As Sales Director (m/f/d) for Central Europe, you are responsible for driving sustainable revenue growth across Austria, Switzerland, Poland, CEE and South Tirol by leading and developing Indirect Sales Teams (Account Managers, Regional Sales Directors, Channel Managers, ISV Account Managers). You report directly to the Regional VP Sales DACH and work closely together to define, execute, and evolve the regional sales strategy.

Your Responsibilities:

• Execute the company’s commercial strategy across Central Europe, ensuring consistent growth and market expansion.
• Lead, develop, and motivate your Sales teams to achieve and exceed regional revenue targets.
• Own regional forecasting, pipeline health, and KPI performance, ensuring accuracy and predictability.
• Work closely with Marketing and Professional Services to define and execute programs that support regional growth objectives.
• Continuously evaluate and monitor processes to ensure smooth operations and strong team cohesion.
• Provide coaching, mentoring, and training to team members to enhance their sales skills and overall performance.
• Conduct sales workshops and educational seminars for the channel to drive business growth.
• Monitor key performance indicators (KPIs) to assess the success of individual team members and the overall team.
• Support the team in identifying partners that are interested in and capable of successfully selling DocuWare solutions.
• Assist the team in convincing potential partners of the benefits of the DocuWare partner system and in closing standard partner agreements.
• Develop business opportunities through the channel, including the creation and implementation of business review plans.
• Collaborate with sales representatives and professional services staff to identify new business opportunities and increase annual sales.
• Work closely with the team and partners to qualify potential customers, assess their needs, and guide them from pre-sales consultation to deal closure.
• Maintain, analyze, and utilize territory records and other information to efficiently organize, plan, execute, and measure results.

• You have completed training in a leading sales methodology (SPIN, Sandler, Challenger Sales, Miller Heiman, or equivalent) or hold a university degree or equivalent qualification.
• You bring several years of successful experience in solution sales in the software sector, and have consistently met or exceeded your sales targets.
• You possess above-average technical and computer skills and can competently demonstrate software functionalities. Entrepreneurial thinking is also one of your strengths.
• You have solid leadership experience, including building and managing sales teams, coaching individuals, and driving performance through structure and accountability.
• You understand how to design and optimize marketing and sales funnels to drive lead generation, nurturing, and conversion in a B2B environment.
• You are experienced in evaluating and implementing lead generation systems and can generate high-quality leads with strong conversion rates for both direct sales and partner channels.
• You have excellent communication and presentation skills and can collaborate effectively with partners, customers, and internal stakeholders.
• You possess outstanding organizational skills and can prioritize tasks, manage time efficiently, and meet deadlines effectively.
• You have a passion for learning and development and are willing to acquire new skills, knowledge, and competecies to succeed in your role.
• You are based in Switzerland or Austria and are fluent in German, the primary business language of the region. You are also proficient in English.

There are many great reasons to join DocuWare - our company culture is only one of them.
 As part of the DocuWare team, you will benefit from many advantages:

• Globally distributed, international teams: You will find our teams working in Germering, New York, Sofia or other worldwide locations.
• Flexible work location and hours: You work hybrid and you have the flexibility to arrange your own working hours.
• Individual support: After an intensive induction, you will receive regular training tailored to your needs (e.g. conferences internal team building measures).
• Well-earned rest: 35 vacation days per year.
• Team spirit: Regular employee and team events (virtual or on-site) ensure excellent collaboration with colleagues around the world.
• Sustainability and social commitment: DocuWare stands for paperless work and supports volunteer organizations and local sports clubs.
• We offer a stable job with a well established and growing company.
• We only use the latest technologies - find out more on Stackshare.
• 30 Days Work from Abroad: Experience international opportunities and broaden your horizons.
• Buddy Program: You'll be paired with a buddy, who will support you during your onboarding and offer valuable tips.

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Patricia Nigemeier 
Specialist Recruiting & Employer Branding