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Account Executive

Fourways
ZA

The Senior Account Executive is responsible for growing the sales in the assigned accounts by defining an account strategy and the execution of the plan. 

 

Tasks and Responsibilities 

 

  • Builds and maintains contacts at management / VP level of the assigned accounts.
  • Defines the account strategy in an account plan and leads the execution. 
  • Works with the local and global expand team to assure alignment on activities 
  • Negotiates multiple year deals (Enterprise Agreements) on the commercial side and legal side (supported by local legal counsel) 
  • Travels to customer locations to present company products, services and pricing information in a professional manner. 
  • Maintains appropriate records for the development of sales forecasts for each account in our CRM system (Salesforce) 
  • Submits appropriate paperwork to management such as expense reports and call reports in accordance with Software AG procedures. 
  • Understands and supports company sales policies and procedures to provide proper and effective service to all customers and foster the development of long-term business relationships. 
  • Attends training activities and trade shows on behalf of company to present information  

 

Competencies 

 

  • Must have the middleware, platform, analytics, API experience.
  • IBM, Oracle, Tibco (or similar) experience. 
  • Must have knowledge of Public- including State Owned and Private Sector. 
  • Comfortable engaging at C-Suite level. Ability to navigate through politics.
  • Can comfortably position solution without Presales, once taken through training etc. 
  • Independent thinker and can drive key deals independently and has an ability to mobilise the right team to build and close the deals. 
  • Strategic Internal Sales Capability – key in getting approvals and buying internally to align with customer’s buying process.
  • Strategic Account Planning part of DNA.
  • Has directly driven and closed key transformation deals. >500k -1m and above.  

  

 

Skills 

 

  • Excellent people skills to interact with customers, colleagues, cross-functional teams and third parties 
  • Works efficiently under pressure and meets deadlines and targets 
  • Goal-orientated (high level and task completion) 
  • Self-motivated and pro-active, able to execute tasks personally and manage own time 
  • Able to work alone and in teams 
  • Excellent oral and written communications skills 
  • Persuasive communication skills (written and spoken)

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