• Betreuung des gesamten Vertriebszyklus vom Erstkontakt bis hin zum Vertragsabschluss • Eigenverantwortliche Bestandskundenpflege und Neukundenakquise • Übernahme von repräsentativen Aufgaben, z. B. bei Kundenveranstaltungen oder Messen

• Qualifizierte Erstgespräche führen • Beziehung und Vertrauen aufbauen • Beratungsgespräche führen & Abschlüsse erzielen

• Generate new business via cross-sell and upsell — identify, qualify, and close new opportunities within existing accounts • Prospect and engage net-new contacts and decision-makers inside client organizations, including those unfamiliar with Hanover • Lead the full sales cycle for new opportunities (outreach, discovery, solution design, proposal, negotiation, and close) • Develop deep understanding of client priorities and industry trends to identify high-impact growth opportunities • Design research-driven solutions that address client challenges and support strategic objectives • Collaborate cross-functionally with Content and Account Management teams to develop creative ways expand relationships within key accounts • Develop and execute strategic account plans that drive revenue, strengthen partnerships, and improve retention • Provide consultative insights that position Hanover as a trusted advisor and thought leader • Consistently demonstrate executive presence, sales acumen, and strategic thinking to influence client decisions

• Territory & Opportunity Management: Develop and execute a strategic territory plan to exceed annual sales quotas. Build and maintain a robust pipeline of 3x-4x coverage through self-sourced prospecting and marketing-led leads. • Full-Cycle Sales Execution: Lead the entire sales process from initial discovery and qualification to negotiation and commercial close. Navigate complex buying centers involving Operations, IT, Engineering, and Finance stakeholders. • Solution Selling: Articulate the value of the Unity platform—including SCADA, EMS, and Asset Performance Management (APM)—to solve critical challenges in asset availability, compliance, and revenue optimization. • Strategic Account Development: Cultivate relationships with key decision-makers at target accounts (IPPs, Utilities, Asset Managers). Map out organizational structures to identify champions and economic buyers. • Cross-Functional Collaboration: Partner with Solution Engineers to deliver compelling demos and Proof of Concepts (POCs). Collaborate with Marketing, Product, and Customer Success teams to ensure alignment between customer needs and our roadmap. • Forecasting & Hygiene: Maintain rigorous CRM (Salesforce) hygiene. Provide accurate weekly, monthly, and quarterly forecasts to leadership.