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Territory Account Executive




Title:                 Account Executive


Department:     Sales


Reports to:        Sales Director


Location:           Stockholm




Position Purpose


The Account Executive is responsible for managing relationships and selling Software AG’s entire solutions portfolio into a set of key accounts, within the same industry or accounts of significantly the same size/complexity.  The Account Executive acts as a strategic advisor for customers, using consultative and value-based selling techniques and interacting with C level people in their account base.  The Account Executive effectively leverages internal resources such as Sales Engineers, Inside Sales, Consultants, as well as selected partners to successfully generate qualified opportunities, win new or build on existing business, establishing a long-term closed partnership with key customers.


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.
  • Regularly meet with C level customers to understand their business and key drivers.
  • Working directly or with the Partner Manager, generate incremental revenue opportunities, e.g. demand for licenses and related services through a customized, value-led approach. 
  • Develop proactive account planning and execution, including penetration plan as well as coverage plan.
  • Qualify, create, develop, control and close new opportunities.
  • Adopt the appropriate methodology to selling.
  • Create an environment of collaboration with both the customer and virtual sales team
  • Coordinate Software AG resources and partners to successfully manage complex relationships and sales cycles with the assigned customers.
  • Educate and inform customers on key market trends, 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.
  • Understand Software AG’s products, services and competition and increase the value that customers attach to our unique capabilities.
  • Identify stakeholders, sponsors and customer references.
  • Keep current with developments in the particular market or industry segment.
  • Develop new solutions and support others in solving complex problems in the sales process, using a structured and methodical approach.


Skills and Experience


  • Extensive experience selling software based solutions to C level clients, specifically into large accounts with deal sizes €1M+.
  • Understand and leverage value-based selling.
  • 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 specific industry’s customers’ business, needs, challenges and expectations.
  • Demonstrated understanding of market disciplines, competitive landscape and current technologies.
  • Personal commitment, strong leadership skills and experienced working in a collaborative environment.
  • Target and success oriented.
  • Ability to drive deal size and is able to carry out detailed ROI analyses.




  • BA/BS degree or equivalent and familiarity with internet technologies.
  • Basic understanding of BPMS, SOA, B2B and EAI Technology and marketplace.


Key Sales Competencies


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


















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