Sales Manager ATM Systems

Job Introduction Even though we maintain our feet on the ground, our second home will always remain in the sky. As a medium-sized IT company situated in Karlsruhe Germany, developing tailored solutions for global air traffic control authorities is our forte. Our contribution to Flight security, can be found in our systems that operate at various flight control centres and airports, located in more than 80 countries of the world. FREQUENTIS COMSOFT is part of the successful Frequentis group, situated in Vienna, Austria. More information

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So, are you ready to take off? Key Tasks Responsibility for sustainably expanding our international sales activities in Air Traffic Management (ATM) and achieving order intake and growth targets.
Development and implementation of strategic sales approaches for innovative software, platform, and system solutions in the aviation environment.
Active management of complex sales opportunities, tenders, and transformation projects, from initial customer engagement through successful contract award.
Advising customers at management and specialist levels on digitalization, automation, data integration, artificial intelligence, and future ATM concepts.
Identifying operational, technological, and business challenges and developing sustainable solutions together with Product Management, Engineering, and domain experts.
Positioning our solutions as strategic enablers for the digital transformation of ANSPs, airports, and other aviation organizations.
Building a deep understanding of customer processes, operational workflows, and the regulatory framework governing air traffic control.
Developing compelling value propositions and business cases for mission-critical software and system solutions.
Identifying market trends, customer requirements, and new business opportunities in AI, data-driven operations, automation, cybersecurity, and digitalization.
Building and maintaining strong customer relationships at executive, management, and specialist levels, while collaborating closely with internal and international teams on long-term growth strategies.
Taking responsibility for pipeline, opportunity, and forecast management while actively contributing to modern CRM and data-driven sales processes. Key Qualifications A successfully completed degree in a technical, scientific, business-related, or comparable field.
Several years of proven experience in selling complex software, platform, or system solutions in a B2B environment.
Experience in solution selling, consultative selling, or value-based selling of complex solutions.
Ideally, industry knowledge in Air Traffic Management, aviation, defence, public safety, critical infrastructure, or comparable safety-critical industries.
A strong affinity for future technologies such as artificial intelligence, machine learning, automation, cybersecurity, and data analytics.
An interest in understanding complex customer requirements and developing suitable technical and business solutions.
Experience in developing business cases and presenting value and return on investment persuasively.
Confidence in discussing technical topics with customers and communicating relevant insights to different stakeholder levels.
An understanding of the challenges associated with safety-critical and mission-critical software solutions in terms of safety, security, reliability, and regulatory compliance.
Entrepreneurial thinking, initiative, and a strong sense of market, customer, and business potential.
Excellent communication, presentation, and negotiation skills.
Experience working in international and intercultural teams and engaging with a wide range of stakeholders.
Very good English skills; German language skills are an advantage.
Willingness to travel internationally. Our Values At Frequentis Comsoft, we are convinced that people deliver their best results when working in a company that suits them. Our employees all want to make a difference and to take responsibility for their work. We also firmly believe that as a company, we are stronger when people from diverse backgrounds actively contribute to the business. In addition to professional qualifications, we rely on good ideas, commitment and personal responsibility. We are always seeking bright minds, experts and lateral thinkers of every type, all of whom share an enthusiasm for making global air traffic even safer. Benefits

We offer
attractive employee packages, where financial rewards are just as important as other benefits, including a 30-day annual leave allowance, sports and health programs, and JobRad bicycle leasing. The work-life balance of our employees is particularly important to us. We believe that private and family needs should be fully compatible with the daily work routine and t