OverviewWe are looking for our new Enterprise Account Executive to join Axway's family. Are you ready? Join us now!!
We value individuals with a track record of surpassing quotas, and if you have successfully sold complex integration software solutions, you're the ideal candidate we're looking for! 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.
- Selling 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.
Location: U.S.
Remote: Up to 30% Annual Travel
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 5-5 years of direct B2B SaaS enterprise sales experience.
- Minimum 5 years of full-cycle sales experience.
- Minimum 3 years of experience selling software MFT or API software solutions.
- Minimum 3 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.
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