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Territory Account Manager

Hong Kong
HK

 

Software is transforming the world. Software AG develops and sells software that transforms businesses allowing them to run smarter, faster and stronger.

We help our customers achieve their goals of nurturing, educating and building industrial powerhouses that invent new business models, create amazingly intelligent solutions and become the data driven, customer obsessed, hyper connected and super agile businesses they want to be.

With our market leading products and our talented and dedicated pre-sales and delivery consultants who form these products into tailored solutions we are uniquely positioned to help our Customers achieve their Digitalization Goals. 

Leading organizations trust us because we are driven by customer success. 

 

Why you’ll love Software AG

Our three core values define us. You will be expected to embody these key values that contribute to our culture:

 

High-performance culture

We enjoy winning. Although we are a large company we are very entrepreneurial in nature. We have aggressive growth targets (to double our overall business in 2021) and we hold each other accountable for achieving these targets. But we are not just about profit. We also measure Customer satisfaction, Employee satisfaction and Employee retention.

 

One Team

Software AG Asia’s culture statement is “WE CARE”. We care about our customers, our partners and our team members. We work as ONE TEAM to achieve this culture.

 

Individual responsibility for collective success

Everyone is accountable for the success of the team. We practice individual ownership for the collective success of the business, the well-being of our team and organization, positive and vibrant atmosphere. This makes a great place to work. The sum of our parts will make us stronger.

 

About the Role

We have highly skilled and dedicated people. In this role, you will need to use your high level of influencing skills to ensure all functions are aligned to create a true ‘One Team’ approach centered on our customers. 

You will be accountable for developing and growing the business in Hong Kong and Macau. We all play to our strengths, taking responsibility for our individual contributions to understanding our customer's existing needs and future requirements for continued growth.

 

We care about achieving our targets. We provide plenty of support with strong sales enablement and development opportunities, we have a leadership team committed to a true coaching culture - this way we enable everyone to be the best version of themselves at work.

 

Targets

Quota:

You will carry an individual annual quota on software license revenue of 1M EUR. This will be discussed during the interview.

You will also be measured on:

  • Average deal size (grow by at least 10% year on year)
  • 3-4x R4Q pipeline coverage of sales targets at all times
  • New logos acquisition (at least four new logos per year)

 

Sales acumen:

  • Degree of solutions sales and value selling vs product sales
  • Ability to articulate value propositions
  • Ability to develop true pricing logic
  • Degree of adoption of sales best practices developed at Software AG
  • Degree of accuracy of sales forecast (both deal size and closing timeline)                                                                                                            

 

Others:

  • Ability to broaden existing and broaden new customer relationships
  • Ability to learn
  • Degree of responsibility shown for customer success
  • Pro-activity, Self-initiation
  • Thinking outside of the box

 

Who you are

You are passionate, you are a winner and you are excited about helping customers achieve their digitalization goals. You are hungry to meet and exceed your goals always looking for opportunities to improve yourself.

 

Achiever

You will have true belief and track record in value-based selling. You will be driven by a relentless need to achieve.  You will have found a way to harness the energy needed to work long hours at times without burning out. You will set the pace and determine your own measures of success.

 

Communication

You will need excellent verbal, written and presentation skills coupled with an ability to drive clear and concise customer sales briefings/ meetings.  You will need to understand that customers sometimes have short attention spans and that technology itself isn’t always enough to drive a sale. You will need to excite your customers with compelling and interesting industry-based value propositions.

You will have an ability to create and manage constructive conversations that challenge customers with the use of customer and industry insight and knowledge.

 

Discipline

You will need to be able to bring discipline to the crazy world of software selling. You will need to have routines whilst focusing on timelines and deadlines whilst maintaining and demonstrating control of multiple situations at once.

 

Focus

You will need to ask yourself everyday “Why am I doing this?” If your answer doesn’t fit with your goals, then you need to reassess why you are acting in the way you are. Focus will force you to filter and evaluate every action as you move towards a goal. You will create a focus within the virtual opportunity teams that you lead by ensuring that everyone is aligned to the same goal.

By working both very smart and very hard, you will be an expert in managing your time and prioritizing your activities.

 

Maximiser

You will not be content with average or mediocre. You will strive for excellence in everything you do at Software AG. You want to capitalize on your strengths and have fun along the way. Maximizing everything will be demanding for you. It will make you more productive and much more successful.

 

Responsibility

You will take overall ownership of anything you commit to, and whether large or small, you will feel emotionally bound to follow it through to completion. Your good name will depend on it. You will need to be selective however as there will be many demands on your time, you will not be able to take responsibility for everything. You will need to foster a shared responsibility environment within your opportunities and accounts.

 

Strategic

By thinking strategically, you will be able to sort through cluttered situations and find the best route. You will see things in patterns that others will confuse for complexity and you will be able to play out scenarios based on different possibilities. You will disregard paths that lead nowhere and make selections and decisions until you find the right strategy in each situation. Once found you will act.

 

Want to be part of our exciting journey?

Apply now by emailing your resume to Joclyn.debraal@softwareag.com

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 


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