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

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.

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.

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.

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.

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

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.

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!

Familial, creative, results-oriented.