Job Description

About Archer

Archer is a leading provider of integrated risk management (IRM) solutions that enable customers to improve strategic decision making and operational resilience with a modern technology platform that supports qualitative and quantitative analysis driven by both business and IT impacts. As true pioneers in GRC software, Archer remains solely dedicated to helping customers manage risk and compliance domains, from traditional operational risk to emerging issues such as ESG. With over 20 years in the risk management industry, the Archer customer base represents one of the largest pure risk management communities globally, with more than 1,200 customers including more than 50% of the Fortune 500.

Archer provides best-in-class risk and compliance management solutions in an integrated platform to help our clients drive accountability across their internal functions and extended third-party ecosystems. Business users can automate processes, streamline workflows, control user access, tailor the user experience and create reports and dashboards using an intuitive, no-code interface.

Archer has been a market leader for more than 25 years, with a strong history that led to acquisitions by RSA and Dell and most recently by Cinven, who launched Archer as an independent business unit in 2023. You can learn more here: https://www.archerirm.com

Enterprise Business Development Manager

The Enterprise Business Development Manager identifies and develops new opportunities with prospective clients, with a focus on enterprise accounts. Building and maintaining strong partner (alliance and channel) relationships is a key success factor in this role.

Principal Accountabilities & Responsibilities:

• Create and implement a target account and territory management approach, including building and maintaining strong partner relationships to drive growth

• Leverage Archer’s recognition as a market leader for your outbound prospecting efforts. Generate and maintain adequate pipeline coverage given quota and win rates
• Drive and manage complex sales cycles, with multiple stakeholders, from initial contact through to contract signature

• Develop trust by creating high value working relationships with senior stakeholders
• Skillfully overcome objections and remove obstacles to gain commitment
• Negotiate with a focus on maximizing value
• Ensure high forecasting accuracy and consistency. Update CRM tools regularly and in a timely manner, according to company standards
• Build your network and leverage cross-functional resources like Sales Development Representatives, Marketing, Presales, Product Management, Professional Services and Leadership to achieve objectives and maximize results
• Build and maintain a strong knowledge of Archer solutions and services – and key domains including Enterprise Risk Management, Compliance, Audit, Resilience, ESG, IT / Cyber Risk, Vendor Risk and Business / Operational Resilience, etc.

Skills:

• Strong knowledge of SaaS and enterprise software sales methodologies, best practices, and industry trends
• Excellent verbal and written presentation skills
• Proven ability to find, manage and close large, complex deals
• Track record winning new business from executive level buyers and influencers
• Result-driven self-starter with a proven track record of consistently achieving or exceeding sales targets.
• Creative and willing to try new things to overcome obstacles and achieve goals.
• Recognized as – or willing to put the work in to become – a thought leader on GRC solutions and services.

Education & Experience:

• Minimum of 5 years of related experience and proven achievement in a dedicated “hunter” capacity for B2B enterprise software solutions, preferably SaaS.
• Proven track record working with alliance and channel partners
• Fluent in German and English. Able to drive C-Level conversations in both languages.
• Located in Germany, with valid residency and work permits

Other Duties:

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice at management discretion based on business need.

Archer is committed to the principle of equal employment opportunity for all employees and applicants for employment and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Archer are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion, national origin, sex (including pregnancy), age, disability, sexual orientation, gender identity, and/or expression, marital, civil union or domestic partnership status, protected veteran status, genetic information, or any other characteristic protected by federal, state or local laws. Archer will not tolerate discrimination or harassment based on any of these characteristics. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. All Archer employees are expected to support this policy and contribute to an environment of equal opportunity. If you need a reasonable accommodation during the application process, please contact talent-acquisition@archerirm.com. All employees must be legally authorized to work in Germany. Archer participates in E-Verify. Archer and its approved consultants will never ask you for a fee to process or consider your application for a career with Archer. Archer reserves the right to amend or withdraw any job posting at any time, including before the advertised closing date