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Territory Account Executive


Software AG is a leading provider of software solutions that enable our customers to achieve their digital transformation objectives. Our highly successful Territory sales team helps our business to reach commercial goals by executing sales and account management activities across medium and large organisations in the region. 


As a Territory Account Executive (TAE) you will generate qualified opportunities, winning new business and managing relationships with large customers, utilising the power of Software AG's entire portfolio of solutions (API Management, IoT, BPM, Enterprise Architecture and analytics).


Essential Job Functions


  • Develop and maintain a Territory plan and pipeline to meet and exceed assigned quota.   
  • Own and progress opportunities through the qualification, definition, proof/evaluation, proposal and closure stages of the sales cycle with attention to timelines.
  • 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.
  • Working directly or with the Partner Manager, builds and coordinates partnerships with top partners to generate incremental revenue opportunities.
  • 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.
  • Develop new solutions using a structured/methodical approach. Support other TAEs in solving complex problems in the sales process.


Skills and Experience


Our most sought-after qualities are a salesperson who is smart, coachable and energetic. The following are also beneficial:


  • 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+
  • Experience across Software AG's portfolio is preferred - API Management/software integration, analytics, BPM or IoT. Experience selling other complex software solutions as an alternative is essential.
  • Knowledge/experience in consultative selling and should be comfortable extracting, developing and discussing and/or presenting Businesses Pain/Case, associated metrics, ROI and Business Outcomes with customers at CXO level.
  • Proven track record of meeting and exceeding sales quotas.
  • Excellent presentation skills and interaction with internal/external customers.
  • Team player and able to take direction from Sales leaders.
  • Excellent understanding of your industry’s customers’ business, needs, challenges and expectations.
  • Demonstrated understanding of market disciplines, competitive landscape and current technologies.
  • Familiar with or experienced in one or more Sales frameworks e.g. MEDDIC/Spin Selling/Solution Selling


















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