Global Head of Value Engineering and Enablement
Esker
Cloud
Enterprise/Commercial Account Executive
Axway
full-time
Posted on:
Origin: • 🇺🇸 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 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 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
- 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)
- Elevated level of business acumen
- Ability to see opportunities where others see challenges
- Axway industry and competitor knowledge
- Ability to accommodate up to 50% travel
- Experience selling to SMB, Mid-Market, and Enterprise across Healthcare, Supply Chain, Banking, and Public Sector verticals
- Strong collaboration and stakeholder management skills (internal and external)
- Experience leveraging sales methodology to close complex, multi-solution deals
