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Territory Account Executive IoT

Beijing
CN

 

This position is available in Beijing.

 

ABOUT THE JOB

 

The IOT business is growing fast for Software AG globally as well as here in Asia Pacific and Japan. Whilst we see the global opportunities, we would like to invest locally in key markets in the region to boost our growth to the next level.

The IOT Territory Account Executive role is a new role and an investment into the success of the IOT business in China. As a single contributor, your role is to set-up business from scratch. In a team approach together with a solution architect IOT, you will create the foundation of the IOT business in China and execute on first deals stand-alone.

Reporting to the Sales Director North Asia, you will focus on China to successfully progress against KPIs.  As the IOT Territory Account Executive, you will be responsible for the IOT SW side of the business, but need to understand and consider the end-to-end solution requirements from customers from connectivity to evices, system integration and network.

What you will be required to achieve

- To define and execute on programs that result in achieving the quarterly booking targets. This will be accomplished by:

Pursuing Software AG lead sales activities

    Closing successfully sales cycles with telco’s in the region in context of IOT platform partnerships and nurturing those relationships from an initial transaction to partnerships comprising multiple use cases to jointly go-to-market with

     In the lead to secure successful closure and successful project outcome

    Collaborate with Software AG technical teams to create compelling value propositions to articulate efficiency gains of revenue potential and secure successful project outcomes

    Spot enablement opportunities for the sales team and plan for enablement execution

Pursuing in-direct sales activities

    Guide Software AG’s channel team to develop the right IOT partnerships embedding Software AG’s IOT technology to power business solutions

    Establish partnerships with device manufacturers to augment their capabilities with Software AG’s IOT platform

    Spot enablement needs to for selective partners and facilitate or form part of enablement execution

- To define and execute on programs that result in a pipeline of 3X coverage of the quarterly booking targets at min for H2/2020. This will be accomplished by:

    Working with field marketing and technical teams to execute on targeted and focused IOT campaigns

    Execute from campaigns follow-ups required in collaboration with Sales Development Teams to hunt new logos (50% over 2019)

- To increase and maintain the predictability of the business and to ensure that the region meets or exceeds defined quarterly sales targets. This will be accomplished by:

    Being adequately prepared for regular sales cadence (Forecasting),

    Performing and Forming part of Deal Reviews and coaching sessions for key opportunities,

 

ABOUT YOU

 

As above, this role is a sales role and requires to bring the Go-To-Market for IOT to the next level in China. To be successful you must be able to:

    understand the IOT market in China and ecosystem requirements to make IOT successful (networks, devices, system integration, etc.)

    translate business needs into end to end solutions to articulate the business solution value and align pricing strategies accordingly

    understand the telco setup in general eg mobile network architecture, connectivity management platforms

    leverage on existing connections / relationships with telcos in China

Strengths or innate abilities required to successfully achieve the above targets

- Passion to succeed – hunting spirit

In your interest in this role, you ask for more just another job or better compensation. You look for purpose and self-fulfillment as you don’t want to compromise to lean into this new adventure selling the great possibilities. You are hungry for achievement and always looking for opportunities to improve yourself. Building up things from scratch means excitement to you and as such you not only you plan thoroughly but like to run fast once direction is set and the journey is well understood. Being the first and driving activities to measurable outcomes is what is fueling your energy.

- Open-minded and willing to relearn

All of us bring many years of work experience, and sometimes we carry baggage. Software AG is a very international company with talent from many different cultures. To be successful in Software AG you have to keep yourself open-minded, leverage your experience to become successful but also allow yourself to dive into new learning experiences within the organization and keeping yourself up-to-date with the latest developments in the IOT market. From an internal perspective, appreciating the opportunity to leverage best practice to accelerate the success of the IOT business is a straight-forward for you.

- Value based sales evangelist

You are a true believer in applying value based selling techniques, translating functions and features to tangible outcomes and strategic initiatives. You enjoy bringing logic to structuring deal commercials and in preparation for negotiations in an environment rather than focusing on discounts.

- Ability to prioritize and result focused

Days are busy at Software AG with constant opportunities to get easily distracted.  You need to keep cool’ focus and follow through on your must do activities. You enjoy the challenge of multi-tasking as it is easy for you set clear priorities. Prioritization sometimes triggers tough choices such as qualifying out opportunities, as in a lean set-up as ours, we need to spend our time wisely. And there is clearly so much opportunity, but only a few things that will significantly impact the results of the business.

- Inquisitive and Detail-oriented

All of us bring many years of experience to the job. Whilst Software AG gives a lot of freedom and opportunity to be creative, we have agreed a few processes that make work simpler, faster and with better outcomes. You enjoy “getting to the bottom” of it and understanding your new environment before jumping ahead. Your approach is to take time to ask questions, understand how does it work and figure out the boundaries, then to resolve issues and explore opportunities within the boundaries. This will help you craft unique win strategies for winning over new customers and develop differentiated value propositions technically and commercially in a team.

- A quick learner

Working at Software AG, you will enjoy the depth, breadth and possibilities of how our technology could be applied. There is lot to learn and you will need to spend especially in the first 30 days dedicated time to learn what we do. Being quick on your feet and able to absorb lots of new information and adjusting to various situations will help you succeed in this role. The opportunity to learn is a given in the IOT area spending time to understand trends and leveraging learnings from your peers.

- Strong work ethic

This role is demanding and versatile. Growth of our business and the great interest in the Software AG portfolio creates exciting opportunities which require flexible working hours. As Software AG Asia, we stand for superior customer service, going the extra mile which is not achievable with a 9 to 5 work attitude.

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 


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