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Account Executive - Melbourne



Title: Enterprise Account Executive

Dept: Sales - Melbourne

Reports to: Sales Director/Sales Manager


Position Purpose:

The Enterprise Account Executive is responsible for managing relationships and selling Software AG’s entire solutions portfolio into a set of 15 to 25 accounts, within the same industry or accounts significantly size/complexity. The Enterprise Account Executive acts as a strategic advisor for his/her

customers. She/he uses consultative and value-based selling techniques, interacting with C-level people within her/his set of accounts. The Enterprise 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 existing business, and builds a long-term closed partnership with her/his key customers.


Essential Job Functions

Understand how Software AG can provide value in a client organization through understanding the client's business challenges. Specifically red ocean versus blue ocean discussions.

The ability to lead people in a sales or account-specific situation and develop cohesive functioning opportunity teams that deliver the right outcome to Software AG and the client.

The ability to work within a matrix management organization, identify what skills are needed and leverage them to deliver for a client.


Be financially astute, this ranges from understanding a client's annual report and challenges to writing a proposal that outlines a cost/benefit analysis.


Experience and background in using selling methodologies are critical.


Skills and Experience

  • Extensive experience selling complex software solutions to C level clients specifically into large
  • accounts with deal sizes over 1M€.
  • Understand and leverage value-based selling.
  • Proven track record of meeting and exceeding sales quotas.
  • Shows personal commitment, strong leadership skills, and experience in working in a collaborative environment.
  • Ability to drive deal size and is able to carry out detailed ROI analyses.


Key Sales Competencies

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


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


















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