7-10 years of direct B2B SaaS enterprise sales experience
Fluent in English & French, both professionally
Minimum 7 years of full-cycle sales experience
5 years of experience selling software MFT or API solutions
5 years of experience selling Managed Cloud software products
Demonstrated business acumen with customers
Proven track record of exceeding annual sales quotas
Experience managing lengthy sales cycles of 6 months or more
Responsibilities
Leverage and cultivate relationships with Axway customers to generate new opportunities
Collaborate with internal teams, including C-level executives, to close long sales cycles
Engage with external executives to build trust and meaningful partnerships
Work with management to meet sales KPIs, including quotas and customer satisfaction metrics
Understand Axway's product suite through collaboration with Product and Services teams
Lead presentations to communicate product value to customers
Manage accounts across SMB, Mid-Market, and Enterprise in various verticals
Work with Customer Success and Marketing teams to identify customer pain points and market trends
Benefits
Opportunity to impact customer success and drive innovation
Access to professional development through Axway University
Collaborative work environment with cross-functional teams
Potential for travel to strengthen client relationships
A chance to work with leading integration software solutions
Full Job Description
Overview
Position Overview
This is more than a job. It's a chance to build, grow, and make a real impact! Join our team as our new Enterprise Account Executive (French-Bilingual)!
Axway is seeking an Enterprise Account Executive (English & French-speaking) with a track record of exceeding quotas and success in selling complex integration software solutions. Your expertise and dedication will play a pivotal role in driving innovation, empowering our clients, and shaping the future of the digital landscape.
Successful candidates will encompass:
Knowledge of Axway's or industry MFT, API, and Cloud platforms.
Sell complex software in a B2B environment in a multi-solution sales cycle.
Utilizing existing sales methodology to successfully close deals.
Collaborate with internal and external stakeholders by building rapport, communicating effectively, and demonstrating a high-level customer-centric approach.
Responsibilities
Leverage existing and cultivate new relationships with current and prospective Axway customers to create new opportunities. Utilize internal and external resources to create and grow an effective sales pipeline.
Collaborate with a team of internal stakeholders from frontline employees to C-level executives to drive long sales cycles to successful conclusions.
Engage as a partner and professional consultant with external stakeholders from frontline employees to C-level executives, building meaningful relationships and trust.
Work with the direct manager to establish and meet sales and performance KPIs, including but not limited to: quarterly/annual sales quotas and customer satisfaction metrics.
Collaborate with Product, Presales, Services, and Support teams to develop a detailed and comprehensive understanding of Axway's product suite and professional services.
Lead business conversations and presentations to pitch product value to Axway's customers.
Manage and sell to accounts including SMB, Mid-Market, and Enterprise across different verticals, specializing in Healthcare, Supply Chain, Banking, and the Public Sector.
Collaborate with Customer Success and Marketing teams to understand customer pain points, opportunities, market trends, and competitors.
Utilize Axway University team resources to grow knowledge of the company, product suite, customer infrastructure, industry, and other areas required for professional development.
Qualifications
Minimum of 7-10 years of direct B2B SaaS enterprise sales experience.
Must be located in the Greater Montreal, Toronto, or Ottawa area
Must speak English & French at the professional level
Minimum 7 years of full-cycle sales experience.
Minimum 5 years of experience selling software MFT or API software solutions.
Minimum 5 years of experience selling Managed Cloud software products.
Must be able to demonstrate an elevated level of business acumen to customers.
Proven ability to consistently meet and exceed annual sales quotas.
Experience managing sales cycles that last a minimum of 6 months.
Experience supporting customer data migrations (on-prem to the cloud).
Ability to see opportunities where others see challenges.
Axway industry and competitor knowledge.
Ability to accommodate up to 50% Travel if required.
About Axway
Axway is a French software company that provides infrastructure software for digital business. The company was founded in 2001 and has since grown to become a leading provider of software solutions for enterprise integration, API management, and identity management. Axway's products are used by over 11,000 organizations worldwide, including many of the world's largest companies. The company is committed to innovation and has a strong focus on research and development. Axway is also committed to sustainability and has set ambitious targets for reducing its environmental impact. The company operates in over 100 countries and has a strong presence in Europe, North America, and Asia.
