Enterprise/Commercial Account Executive
Axway
full-time
Posted on:
Location: 🇺🇸 United States
Visit company websiteJob Level
Mid-LevelSenior
Tech Stack
Cloud
About the role
- Leverage existing and cultivate new relationships with current and prospective Axway customers to create new opportunities.
- Utilize internal and external resources to create and grow an effective sales pipeline.
- Collaborate with a team of internal stakeholders from frontline employees to C-level executives to drive long sales cycles to successful conclusions.
- Engage as a partner and professional consultant with external stakeholders from frontline employees to C-level executives, building meaningful relationships and trust.
- Work with the direct manager to establish and meet sales and performance KPIs including but not limited to; quarterly/annual sales quotas and customer satisfaction metrics.
- Collaborate with Product, Presales, Services, and Support teams to develop a detailed and comprehensive understanding of Axway’s product suite and professional services.
- Lead business conversations and presentations to pitch product value to Axway’s customers.
- Manage and sell to accounts including SMB, Mid-Market, and Enterprise across different verticals, specializing in Healthcare, Supply Chain, Banking, and the Public Sector.
- Collaborate with Customer Success and Marketing teams to understand customer pain points, opportunities, market trends, and competitors.
- Utilize Axway University team resources to grow knowledge of the company, product suite, customer infrastructure, industry, and other areas required for professional development.
Requirements
- Minimum of 5-7 years of direct B2B SaaS enterprise sales experience.
- Minimum 5 years of full-cycle sales experience.
- Minimum 3 years of experience selling software MFT or API software solutions.
- Minimum 3 years of experience selling Managed Cloud software products.
- Must be able to demonstrate an elevated level of business acumen to customers.
- Proven ability to consistently meet and exceed annual sales quotas.
- Experience managing sales cycles that last a minimum of 6 months.
- Experience supporting customer data migrations (on-prem to the cloud).
- Ability to see opportunities where others see challenges.
- Axway industry and competitor knowledge.
- Ability to accommodate up to 50% Travel if required.