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Strategic Account Executive

Toronto
CA

The Strategic 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 Strategic Account Executive focuses on a set of 30-40 assigned accounts that she/he proactively covers to generate new opportunities and license revenue. She/he effectively covers other accounts in his/her area by building and coordinating partner relationships, as well as leveraging demand generation activities.

 

Tasks and Responsibilities:

  • The Strategic Account Executive is part of a virtual sales team along with other Software AG lines of business and is responsible for selling the entire Software AG solutions portfolio in her/his territory.
  • 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.

Academic Degree:

  • BA/BS degree or equivalent experience and familiarity with internet technologies.
  • Basic understanding of IOT, API, BPMS, SOA, B2B and EAI Technology and marketplace.
  • Other languages may be an advantage.

Professional Experience in year(s): 3-10

Special Knowledge:

  • 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 virtual sales team.

IT Skills:

  • 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.

Languages:

  • 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 IOT, API Management BPMS, 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.
  • 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+.

Additional Requirements/ Soft Skills:

  • 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 expectations.
  • Ability to drive deal size and is able to carry out detailed ROI analyses.
  • Is target and success oriented.

Culture
We have an open-minded culture and many exciting projects 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!

 
What to Expect

  • The employees are smart, friendly and welcoming
  • Health Insurance starts your first day on the job
  • 6 weeks of PTO – 3 weeks of vacation and 3 weeks of sick leave
  • 401(k) Plan with up to 5% employer match
  • Parental Leave
  • Corporate discount purchase programs
  • Group legal plans
  • Pet Insurance
  • And MANY more

It is the policy of the Company that employment decisions shall be based on merit, qualifications, and competence. Employment practices shall not be influenced or affected by virtue of an applicant’s or Employee’s age, race, color, gender, gender identity or expression, genetics, sex, sexual orientation, marital status, pregnancy, national origin, ancestry, religion, disability, protected veteran status and other protected classifications. In addition, it is Company policy to provide an environment that is free of unlawful harassment of any kind, including that which is sexual, age-related, or ethnic. This policy governs all aspects of employment, promotion, assignment, discharge, and other terms and conditions of employment.

Software AG is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration without regard to race, age, religion, color, marital status, national origin, gender, gender identity or expression, sexual orientation, disability, or veteran status.It is the policy of the Company that employment decisions shall be based on merit, qualifications, and competence. Employment practices shall not be influenced or affected by virtue of an applicant’s or Employee’s age, race, color, gender, gender identity or expression, genetics, sex, sexual orientation, marital status, pregnancy, national origin, ancestry, religion, disability, protected veteran status and other protected classifications. In addition, it is Company policy to provide an environment that is free of unlawful harassment of any kind, including that which is sexual, age-related, or ethnic. This policy governs all aspects of employment, promotion, assignment, discharge, and other terms and conditions of employment.

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Job Segment: Account Executive, Strategy, Sales