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Territory Account Executive (TAE)

Kista
SE

ABOUT THE JOB

 

The Territory 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 Territory 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. The Territory 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. 

 

Essential Job Functions

 

  • 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.
  • 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.
  • 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.
  • 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.

 

 

ABOUT YOU

 

  • 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+.
  • 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.
  • Demonstrated understanding of market disciplines, competitive landscape and current technologies.
  • Shows personal commitment, strong leadership skills and experienced in working in a collaborative environment.
  • Is target and success oriented.
  • Ability to drive deal size and is able to carry out detailed ROI analyses.

 

Education

 

  • 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.

 

Key Sales Competencies

 

  • Account Management
  • Value Creation
  • Negotiation Skills
  • Relationship Building
  • Commercial Awareness

 

 

WHAT YOU CAN EXPECT

 

  • Fast paced environment - be where things happens!
  • Work within a motivated, high performing team
  • Competitve salary/ salary package

 

 

This job description should not be construed to imply that these requirements and expectations are all inclusive.  In addition to items listed, incumbents are expected to follow company policies, adhere to company processes and programs and perform other related duties as assigned.

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 


Job Segment: Account Executive, Sales

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