Share this Job

Account Executive

To be filled by recruiter

Position Objective:

The Account Executive is responsible for using a consultative solution selling approach to grow and develop Software AG’s business in a given territory or account base (geography, set of industries, or combination thereof). The Account Executçive focuses on a set of assigned accounts that she/he proactively covers to generate new opportunities and license revenue.

She/he effectively covers these accounts in his/her area by building and coordinating direct sales and/or partner relationships, as well as leveraging demand generation activities. The Account Executive is part of a sales team along with other Software AG lines of business and is responsible for selling Software AG solutions portfolio in her/his territory/accounts.



About the tasks and responsibilities:

•    Achieve/exceed quarterly and yearly revenue targets using approved SAG business planning,

account management, opportunity management, and monitoring processes tools.

•    Drive and penetrate new accounts and meet with stakeholders (C level) within accounts selling

large-scale collaboration solutions.

•    Working directly or with the Partner Manager, builds & coordinates partnerships with top partners

to generate incremental revenue opportunities.

•    Develop and maintain a Territory plan and pipeline to meet and exceed assigned quota.

•    Qualify, create, develop, control and close new opportunities.

•    Adopt the appropriate methodology to selling.

•    Accurately forecast and report on opportunities within the assigned territory.

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

•    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.

•    Manage complex sales cycles, utilizing internal and external resources as appropriate.

•    Engage with cross-functional resources to drive Software AG Sales.

•    Maintain basic understanding of BPMS, API, SOA, B2B and EAI Technology and marketplace.

•    Develop new solutions and supports others in solving complex problems in the sales process.

•    Use structured and methodical approaches to develop solution.


About you:

•    Prior industry experience selling software based solutions into a specified territory, specifically into

   targeted new name accounts with deal sizes that range from €50K - €1M+.

•    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


•    Demonstrated understanding of market disciplines, competitive landscape and current


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


•    Be target and success oriented.

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



•    BA/BS degree or equivalent and familiarity with internet technologies.

•    Basic understanding of BPMS, API, SOA, B2B and EAI Technology and marketplace.



  • Advanced English


Key Sales Competencies

•    Account Management

•    Value Creation

•    Negotiation Skills

•    Relationship Building

•    Commercial Awareness



We have an open-minded culture 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!


About the company:

Software AG (Frankfurt MDAX: SOW) reimagines integration, sparks business transformation and enables fast innovation on the Internet of Things so you can pioneer differentiating business models. We give you the freedom to connect and integrate any technology from app to edge. We help you free data from silos so it’s shareable, usable and powerful - enabling you to make the best decisions and unlock entirely new possibilities for growth. Software AG has nearly 5,000 employees and is active in 70 countries.



















Job Segment: Account Executive, Direct Sales, Sales