gravitas when dealing with senior executives both internally and externally.</li> </ul> <p><strong>About Zuora </strong></p> <p>As the Subscription Economy leader, Zuora empowers today’s innovative companies to nurture and monetize direct, digital relationships. Our award-winning multi-product portfolio now includes Zuora Revenue, Zuora Collect and Zuora Central Platform. More recently, we’ve added subscription experience pla