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
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Karl Knabe
Key Account Manager – Southern Germany, Austria & Switzerland
Karl has been working in IT for over 25 years. After graduating with a master’s degree in Business Administration, Psychology & Geography, he worked as a Key Account Manager for international companies with a focus on collaboration and IT governance. In his current position at Beta Systems, he is responsible for the distribution of the Identity & Access Management solution Garancy in southern Germany, Austria and Switzerland.
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.
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