Strategic Account Executive

Philadelphia

US

Position Purpose

The Strategic Account Executive is responsible for managing relationships and selling Software AG's entire solutions portfolio into a set of 1 to 10 key accounts, within the same industry or accounts of significantly size/complexity. The Strategic 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 Strategic 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 

Achieve the quarterly and yearly revenue targets by using the approved SAG business planning, account management and opportunity management and monitoring processes. 

Regularly meet with customers at senior levels to understand their business/key drivers, and generate demand for licenses and related services through a customized value led approach. 

Proactive account planning and execution (including penetration plan and well as coverage plan). 

Adopt the appropriate sales methodology to selling. 

Create constructive tension and challenge the customer with their knowledge of customer & industry insight. 

Educate and inform customers on key market trends-challenges and tailor solutions to challenge their approach to key corporate priorities. 

Take control of the sales process rather than simply following the customer's process. Negotiate and close contracts, clearly articulating the business value for the customer. 

Create an environment of collaboration with both the customer and the virtual sales team. 

Build key management relationships with focus on new opportunities, customer success, and satisfaction, resulting in referenceable accounts and positive brand/company awareness. 

Coordinate Software AG's resources and partners to successfully manage complex relationships and sales cycles with the assigned customers. 

Lead in the development, presentation and sales of a value proposition. 

Understand Software AG's products and services and competition and increase the value that the customer attaches to Software AG's unique capabilities. 

Keep up to date with developments within their particular market or industry segment. 

Use structured and methodical approaches to develop solution.

Skills and Experience 

Extensive experience selling complex software solutions to Clevel clients specifically into large accounts with deal sizes over 1 M€. 

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 your industry's customers' business, needs, challenges and expectations. 

Demonstrated understanding of market disciplines, competitive landscape and current technologies. 

Shows personal commitment, strong leadership skills and experienced in working in a collaborative environment. 

Is target and success oriented. 

Ability to drive deal size and is able to carry out detailed ROI analyses. 

Education 

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

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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