Enterprise Account Executive

Software AG is the software pioneer of a truly connected world. Since 1969, we’ve helped 10,000+ organizations turn data into decisions. Our industry-leading suite of

integration & API management

,

IoT & analytics

and

business transformation

products creates a flow of data between people, departments, systems, and devices.
_We connect people and technology for a smarter tomorrow._

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._

Position Purpose:
The Enterprise Account Executive is responsible for managing relationships and selling Software AG’s entire solutions portfolio into mainly the Public Sector in NSW, QLD, Federal and New Zealand with some Enterprise Accounts of significant size/complexity. The Enterprise Account Executive acts as strategic advisor for his/her customers. She/he uses consultative and value based selling techniques, interacting with C level people within her/his set of accounts.

The Enterprise Account Executive effectively leverages internal resources such as Sales Engineers, Inside Sales, Consultants, as well as selected partners to successfully generate qualified opportunities, win new or existing business and builds a long term closed partnership with her/his key customers.

Essential Job Functions- Achieve the quarterly and yearly revenue targets by using the approved SAG business planning, account management and opportunity management and monitoring processes.- Regularly meet with customers at senior levels to understand their business/key drivers, and generate demand for licenses and related services through a customized value led approach.- Proactive account planning and execution (including penetration plan and well as coverage plan).- Adopt the appropriate sales methodology to selling.- Create constructive tension and challenge the customer with their knowledge of customer & industry insight.- Educate and inform customers on key market trends-challenges and tailor solutions to challenge their approach to key corporate priorities.- Take control of the sales process rather than simply following the customer’s process. Negotiate and close contracts, clearly articulating the business value for the customer.- Create an environment of collaboration with both the customer and the virtual sales team.- Build key management relationships with focus on new opportunities, customer success, and satisfaction, resulting in referenceable accounts and positive brand/company awareness.- Coordinate Software AG’s resources and partners to successfully manage complex relationships and sales cycles with the assigned customers.- Lead in the development, presentation and sales of a value proposition.- Understand Software AG’s products and services and competition and increase the value that the customer attaches to Software AG’s unique capabilities.- Keep up to date with developments within their particular market or industry segment.- Use structured and methodical approaches to develop solution.

Skills and Experience- Extensive experience selling complex software solutions to C level clients specifically into large accounts with deal sizes over 1MAUD- Understand and leverage value based selling and challenger sales.- 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.- Demonstrated understanding of market disciplines, competitive landscape and current technologies.- Shows personal commitment, strong leadership skills and experienced in working in a collaborative environment.- Is target and success oriented.- Ability to drive deal size and is able to carry out detailed ROI analyses.

Key Sales Competencies- Account Management- Value Creation- Negotiation Skills- Relationship Building- Commercial Awareness

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- Prioritize yourself during bi-weekly Meeting Free Mondays by participating in our instructor-led or self-paced learning opportunities to help you reach your career goals- Lean on the Employee Assistance Program