Senior Sales Specialist

We are looking for a highly motivated and results-oriented Senior Sales Specialist with German to join our team in Germany, focusing on developing new business opportunities within the Retail sector and adjacent industries. This role involves active sales, prospecting, and building new business opportunities within the IT services and nearshoring sector. 

The candidate should have hands-on experience in selling IT services, a strong network in the DACH region, and the ability to create long-term value through an authentic, consultative sales approach. 
This is a field-based role, requiring approximately 75% travel for client meetings, events, networking, and onsite visits. 

• Mission: win new logo customers in the DACH Retail market, focusing primarily on mid-sized and large retailers. 
• Territory: DACH region (Germany focus),  
• Industry: Retail & Consumer Goods sector. 
• Internal collaboration: close partnership with Marketing, Delivery, Client Management, and Bid Management teams. 
• Location: The role is based in Germany and requires residency in the region. 

Responsibilities 

Active Sales & Hunting: Identify, engage, and acquire new clients that are in demand for our IT services delivered in a nearshore setup. Drive the entire sales cycle end-to-end: prospecting, qualifying, pitching, negotiating, and closing. Build and manage your own pipeline through research, outreach, and proactive market engagement. Own and deliver the annual new business target (new logo acquisition). 

Client Engagement & Field Activities: Conduct frequent in-person meetings with prospective clients (approx. 75% field work). Represent Accesa at events, conferences, and networking activities across DACH (primarily Germany). Deliver compelling presentations, proposals, and solution pitches tailored to decision-makers. Build strong relationships with multi-stakeholder buying groups within retail organisations (IT, Digital, Procurement, and Business Units). 

Market Knowledge & Consultative Selling: Understand IT departments’ challenges, decision-making processes, procurement flows, and RFP/RFQ structures in German companies. Apply a consultative, customer-centric approach that aligns client needs with Accesa’s service offerings. Navigate complex sales cycles in enterprise environments with professionalism and structure. Demonstrate a strong understanding of German business culture and enterprise procurement dynamics. 

Collaboration & Reporting: Work closely with internal delivery and technical teams to shape accurate, competitive proposals. Track activity, progress, and results through structured reporting and forecasting. Provide insights into market trends, client needs, and competitive landscape. Collaborate proactively with marketing to create tailored campaigns and market penetration strategies for the Retail sector. 

Qualifications

Experience 

• 5+ years of experience in direct sales, preferably in IT services, software development or consulting. 
• Proven track record as a Sales Hunter, generating new business and closing deals. 
• Strong understanding of IT services delivery models and nearshoring frameworks. 
• Existing network within Germany / DACH  
• Experience with B2B sales into the Retail sector in DACH. 
• Experience with managing complex, multi-stakeholder enterprise deals. 
• Strong familiarity with German business culture and enterprise sales practices. 

Skills 

• Fluency in German (C1) and excellent communication in English. 
• Strong negotiation and presentation skills, especially in face-to-face client meetings. 
• Ability to build trust and credibility with senior stakeholders (CTO, CIO, Procurement). 
• High energy, proactivity, and the ability to create opportunities independently. 
• Strategic thinking combined with hands-on execution. 
• Strong organizational skills and attention to detail. 
• Ability to work effectively across multiple internal teams and influence decision-making. 

Additional Information

Enjoy our holistic benefits program that covers the four pillars that we believe come together to support our wellbeing, covering social, physical, emotional wellbeing, as well as work-life fusion.

• Physical Wellbeing: Our wellbeing program includes medical benefits, gym support, and personalised fitness options for an active lifestyle, complemented by team events and the Healthy Habits Club.
• Work-Life Fusion: In very dynamic industries such as IT, the line between our professional and personal lives can quickly become blurred. Having a one-size-fits-one approach gives us the flexibility to define the work-life dynamic that works for us.
• Emotional Wellbeing: We believe that to maintain our overall health, we need to invest in our mental wellbeing just as much as we do in our physical health, social connections or in achieving work-life balance.
• Social Wellbeing: As a growing community in a hybrid environment, we want to ensure we remain connected not just by the great work we do every day but through our passions and interests.