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IoT Account Executive




Are you passionate about helping customers digitally transform their organizations leveraging the Internet of Things (IoT)? Do you want to work for an organization that has award-winning and analyst-leading technology that is the foundation for some of the world’s largest companies’ IoT initiatives? Are you a proven sales leader that creates compelling business value for customers? Do you thrive in an entrepreneurial environment?


Software AG is changing the way organizations develop and deploy their IoT solutions. To best support these organizations and help organization accelerate their adoption of IoT, Software AG has established a dedicated IoT Business Unit. We are now looking for an experienced IoT Sales Executive to join our North American team in this exciting and fast-growing business.


The IoT Sales Executive is responsible for using a consultative solution selling approach to grow and develop Software AG’s business within the IoT domain. Furthermore, the IoT Sales Executive is considered an IoT domain expert that is capable of eliciting customer business initiatives and requirements and matching those with the technical capabilities of Software AG’s Cumulocity IoT platform. In addition, s/he has a proven track record in dealing with business owners from at least one of the following process areas: R&D, production/manufacturing, maintenance/after-sales, logistics.



  • Build target customer specific value propositions based on relevant IoT use cases with focus on any of the following process areas:  R&D, production/manufacturing, maintenance/after-sales, logistics
  • Identify the value proposition and use case relevant contact persons (business and IT) at target customers and address them in a meaningful way, including by cold calling, leveraging social media relationships, giving presentations and/or showing product demos
  • Consult/coach the Software AG account teams with regards to IoT opportunities. This includes building a target customer specific IoT win strategy but also to deliver high quality RFI/RFP responses
  • Orchestrate all contributors required to turn an opportunity into a win for Cumulocity IoT. That includes resources from the IoT Competence Center, from other Software AG units (e.g. IoT Product Management, local pre-sales experts), from partners but also from the potential customer
  • Presentation of value proposition to business and IT experts as well as to respective C-levels of prospective customers
  • Build and extend senior management relationships to all relevant stakeholders at target customers, partners and within Software AG
  • Position Software AG as a thought leader in IoT
  • Regularly achieve/exceed yearly revenue targets





  • Excellent oral and written communication skills
  • Good knowledge of IoT use cases (independent of technology) that might be relevant for organizations in any of the following industries: manufacturing, retail, logistics, energy, and/or service providers
  • Well-structured and highly motivated self-starter with an entrepreneurial spirit that has a proven track record of frequently overachieving revenue targets;
  • Ability to lead virtual teams that encompass external partners, prospect employees, and other Software AG resources, as required
  • Demonstrated understanding of market disciplines, competitive landscape and current technologies.
  • Shows personal commitment, strong leadership skills and experienced in working in a collaborative environment
  • Strong IoT domain expertise



  • The employees are smart, friendly and welcoming
  • Free underground parking – never get wet or shovel snow
  • Health Insurance starts your first day on the job
  • Three weeks paid vacation & three weeks paid sick leave
  • 10 paid holidays (including a floating holiday and a community service day)
  • 401(k) Plan with up to 5% employer match
  • Business Casual office
  • Kitchen on every floor with cable TV – also, subsidized snacks & cold drinks


Software AG is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration without regard to race, age, religion, color, marital status, national origin, gender, gender identity or expression, sexual orientation, disability, or veteran status.


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Nearest Major Market: Washington DC

Job Segment: Product Manager, Account Executive, Pre-Sales, Operations, Sales, Marketing