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Manager, Business Development

Reston
US

As part of the API, Integration and Microservices (AIM) BU’s Business Development (Biz Dev Team), this position will actively support sales-cycles to grow the adoption of the products. The main goal will be to drive the revenue growth from existing on-prem products and the new cloud offerings by reducing the friction from sales cycle. As Software AG transitions from perpetual sales model to the new subscription world, this role will support the local Sales teams in pricing the new subscription-based offerings and in converting customers from older models to the new pricing models.

Lead cross-functional corporate initiatives that help achieve the corporate strategy such as product capabilities, new domains, and market areas to foster growth. The incumbent will be empowered to find creative and innovative use cases for existing products to apply the broad understanding of the API & Integration products to discover emerging applications across industries.

 

Essential Job Functions

  • Drive adoption of new Cloud products in the region by enabling, guiding, and coaching local Sales and Digital Sales teams during the deal cycle.
  • Support conversion of customers from legacy perpetual pricing to the subscription-based offerings.
  • Enable Partner, OEM and Channels teams by supporting them in positioning & pricing the products.
  • Partner with sales teams to validate the product strategy and be the sounding board for new product launches.
  • Represent the customer and be the champion and the voice of the customers. Build strong relationships with both business partners and customers to bring their customer's voice into the product management process.
  • Articulate product benefits to customers or groups of customers, highlighting both technical and business benefits (ROI) of Software AG’s products.
  • Maintain a high level of expertise regarding Integration and API competitors - their products, pricing, go-to-market strategy, and market trends.
  • Analyze current product portfolio considering emerging technologies and recommend changes that improve segment performance, operational efficiencies, and BU profitability.
  • Participate and drive sales enablement across the regions working with both central and local sales enablement and marketing teams to support new hire and periodic trainings.
  • Collaborate with various internal teams such as competitive intelligence, AR, marketing, and social media to align the cross-functional efforts for seamless execution of product strategy.

 

ABOUT YOU

Required Skills

  • Background in business development or product management/marketing especially launching Subscription offerings for SaaS (Software-as-a-Service) products.
  • Experience with different Software pricing models such as Perpetual, Subscription etc. is a must have.
  • Prior experience in sales/inside sales, building new revenue channels is a big plus.
  • Broad understanding of software industry market dynamics is a must have, experience with API and Integration space is a plus.
  • Demonstratable track record of supporting sales deals and/or sales operations is a must have.
  • Confident, excellent communicator both written and verbal.

 

Required Education and Experience

  • BS Degree.
  • 5+ years of comparable work experience launching and selling SaaS products

 

Culture
We have an open-minded culture and many exciting projects where you have the freedom to “be your best you”. You’ll have opportunities for international collaboration on top of a comprehensive training and development program that encourages professional growth. We are in an innovative market and offer future-proof products. Most importantly, an overall a pleasant team-oriented working atmosphere.


This is a fast-paced environment - we are looking for smart, high energy candidates who are driven to make a big impact and who want to work alongside a growing team. We collaborate often so you must be team player! The perfect candidate will thrive on the prospect of taking on new challenges and helping Software AG increase its leadership in the digital transformation marketplace!

 
What to Expect

  • The employees are smart, friendly and welcoming
  • Health Insurance starts your first day on the job
  • 6 weeks of PTO – 3 weeks of vacation and 3 weeks of sick leave
  • 14 paid holidays (including a floating holiday and a community service day)
  • 401(k) Plan with up to 5% employer match
  • Parental Leave
  • Corporate discount purchase programs
  • Group legal plans
  • Pet Insurance
  • And MANY more

 

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.
 
Click on the link to view the full EEO statement

http://www.softwareag.com/corporate/images/EEO_Statement_tcm16-130491.pdf

 

 

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Nearest Major Market: Washington DC

Job Segment: Business Development, Developer, Manager, Sales Operations, Sales, Technology, Management