Territory Account Executive
3 months ago
Our story goes beyond technology. We put people first - employees, customers, and partners. We build strong teams and cultivate relationships that last. We provide incomparable products, solutions, services, and technical excellence for our customers. We are a team of over 5,000 colleagues across 70+ countries who value inclusion, integrity, and innovation. Our size means everyone has an impact and every voice is valued.
_We are big enough to compete and small enough to care. _Be you, join us.
In the sales process, the Account Executive acts as a strategic advisor for customers and prospects, using consultative and value-based and outcome based selling techniques and interacting with C level executives in the process. The Territory Account Executive will need to effectively leverage internal and external stakeholders to successfully generate qualified opportunities, win new business and expand Software AG’s footprint in existing customers, establishing a long-term close partnership.- Be able to show a strong track record of overachievement in quota carrying software sales roles and experience of driving large deals $200K+ ACV.- Excitement around hunting greenfield territory (medium and large enterprises) and building your business from the ground up.- Strong focus on delivering customer success with a consultative, outcome-based sales approach.- A highly collaborative team player with company-first mentality—“be a good human” is a core value, meaning we leave our egos at the door and support each other to drive results and win together.
Essential Job Functions- Achieve/exceed quarterly and yearly revenue targets using approved SAG business planning, account management, opportunity management, and monitoring processes tools.- Drive and penetrate new accounts and meet with stakeholders (C level) within accounts selling large-scale collaboration solutions.- Regularly meet with C level in accounts to understand their business needs and key drivers.- Working directly or with the Partner Managers and Partners to generate incremental revenue opportunities, e.g. demand for licenses and related services through a customized, value-led approach.- Develop proactive account planning and execution, including penetration plan, as well as coverage plan.- Create, develop, qualify, control and close new opportunities.- Adopt the appropriate methodology to selling.- Create an environment of collaboration with both the customer and virtual sales team.- Coordinate Software AG resources and partners to successfully manage complex relationships and sales cycles with the assigned customers or prospects.- Educate and inform customers on key market trends, tailor solutions to challenge their approach to key corporate priorities and create value propositions.- Build key management relationships with focus on new opportunities, customer success and satisfaction, resulting in referenceable accounts and positive brand/company awareness.- Understand Software AG’s products, services and competition and increase the value that customers attach to our unique capabilities.- Identify stakeholders, sponsors, and customer references.- Keep current with developments in the market or industry segment.
Skills and Experience required- Extensive experience selling software-based solutions to C level clients, specifically into large accounts with deal sizes £200+ ACV.- Understand and leverage value-based selling.- Proven track record of meeting and exceeding sales quotas.- Excellent presentation skills and interaction with internal/external customers.- Experience developing and presenting clear and concise sales briefings/meetings.- Team player and able to take direction from Sales Management.- Excellent understanding of specific industry’s customers’ business, needs, challenges, and expectations.- Demonstrated understanding of market disciplines, competitive landscape, and current technologies.- Personal commitment, strong leadership skills and experience working in a collaborative environment.- Target and success oriented.
Education- BA/BS degree or equivalent and familiarity with internet technologies.- Basic understanding of Enterprise Integration, IoT, Business Process Management and digital transformation technology and marketplace.
Key Sales Competencies- Account Management- Outcomes based selling- Value Creation- Negotiation Skills- Relationship Building- Commercial Awareness- Energic and tenacious
What’s in it for you?- Earn competitive total compensation and receive comprehensive country-specific medical and other benefits.- Enjoy time and location flexibility with our Hybrid Working Model, which allows a remote workshare of up to 60%. Work anywhere in your country or abroad for up to 10 days per year.- Set yourself up for success in your new role by upgrading your home office space using your one-time hybrid work payment.- Lean on the Employee Assistance Program for support during some of life’s most common but d
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