InterviewEmployee

Navigating IAM Success: Working as a Key Account Manager at Beta Systems

Spanning across Southern Germany, Austria, and Switzerland, Karl's daily routine contains of strategic video conferences, interactions with clients, and navigation through the diverse landscape of IAM projects. Patience, diplomacy, and a family-like work environment at Beta Systems shape Karl's journey, where every colleague plays a crucial part.

Interviewee

beta-systems_resources-employee-intervies_karl-knabe.jpg

Karl Knabe

Key Account Manager


When did you start working at Beta Systems? Why did you choose Beta Systems back then?

I started my first day on August 1st, 2017. I wanted to work for a German software company with a good reputation in the market and an exciting and innovative product portfolio.

What are your tasks at Beta Systems?

I am responsible for the sales of our IAM solution Garancy® Suite. My territory covers Southern Germany with Bavaria and Baden-Württemberg, as well as Austria and Switzerland.

What does a typical working day look like for you?

Numerous video conferences with colleagues for coordination, especially in ongoing tenders. Additionally, in sales, we conduct many "speed-dating" sessions with potential customers via video to assess whether and when an IAM project might be forthcoming on the customer's side. We also analyze the motives behind a customer's desire to implement an IAM tool. I visit IAM-specific customer events in Austria and Southern Germany, where CISOs, CIOs, and other colleagues exchange information, establishing initial contacts within companies.

What do you enjoy most about your job?

The variety of different contacts, both on the customer side and within Beta Systems. This requires preparing each conversation individually, making the day-to-day business very diverse.

What do you particularly appreciate about your colleagues?

Despite tight schedules and sometimes differing opinions, there's always time for a quick chat.

What qualities do you need for a job in your field? What challenges are there?

Patience is crucial, given that the sales cycle from acquisition to completion can span 2-3 years. Furthermore, diplomatic skills are essential to harmonize the diverse interests of all parties involved in an IAM project. The considerable time pressure, particularly in tenders, necessitates regular updates and motivation for all supporting colleagues. Success in winning the IAM project is achieved when everyone is aligned.

What do you like best about Beta Systems as an employer?

We are like a family – everyone knows each other, from reception to the executive level. Beta Systems cares about the well-being and health of its employees – this impressed me from the first day of work!

What 3 words would you use to describe Beta Systems?

Familial, creative, results-oriented.

Share

Further Resources

Success Story
NAV Logo

NAV Reduces Licensing Costs by Replacing CA Spool

NAV output management: Close cooperation between NAV and Beta Systems resulted in new functions for Beta DocZ that enabled the successful replacement of CA Spool.
Insight
bars-b-00017.svg

How Can Effective Output Management Help Companies Strive?

In today’s fast-paced business environment, managing the flow of information is crucial for any organization’s success. This is where output management comes into play – a term that might not be familiar to everyone but plays a central role in the efficiency and effectiveness of business operations. This article aims to give insights on output management, exploring its definition, importance and benefits for companies.
Insight
bars-a-00033.svg

Does Your Mainframe Output Management Solution Cost You More Than It Should?

Are you thinking about replacing your existing Broadcom CA Spool or CA View system? We can help you cut costs significantly!