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Territory Account Executive




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.

The Territory Account Executive is responsible for executing sales and account management activities in the assigned territory within the market to achieve the desired business goals, utilizing a consultative sales approach with the Software AG portfolio of software and services.  They will generate qualified opportunities, winning new business and managing relationships with large customers.  They will cover all products/solutions in the non-named account segment, General Business.  They will select a list of approximately 20 target accounts.


Job functions 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.
  • Working directly or with the Partner Manager, builds and 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 virtual sales team.
  • Create constructive tension and challenge the customer with their knowledge of customer and industry insight.
  • Teach customers insights and 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, SOA, B2B and EAI Technology and marketplace.
  • Develop new solutions and support others in solving complex problems in the sales process.
  • Use structured and methodical approaches to develop solution.




You should have 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+.

You should have excellent presentation skills and interaction with internal/external customers, be a team player and able to take direction from Sales Management.

You should show personal commitment, strong leadership skills and you should be experienced in working in a collaborate environment.





  • BA/BS degree or equivalent and familiarity with internet technologies.
  • Basic understanding of BPMS, SOA, B2B and EAI Technology and marketplace.
  • Other languages may be an advantage.
  • Proven track record of meeting and exceeding sales quotas.
  • Experience developing and presenting clear and concise sales briefings/meetings.
  • Excellent understanding your industry’s customers’ business, needs, challenges and expectations.
  • Demonstrated understanding of market disciplines, competitive landscape and current technologies.
  • Is 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




  • An opportunity to join a world-class team working in an exciting and rapidly growing domain.
  • A competitive compensation package including a performance-driven bonus.
  • A generous benefits package including pension and comprehensive medical insurance.
  • A great working environment located in Bracknell.
  • Opportunities to travel to Software AG’s offices in the UK and overseas.



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