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Regional Sales Director, Enterprise West

Santa Clara
US

We are the creators of the world’s first Digital Business Platform and recognized leaders in Integration and IoT. Our mission is to make our customers’ digital transformation journey easier and faster. We do this by connecting the world’s applications, data and devices without compromising existing investments. We deliver technology that works openly with the industry’s best solution providers—software that works everywhere and with everything. With Software AG, our customers get maximum value from big data with streaming analytics. We enable faster response to shifting regulations and threats with intelligent governance and risk & compliance management. Ultimately, we ensure our customers achieve more with the Internet of Things.
As the RSD, you will join a fantastic team of sales professionals and lead a team of 6-10 Account Executives (AEs). You will be responsible for developing and executing strategies to grow pipeline and revenue in mostly new and some existing accounts across the region. You will collaborate with the Business & IT Transformation and IoT business units to meet and exceed goals. You will be measured on the assigned revenue target for the region and overall AE performance.

 

Job description:

    • Lead, manage and support the team to develop and execute sales strategies to profitably grow revenues and expand the account base in target markets
    • Drive effective, accurate, and timely forecasting and pipeline report
    • Maintain a plan across the team to generate and deliver on pipeline
    • Ensure deal health, maximizing standard rate maintenance and new revenue
    • Lead, coach and mentor Account Executives, with a hands-on, team-oriented approach
    • Team with marketing, product management, pre-sales, and professional services to maximize opportunities and foster cohesive sales strategies
    • Develop executive level relationships with clients and partners
    • Adopt and lead team through best practice use of Business Cases, Deal Scorecard, and Political Mapping tools
    • Develop team/individual training plans to ensure skills, knowledge, and practices are current, competitive and compelling
    • Maintain regional team AE resourcing through retention and attraction initiatives

 

What you bring to Software AG:

 

    • Ambition:
      • Drive:  self-motivated, pushing hard to achieve goals and what you want out of work & life.
      • Innovation:  ingenious, devising new and different approaches.
      • Self-belief:  confident in your abilities; showing conviction
      • Work Ethic:  hard-working and “smart-working”; effort is apparent, and results align
      • Optimism: constructive in the most challenging situations; making a positive impact on your colleagues and the team’s climate
    • Influence:
      • Catalyst:  motivate and inspire others to make things happen
      • Persuasion: credibly compelling others to your way of thinking and winning their alignment
      • Rapport builder:  establish mutually beneficial relationships with others quickly and easily
    • Executive Presence: 
      • Centered:  inner composure and self-assurance, whatever the situation
      • Judgement: exercise discretion and able to make the right decision quickly and easily.
      • Personal responsibility:  take ownership of decisions and hold yourself accountable
      • Time Optimizer: prioritize your tasks to unlock achievement potential
    • Storyteller and Listener:
      • Explainer:  simplify and clarify
      • Listener:  listen intently so others truly feel heard
      • Narrator:  understand the power of sharing stories to convey insights

 

Position Requirements:

    • Professional Experience in year(s):  8+, with 2-5 years experience leading sales professionals.  Advantage if experienced using BANT or MEDDIC practicum within a team. 
    • Additional Soft Skills: Qualified candidates will have 15 plus years prior experience selling software-based solutions with deal sizes range from $250K - $1M+.

 

Not Required but preferred:

    • Education: BA/BS degree and familiarity with middleware technologies, cloud architecture, integration platforms, Business Transformation/Rationalization, and IoT is required.

 

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: San Jose
Nearest Secondary Market: Palo Alto

Job Segment: Sales Management, Manager, Entry Level Sales, Middleware, Sales, Management, Technology