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Account Executive - Melbourne

Melbourne
AU

Position Purpose 


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

 
With our market leading technology and 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 to do this. This combination fuels our business to double-digit revenue growth 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.  


In this Enterprise Account Executive role, you are accountable to develop and grow the named accounts in your customer list, pre-dominantly in the state of Victoria.. You are responsible to determine the GTM strategy, define focused customer segments and solutions, formulate marketing activities for lead generation, promote brand awareness, recruit and work with local partners to hunt new logos. 


With the primary focus to develop new customers using the technology, expect to start with smaller deals typically. As such ensuring customer success is your recipe to expand those relationships to bigger opportunities. Over time, a healthy ratio of 40% up-sell and 60% new logo based sells is anticipated. You will be responsible to drive sales in about 20 named accounts and operate on the basis of well-defined plans for quarterly success to retire your targets early in the year. 


The business market is changing and so does Software AG. Therefore, you will need to keep yourself open minded to unlearn and relearn. We work hard and are persistent, strive for excellence in what we do, and not only care 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 a balanced coverage for the assigned industries. Frequent business travel will be required. 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.  
 

Targets  

  • Compensation plan: Booking for for assigned territory

 

Other than compensation relevant targets,  the following are expectations to be aware of:

 

Other financial KPIs:  

 

  • Meet or exceed quarterly booking targets
  • 3x 4QR pipeline coverage of sales targets at all times  
  • New logos acquisition (at least 1 new logos per quarter)
  • Average deal size (grow by at least 10% year on year)   

 

Sales acumen:  

 

  • Proficiency of sales forecast at all times (deal size, probability and closing timeline)
  • Ability to discover business problems and technical obstacles
  • Ability to apply value selling techniques
  • Ability to develop true pricing logic  
  • Degree of adoption of sales best practices developed at Software AG  

 
Others:  

  • Ability to develop new customer relationship (1 new customer logo in pipeline per quarter)  
  • Proven ability to effectively develop, engage and collaborate with local based Partners
  • Degree of responsibility shown for customer success
  • Pro-activity, Self-initiation
  • Degree of planning and self-organisation to conduct portfolio planning and systematic and selfinitiated outbound pipeline generation
  • Thinking outside of the box  
  • To demonstrate accountable for the APJ collective business success
  • To embrace the b5 principles
  • To work with each other with respect

 

Strengths


Passion to succeed - Driven 
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 understand the priority of this role to hunt new logos and initiate activities with your colleagues in pre-sales, marketing, etc. to business develop your territory systematically and continuously. 


Open-minded and willing to relearn 

All of us bring many years of work experience, and our views are influenced by these learnings. 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, willing to listen and allow for other ways of doing business to be explored. Be ready to be in an exciting journey where there are new ways of working and new content related learning opportunities.  


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.  


Value based sales evangelist  
You are a true a believer in fully and deeply understanding the solutions we provide to our customers and strive for discovering business problems that drive a customer need to look for a collaboration with Software AG. In essence you subscribe to value selling techniques, translating functions and features to tangible outcomes and strategic initiatives. Your ability to contextualize shows in your passion for 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’ 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. 


Logical  
Things need to make sense to you. You enjoy understanding the why’s and the how’s and as such you analyze root cause and come up with solutions in a systematically logical approach.  


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. You will make it a point to not only to build positive customer relationship, but equally so understand in detail what Software AG’s technology and use cases are all about. 


Strong work ethic  
The role of the Enterprise 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