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Territory Account Executive

Philadelphia
US

ABOUT THE JOB

Software AG is looking to recruit a Territory Account Executive to support our East Region to build and expand Software AG’s Global Support Services business covering territories in North America. Based remotely out of the Tristate area, this individual will identify, negotiate, and close sales of Extended Maintenance and Premium Support Services, in coordination with Software AG’s License Sales, Global Consulting Services and Software Maintenance Services teams.

 

Reporting to the Sales Director:

 

Tasks and Responsibilities:

  • Maintain activity levels consistent with comprehensive and rigorous qualifications of the designated territory and achievement of allocated targets.
  • Work with line managers and other functions to develop a territory plan which clearly identifies target organizations, key contacts and engagement plans. 
  • Work independently and with others to build a pipeline of opportunities for the sale of Extended Maintenance and Premium Support Services within Software AG’s customer base. 
  • Liaise with Global Support delivery organization to develop and present Premium Support Services proposals and Statements of Work which can be delivered profitably and to a high quality. 
  • Support net new logo new business deals by coordinating requirements and proposing complementary support offerings.
  • Within parameters agreed with the Sales Director Global Maintenance negotiate favorable commercial and legal terms for the provision of maintenance and support.
  • Maintain accurate customer and opportunity records in Salesforce.com or alternative CRM system. 
  • Accurately forecast the closure of recognizable maintenance and support revenue contracts. 
  • Contribute towards the optimization and development of the extended maintenance and premium support services portfolio. 

 

ABOUT YOU

The ideal candidate will be able to make a positive contribution to the organization from day one. They should be a natural leader and proven winner with the ability to work collaboratively with others and to make things happen; target orientation is essential.

 

Professional Experience in year(s):  5

 

Candidate’s Profile:

  • Bachelor's degree is required
  • Client / Customer management
  • Professional services/support services sales or delivery experience.
  • Experience operating/selling to Executive level. 
  • Demonstrated understanding of market disciplines, competitive landscape, and current technologies.
  • An understanding of one or more of the following EAI, B2B, BPM, MDM and SOA implementations is a plus.

 

Required Skills:

  • Create constructive tension and challenge the customer with their knowledge of customer & industry insight.  
  • Teach customers insights & tailor solutions to challenge their approach to key corporate priorities and create a value proposition. 
  • Take control of the sales process rather than simply following the customer’s process.  
  • Build key management relationships with focus on new opportunities, customer success and satisfaction, resulting in referenceable accounts and positive brand/company awareness.
  • Identify stakeholders and sponsors and customer references.

 

Desired Skills & Experience:

  • Strong interpersonal, communication, negotiation, influence, leadership, analytical, prioritization, decision making, and conflict resolution skills.
  • Solid business acumen.
  • Ability to work in a fast-paced, diverse environment, and matrix organization.
  • Ability to establish and execute call plans, orchestrate account-planning sessions, and effectively execute account strategies.
  • Familiarity with using a CRM to manage sales activity.
  • Proficient using the Microsoft Office suite of tools.
  • Fluent in verbal and written English.
  • Willingness to travel extensively to engage with client contacts. 

 

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: Philadelphia

Job Segment: Consulting, Data Management, Account Executive, CRM, Data, Technology, Sales