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Enterprise Account Executive

To be filled by recruiter
GB

 

This job is available in Bracknell

 

ABOUT THE JOB

 

Software AG has been a data pioneer from the beginning. Our product offerings empower our customers to turn their data into value.  We have been delivering customer-centric innovation to thousands of market leading organisations worldwide for over 50 years.  Today Software AG employs more than 4500 people in 70 countries and had total revenues of €865 million in 2018.

Software AG is looking for ambitious, confident and tenacious individuals for our rapidly growing UK Sales Team.

The Account Executive is responsible for managing relationships and selling Software AG’s entire solutions portfolio into a set of key accounts, within the same industry or accounts of significantly the same size/complexity.  The Account Executive acts as a strategic advisor for customers, using consultative and value-based selling techniques and interacting with C level people in their account base.  The 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 build on existing business, establishing a long-term closed partnership with key customers.

 

Responsibilities of this role include:

  • 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.
  • Regularly meet with C level customers to understand their business and key drivers.
  • Working directly or with the Partner Manager, generate incremental revenue opportunities, e.g. demand for licenses and related services through a customized, value-led approach. 
  • Develop proactive account planning and execution, including penetration plan as well as coverage plan.
  • Qualify, create, develop, control and close new opportunities.
  • Adopt the appropriate methodology to selling.
  • Create an environment of collaboration with both the customer and virtual sales team
  • Coordinate Software AG resources and partners to successfully manage complex relationships and sales cycles with the assigned customers.
  • Educate and inform customers on key market trends, 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.
  • Understand Software AG’s products, services and competition and increase the value that customers attach to our unique capabilities.
  • Identify stakeholders, sponsors and customer references.
  • Keep current with developments in the particular market or industry segment.
  • Develop new solutions and support others in solving complex problems in the sales process, using a structured and methodical approach.

 

ABOUT YOU 

 

You should have a minimum of 1-2 years working experience in a professional business environment. It is necessary for you to have experience of working within a Sales Development, Business Development or Account Development environment.

 

EXPERIENCE AND QUALIFICATIONS

 

Education

 

  • BA/BS degree or equivalent and familiarity with internet technologies.
  • Basic understanding of BPMS, SOA, B2B and EAI Technology and marketplace.

Required:

  • Extensive experience selling software based solutions to C level clients, specifically into large accounts with deal sizes.
  • 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 specific industry’s customers’ business, needs, challenges and expectations.
  • Demonstrated understanding of market disciplines, competitive landscape and current technologies.
  • Personal commitment, strong leadership skills and experienced working in a collaborative environment.
  • Target and success oriented.
  • Ability to drive deal size and is able to carry out detailed ROI analyses.

 

Key Sales Competencies

 

  • Account Management
  • Value Creation
  • Negotiation Skills
  • Relationship Building
  • Commercial Awareness

 

WHAT YOU CAN EXPECT 

  • For willing self-starters and results driven candidates, there is an incredible opportunity to advance your career within an identified progression route
  • Competitive salary with bonus opportunities
  • Work with multi-cultural and diverse team
  • Generous, flexible and industry leading benefits package

 

YOUR RECRUITER

Please reach out to Holly via holly.greenfield@softwareag.com

 

This job description should not be construed to imply that these requirements and expectations are all inclusive.  In addition to items listed, incumbents are expected to follow company policies, adhere to company processes and programs and perform other related duties as assigned.

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 


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