ABOUT THE JOB
The Territory Account Executive is responsible for using a consultative solution selling approach to grow and develop Software AGs business in a given territory or account base (geography, set of industries, or combination thereof). The Territory Account Executive focuses on a set of 20:30 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.
The Territory 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.
BA/BS degree or equivalent and familiarity with internet technologies.
Basic understanding of BPMS, SOA, B2B and EAI Technology and marketplace.
Professional Experience in year(s):5
Working directly or with the Partner Manager, builds and coordinates partnerships with top partners to generate incremental revenue opportunities.
Develop and maintain a Territory plan and pipeline to meet and exceed assigned quota.
Accurately forecast and report on opportunities within the assigned territory.
Create an environment of collaboration with both the customer and virtual sales team.
Create constructive tension and challenge the customer with their knowledge of customer and industry insight.
Teach customers insights and 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 customers 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.
Manage complex sales cycles, utilizing internal and external resources as appropriate.
Engage with cross:functional resources to drive Software AG Sales.
Prior industry experience selling software based solutions into a specified territory, specifically into targeted new name accounts with deal sizes that range from EUR50K : EUR1M+.
Proven track record of meeting and exceeding sales quotas.
WHAT YOU CAN EXPECT
An International Working Environment
Interesting and Challenging Tasks
The employees are smart, friendly and welcoming
Health Insurance starts your first day on the job
Three weeks paid vacation and three weeks paid sick leave
10 paid holidays (including a floating holiday and a community service day)
401(k) Plan with up to 5 employer match
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, ual orientation, disability, or veteran status. Click on the link to view the full EEO statement