Sales Lead

1.1 Purpose of the Role

The Sales Lead Germany is responsible for driving ITQ's commercial success in the German market. This role combines business development, account management, and operational leadership of the local sales team to achieve sustainable growth, profitability, and customer satisfaction.

The Sales Lead plays a key role in strengthening ITQ's market position in Germany by acquiring new customers, expanding existing relationships, and building strategic partnerships — across both mid-market and enterprise segments.

1.2 Team Context – ITQ Germany

The Sales Lead is part of ITQ's international commercial organization and collaborates closely with the CCO and other country sales leads. In Germany, the Sales Lead works alongside and provides operational direction to:

• Inside Sales Representative: responsible for indirect business development, partner follow-up, and lead qualification.

• Account Management: responsible for maintaining strong relationships with existing customers, ensuring satisfaction, and identifying upsell and cross-sell opportunities.

• External Calling Agency: engaged for outbound lead generation and cold calling activities.

The Sales Lead ensures alignment and collaboration between these functions, creating a unified and high-performing commercial team focused on growth and customer value.

1.3 Key Responsibilities
1.3.1 Commercial Strategy & Execution

• Translate ITQ's global sales & marketing strategy into a practical commercial plan for the German market.
• Identify and pursue new business opportunities in both mid-market and enterprise segments.
• Structural marketing planning with the MD. Focused marketing based on market trends and/or events.
• Maintain a balanced focus between short-term wins and long-term strategic accounts.
• Drive value-based sales that focus on solving customer needs rather than selling products.
• Ensure consistent follow-up, proposal management, and opportunity tracking in CRM.

1.3.2 Customer & Partner Development

• Build and maintain strong, trust-based relationships with customers and partners at all levels.
• Collaborate with account management to expand relationships within existing accounts and identify new opportunities.
• Develop strategic partnerships that contribute to ITQ's growth in Germany.
• Work closely with technology vendors and marketing on joint initiatives and go-to-market activities.

1.3.3 Leadership & Collaboration

• Lead and coach the local sales and inside sales teams, as well as coordinate external lead generation partners.
• Bring structure, focus, and accountability to commercial activities.
• Foster cross-functional collaboration with marketing, presales, and delivery teams.
• Serve as the primary commercial contact for internal alignment with ITQ's international organization.

1.3.4 Pipeline & Performance Management

• Own the German sales pipeline and ensure quality, progress, and conversion.
• Provide accurate forecasting and regular performance reporting to the CCO.
• Continuously optimize sales processes, reporting, and team efficiency.

1.3.5 Market & Competitive Insight

• Stay on top of market trends, customer needs, and competitor developments in Germany.
• Use market insights to refine propositions and identify new opportunities.
• Contribute to ITQ's visibility and thought leadership in Cloud, Automation, and Modern Platforms.

1.4 Profile
1.4.1 Education & Experience

• Bachelor's or Master's degree (or equivalent experience).
• At least 7 years of experience in IT sales, preferably in consulting or cloud solutions.
• Proven experience in building market presence and leading small commercial teams.
• Demonstrated success in business development with both mid-market and enterprise customers.
• Solid background in value-based and solution selling.

1.4.2 Skills & Competencies

• Strategic thinker with a strong commercial and hands-on mindset.
• Excellent communication and relationship-building skills at all organizational levels.
• Coaching and collaborative leadership style.
• Strong analytical, organizational, and reporting abilities.
• Entrepreneurial, proactive, and growth-oriented.
• Fluent in German and English (Dutch is a plus).

1.5 Success Criteria

• ITQ's commercial presence and brand in Germany are growing and recognized.
• The sales pipeline is healthy, predictable, and well-managed.
• Customers perceive ITQ as a trusted, value-adding partner.
• The German commercial team operates as a cohesive, high-performing unit.
• Sales performance is transparent, consistent, and improving.

1.6 What ITQ Offers

• Work within a leading international IT consultancy focused on Cloud, Automation, and Modern Platforms.
• High degree of ownership and entrepreneurial freedom.
• Collaboration with top experts in cloud and infrastructure technologies.
• A people-centric culture emphasizing trust, quality, and innovation.

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