The Enterprise Account Executive is responsible for managing relationships and selling software AG’s entire solutions portfolio into a set of 1 to 10 key accounts, within the same industry or accounts of significantly size/complexity. The Enterprise Account Executive acts as a 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 build 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 1M€.
· Understand and leverage value based selling.
· 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.
Education
· BA/BS degree or equivalent and familiarity with internet technologies.
· Basic understanding of BPMS, SOA, B2B and EAI Technology and marketplace.
UAE