Software AG

Software AG simplifies the connected world. Founded in 1969 it helps deliver the experiences that employees, partners and customers now expect. Its technology creates the digital backbone that integrates applications, devices, data and clouds; empowers streamlined processes; and connects “things” like sensors, devices and machines. It helps 10,000+ organizations to become a truly connected enterprise and make smarter decisions, faster.

Our story goes beyond technology. We put people first – employees, customers, and partners. We build strong teams and cultivate relationships that last. We provide incomparable products, solutions, services, and technical excellence for our customers. We are a team of over 5,000 colleagues across 70+ countries who value inclusion, integrity, and innovation. Our size means everyone has an impact and every voice is valued. We are big enough to compete and small enough to care.

Be you, join us.

We are currently seeking an Account Executive to manage customer relationships and sell Software AG’s WebMethods and StreamSets portfolio using its Super iPaaS framework. This person will act as a strategic advisor for their customers and use consultative and value-based selling techniques to develop and maintain relationships with C-level people within their account.

You will effectively coordinate activities in your account by engaging with other Software AG Sales Specialists, Sales Engineers, Inside Sales, Sales Development Reps and Consultants to successfully generate qualified opportunities, win new business, and build a long-term strategic partnership with your customer.

Essential Functions

• Understanding and effectively communicating the WebMethods and StreamSets value proposition to potential customers.
• 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 collaboration solutions.
• Meet with CIOs, IT executives, LOB executives, Program Managers, and other important partners.
• Accurately forecast and report on opportunities within the assigned territory
• Track all customer details including use case, purchase time frames, next steps, and forecasting.
• Close net new logos and expand existing accounts.
• Identify and close quick, small wins while managing longer, complex sales cycles.
• Prospect, qualify, and develop a robust sales pipeline.
• Conduct discovery and carry out on the sales process to uncover the needs of large, enterprise companies.
• Develop a strategic plan for your territory to meet monthly, quarterly, and annual bookings and revenue objectives.
• Timely and accurate updating of Salesforce.com CRM, forecasts, and pipeline data to ensure the generation of accurate territory and management reports.
• Work with our Partner Team and Partners directly to identify and work on opportunities.

Minimum Requirements

• 8+ years of experience selling with middleware technologies, cloud architecture, integration platforms.
• Prior experience selling software-based solutions, specifically into targeted new name accounts with deal sizes that range from $50K - $1M.
• Field sales experience within Big Data, Cloud, or SaaS sales.
• Demonstrable success in meeting and exceeding a $1M quota and have achieved premium sales "club" recognition.
• Growth Mindset and embrace new ideas, ways of working and technologies.
• Excellent prospecting skills using multiple tools and methods to effectively prospect across many accounts.
• Invests in a customer-centric approach and willing to go out of their way to meet the customer at the place best for them.
• Ability to understand customers’ business, needs, challenges and expectations.
• Must have excellent verbal and written communication skills. Work closely with Business Process Owners across various functions to guide discussion and scope and draft functional and technical requirements. Excel in both personal drive and collaborative teamwork
• Organizational requirements and attention to detail are important, and the aptitude to prioritize in a high growth environment.
• Good comprehension of sales performance metrics and must be driven with an extreme sense of urgency to deliver.
• A self-starter, self-governing, team-oriented and has a structured way of working.

Can develop and grasp convoluted business processes/business models and embodies a consultative approach.

What’s in it for you?

• Earn competitive total compensation and receive comprehensive country-specific medical and other benefits.
• Enjoy time and location flexibility with our Hybrid Working Model, which allows a remote workshare of up to 60%. Work anywhere in your country or abroad for up to 10 days per year.
• Lean on the Employee Assistance Program for support during some of life’s most common but difficult challenges.

At Software AG we are committed to providing an environment of mutual respect and fairness where equal employment opportunities are available to all applicants and employees without regard to race, colour, religion, gender, pregnancy, national origin, age, physical and mental disability, marital status, sexual orientation, gender identity, and any other characteristic protected by applicable law.

We believe that diversity, equity, and inclusion is critical to our success as a global company, and we seek to recruit, compensate, develop, promote, and retain the most talented people from a diverse candidate pool.

To all recruitment agencies: Software AG does not entertain unsolicited CVs without prior approval from Software AG's Talent Acquisition Team. Kindly refrain from sending CVs to our job’s alias, Software AG employees, or any other organizational location without explicit consent. Software AG assumes no responsibility for any fees associated with unsolicited CVs.

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