Share this Job
Apply now »

Territory Account Executive

Beijing
CN

 

This position is available in Beijing.

 

ABOUT THE JOB

 

Position Purpose

Software AG powers digital transformation, the most disruptive force changing the world will live.

With our market leading technology and our talented teams we are uniquely positioned to help our customers achieve their digitalization goals across all industries and are entrusted by 70% of the top 1000 organizations around the world. This combination fuels our business to grow double-digit in APJ.

We are passionate about the opportunity to impact and work hard to make a lasting difference. We understand that people are at the center of our success and truly care about our team’s well-being and satisfaction at work. As each individual matters to us, finding the best and the right talent fitting into our culture and making the team stronger is important to us.

As the Territory Account Executive, you are accountable to develop and grow the business for China, with specific focus on FSI industries. You own the success of these territories which will make your hence determent the GTM strategy, defining focused business segments and solutions, formulating marketing activities for lead generation, promoting brand awareness, recruiting and developing local partners in collaboration with the partner management and alliances organization, grow both the business and market shares by putting customer success front and center to all of your actions. With being an ambassador of Software AG, you will lead all peers collaborating with you such as pre-sales and the services team towards the common goal of delivering customer success. Your entrepreneurial spirit allows you to grow the Software AG footprint with the installed base and new customers in a fast pace and demanding environment: working smart, working hard.

The business market is changing and so does Software AG. Therefore, you will need to keep yourself open minded to allow yourself to unlearn and to relearn new things. We work hard and are persistent, strive for the excellence in what we do, and not only caring about the end result, but especially about how we get there. It is not always the easiest way, but the right way. Also you are expected to have about 30% of your time for business travels, necessary activities such as covering regional accounts, participating company events and trainings, etc. Rather than annual appraisals, Software AG Asia has implemented quarterly feedback sessions, so that positive feedback as well as learning opportunities are regularly shared and discussed. This will require your attention and preparation.

Software AG Asia is an exciting team to be part of and a work place that is totally different to any other place you have worked before. We are growing way faster than the company average and exceed demanding expectations year on year. If you enjoy winning, work for making a lasting impact, enjoy a collaborative environment that appreciates respectful honesty and values trust, you are the right partner for us to join the Software AG Asia team united in the “We care” cultural belief.

The Territory Account Executive for China will report to the Sales Director North Asia located out of Hong Kong.

Targets

  • Annual SW revenue:

2019: SW revenue target EUR 1 million

Other than compensation relevant targets, we measure the success of the Territory Account Executive role via the following criteria:

Other financial KPIs:

  • Average deal size (grow by at least 10% year on year)
  • 3-4x R4Q pipeline coverage of sales targets at all times
  • New logos acquisition (at least four new logos per year)

Sales accumen:

  • Degree of solutions sales and value selling vs product sales
  • Ability to articulate value propositions
  • Ability to develop true pricing logic
  • Degree of adoption of sales best practices developed at Software AG
  • Degree of accuracy of sales forecast (both deal size and closing timeline)

Others:

  • Ability to broaden existing and broaden new customer relationships
  • Ability to learn
  • Degree of responsibility shown for customer success
  • Pro-activity, Self-initiation
  • Thinking outside of the box

 

ABOUT YOU

 

Passion to success

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 to meet your goals always looking for opportunities to improve yourself.

Open-minded and willing to relearn

All of us bring many years of work experiences, and sometimes we all carry a lot of backpacks on our shoulders. Whilst Software AG is a very international company mixed with talents from different cultures. To be successful in Software AG, you have to keep yourself open-minded, willing to unload your backpack and reload with new thoughts and knowledge, with flexibility to adopt different culture and working approach. Leveraging on your foundation of experience in the different industries in Asia, you are comfortable with the thought to allow yourself to learn new ways of doing things and challenge yourself.

Inquisitive and Detail-oriented

All of us bring many years of experience of selling 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 with better outcomes. You enjoy “getting to the bottom” of it and understand 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 frame defined.

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 opportunity to get easily distract.  You need to keep a cool mind and be able to follow through 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. You subscribe to work effectively working on right cases and stay focus on your target.

Agility

We all deal with unexpected situations every day. You may come across situations with yourself alone, instead of waiting for management or other folks to support, you shall have the agility to analyze the situation, identify your resources to leverage and possible options, take up your decision together with your colleagues and take action quickly to find the way out. You are not only required to be flexible whilst pursing your plans, thinking ahead.

Logical

Things need to make sense to you. You enjoy understanding the whys and the how’s and as such you analyze root cause and come up with solutions in a systematically logical approach. You are keen to understand: processes, solutions and the true drivers and needs of your clients you serve.

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.

Strong work ethic

The role of the Territory Account Executive 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.

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 


Job Segment: Outside Sales, Account Executive, Pre-Sales, Sales

Apply now »