Account Executive / Enterprise Account Executive

5 - 7 years experience  • 

Salary depends on experience
Posted on 05/24/18
Columbus, OH
5 - 7 years experience
Salary depends on experience
Posted on 05/24/18

ABOUT THE JOB
The Account Executive is responsible for using a consultative solution selling approach to grow and develop Software AG's business in a given territory or account base (geography, set of industries, or combination thereof). The Account Executive focuses on a set of 20-30 assigned accounts that she/he proactively covers to generate new opportunities and license revenue. She/he effectively covers other accounts in his/her area by building and coordinating partner relationships, as well as leveraging demand generation activities.

 

ABOUT YOU

Tasks and Responsibilities:

  • The Account Executive is part of a virtual sales team along with other Software AG lines of business and is responsible for selling the entire Software AG solutions portfolio in her/his territory.
  • 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.

 

Academic Degree: 

  • BA/BS degree or equivalent and familiarity with internet technologies.
  • Basic understanding of BPMS, SOA, B2B and EAI Technology and marketplace.
  • Other languages may be an advantage.

 

Professional Experience in year(s):  5

 

Special Knowledge:

  • Working directly or with the Partner Manager, builds & coordinates partnerships with top partners to generate incremental revenue opportunities.
  • Develop and maintain a Territory plan and pipeline to meet and exceed assigned quota.
  • Qualify, create, develop, control and close new opportunities.
  • Adopt the appropriate methodology to selling.
  • Accurately forecast and report on opportunities within the assigned territory.
  • Create an environment of collaboration with both the customer and virtual sales team.

 

IT Skills:

  • Create constructive tension and challenge the customer with their knowledge of customer & industry insight.
  • Teach customers insights & tailor solutions to challenge their approach to key corporate priorities and create a value proposition
  • Take control of the sales process rather than simply following the customer's process.
  • Build key management relationships with focus on new opportunities, customer success and satisfaction, resulting in referenceable accounts and positive brand/company awareness.
  • Identify stakeholders and sponsors and customer references.

 

Languages:

  • Manage complex sales cycles, utilizing internal and external resources as appropriate.
  • Engage with cross-functional resources to drive Software AG Sales.
  • Maintain basic understanding of BPMS, SOA, B2B and EAI Technology and marketplace.
  • Develop new solutions and supports others in solving complex problems in the sales process.
  • Use structured and methodical approaches to develop solution.
  • Prior industry experience selling software based solutions into a specified territory, specifically into targeted new name accounts with deal sizes that range from €50K - €1M+.

 

Additional Requirements/ Soft Skills:

  • 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 your industry's customers' business, needs, challenges and expectations.
  • Ability to drive deal size and is able to carry out detailed ROI analyses.
  • Is target and success oriented.

 

WHAT YOU CAN EXPECT

  • The employees are smart, friendly and welcoming
  • Free underground parking – never get wet or shovel snow
  • Health Insurance starts your first day on the job
  • Three weeks paid vacation & three weeks paid sick leave
  • 10 paid holidays (including a floating holiday and a community service day)
  • 401(k) Plan with up to 5% employer match
  • Business Casual office
  • Kitchen on every floor with cable TV – also, subsidized snacks & cold drinks
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