Utimaco IS

Role Description The Inside Sales Manager – North America has overall responsibility for managing sales development, support and maintenance renewals, and operational sales reporting support across the North America region. The role ensures that marketing-generated leads are effectively qualified and converted into pipeline opportunities, existing customers successfully renew maintenance and support agreements, and sales leadership is supported through accurate reporting, pipeline visibility, and CRM process discipline. - Manage MQLs through the entire Sales Qualification Cycle, documenting progress in Salesforce CRM - Lead and manage two Sales Development Representatives assigned to North America East and West regions in addition to managing two Inside Sales Account Executives responsible for renewal business across East and West territories - Own and optimize the Marketing-to-Sales handoff process (MQL to SQL) - Drive support and maintenance renewals, achieving year-over-year retention targets of 95%+ - Oversee daily, weekly, and monthly renewal cycles and maintain renewal forecast visibility - Partner with Sales Leadership, Customer Success, and Finance teams to maximize customer retention and identify upsell opportunities - Support North America Vice President of Sales and Senior Finance Sales Business Partner with sales metrics and reporting activities - Assist in maintaining pipeline integrity and forecasting visibility within Salesforce - Provide weekly sales activity reports, pipeline updates, forecast summaries, quarterly business reviews, and annual sales projections - Ensure Salesforce CRM data integrity, process compliance, and pipeline hygiene standards - Adopt and maintain CRM and ERP systems including Salesforce and SAP for opportunity, quote, and renewal management - Provide input to marketing and sales leadership regarding campaigns, messaging, and sales process improvements - Behave in a professional and ethical manner in all internal and external interactions and comply with company policies and guidelines Position is eligible for variable compensation (commissions). Qualifications - Occasional travel to Utimaco North America offices and company meetings required - Strong collaboration skills across remote and distributed teams required - Position reports to North America Sales Leadership - Experience working within cybersecurity, enterprise software, or infrastructure technology environments preferred - Applicants must be authorized to work in the U.S. for any employer. We are unable to sponsor work visas for this position - Proven track record managing Sales Development Representatives (SDRs) and inside sales team - 7+ years of relevant sales experience - Salesforce (or CRM) experience Requirements - Bachelor’s degree (BA) or equivalent experience (nice to have) - Call center or high-volume sales environment experience (preferred) Benefits - 99% Employer paid premium for Medical, Dental and Vision benefits - 401k Employer Match - FSA and Dependent Care Account - Short-Term Disability, Long-Term Disability, Life Insurance and AD&D - Employee Assistance Program - Generous PTO and Holiday Policy - An open and friendly corporate culture characterized by constructive and collaborative interaction - A flexible working hours model that can be adapted to individual needs

Role Description Support our international Project Management Office remotely or from Stockholm. Gain practical experience alongside your studies and contribute to impactful projects at Utimaco IS GmbH. Your tasks: - Support the Project Management Office (PMO) in structuring and maintaining project governance artifacts (e.g. plans, reports, templates) - Prepare and maintain status reports, dashboards, and meeting documentation (e.g. minutes, action tracking) - Perform structured quality checks on project and product documentation (e.g. completeness, correctness, formatting, compliance with standards) - Support internal quality assurance processes, including preparation of audits and reviews - Support the optimization of PMO and documentation processes (e.g. reducing manual effort, improving clarity) Qualifications - Enrolled student (Bachelor’s or Master’s) in one of the following or a comparable field: - Engineering (Electrical, Computer, Systems, Industrial) - Computer Science / Software Engineering - Basic understanding of: - Product Lifecycle Management (PLC / PLM) - Quality management principles (e.g. documentation control, reviews, traceability) - Project management fundamentals (waterfall, agile, or hybrid) - Ability to understand and structure technical content (hardware, firmware, or secure systems preferred) - Familiarity with documentation tools (e.g. Confluence, SharePoint, Word, Excel) - Very good English skills (German is a plus, depending on team setup) Benefits - Work your way: Early risers and night owls - thanks to a flexible working model you can organise your working day yourself - Culture: An open and friendly corporate culture characterized by constructive and collaborative interaction - Additional perks: We also support you privately - benefit from special payments or additional vacation days on anniversaries or other special occasions. - Secure your future: We provide you with support for your future plans with a company pension scheme (depending on country-specific circumstances) - Diversity: Utimaco is growing and living diversity! Our global team includes colleagues from 42 nationalities and 45 different languages spoken Company Description Utimaco is a worldwide supplier of professional cyber-security solutions and is based in Aachen, Germany. Since 1983, Utimaco develops hardware security modules and compliance solutions for telecommunication provider regulations. Utimaco is a world-market leader in both segments. Customers and partners of Utimaco in all parts of the world trust the company's long-term, proven reliability and investments protection, as well as its many certified IT security standards. Utimaco stands for recognized product quality, user-friendly software, excellent support and trusted high security - made in Germany.

Role Description The Principal PKI Consultant is a senior technical and customer-facing leadership role responsible for designing, advising, and delivering enterprise-grade Public Key Infrastructure (PKI) and cryptographic solutions. This role acts as the subject matter expert (SME) for: - PKI architecture - Certificate lifecycle management - Cryptographic governance - Hardware security module (HSM) implementation - Emerging technologies such as Post-Quantum Cryptography (PQC) Principal PKI Consultant provides technical leadership in complex customer engagements from advisory and architecture design through PKI system deployment and operational transition. This role requires deep technical expertise in: - Enterprise security architecture - Regulatory compliance - Cryptographic standards - Multi-vendor integration In addition to project delivery responsibilities, the Principal PKI Consultant contributes to pre-sales strategy by working closely with Account Managers and executive stakeholders to ensure successful project outcomes and long-term customer success. The ideal candidate for this role must combine deep cryptographic knowledge with strong consulting skills, with the ability to translate complex technical requirements into scalable, secure enterprise PKI architectures. - Lead enterprise PKI architecture design (offline root CA, subordinate CA hierarchy, policy CAs, OCSP, CRL, key management systems) - Design and review Certificate Policies (CP) and Certification Practice Statements (CPS) - Provide governance frameworks for certificate lifecycle management and crypto-agility - Architect secure integrations with IAM, MDM, DevOps, cloud, IoT, and application environments - Lead HSM integration, key ceremony planning, and secure key management processes - Advise customers on regulatory compliance (eIDAS, WebTrust, NIST, ISO 27001, etc.) - Provide technical leadership during customer workshops and executive briefings - Mentor Professional Services Engineers and Consultants - Conduct technical design reviews and quality assurance for PKI projects - Support post-deployment optimization and operational maturity - Drive standardization and documentation best practices Qualifications - Customer Engagements & Solution Architecture - Lead discovery sessions to gather and document detailed customer requirements - Develop comprehensive requirements documents, architecture designs, and solution specifications - Design secure PKI hierarchies (offline root, subordinate CAs, OCSP responders, CRL distribution, key management) - Architect high-availability, disaster recovery, and crypto-agile PKI environments - Develop Certificate Policies (CP) and Certification Practice Statements (CPS) when required - Provide executive-level and technical workshops to stakeholders Requirements - Manage and maintain complete project documentation, including design documents, configuration guides, and operational runbooks - Lead product installation, configuration, integration, and testing activities - Oversee key ceremonies and secure key management processes - Ensure alignment between scope, timeline, deliverables, and customer expectations - Deliver customer training and structured knowledge transfer Benefits - 99% Employer paid premium for Medical, Dental and Vision benefits - 401k Match - FSA and Dependent Care - Short-Term Disability, Long-Term Disability, Life Insurance and AD&D - Employee Assistance Program - Generous PTO and Holiday Policy - An open and friendly corporate culture characterized by constructive and collaborative interaction - A flexible working hours model that can be adapted to individual needs - Professional and personal development through targeted training opportunities