Key Accounts Manager
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What you'll do
- 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.
What they're looking for
- Knowledge of Axway’s or industry MFT, API, and Cloud platforms.
- Selling complex software in a B2B environment in a multi-solution sales cycle.
- Utilizing existing sales methodology to successfully close deals.
- Collaborate with internal and external stakeholders by building rapport, communicating effectively, and demonstrating a high-level customer-centric approach.
- Minimum of 7-10 years of direct B2B SaaS enterprise sales experience.
- Minimum 7 years of full-cycle sales experience.
- Minimum 5 years of experience selling software MFT or API software solutions.
- Minimum 5 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).
Summarised by NextRaise from the employer’s description, which follows in full below.
Full description from employer
Overview
We are looking for our new Key Account Manager to join Axway's family. Are you ready? Join us now!!
We value individuals with a track record of surpassing quotas, and if you have successfully sold complex integration software solutions, you're the ideal candidate we're looking for! Your expertise and dedication will play a pivotal role in driving innovation, empowering our clients, and shaping the future of the digital landscape.
Successful candidates will encompass:
- Knowledge of Axway’s or industry MFT, API, and Cloud platforms.
- Selling complex software in a B2B environment in a multi-solution sales cycle.
- Utilizing existing sales methodology to successfully close deals.
- Collaborate with internal and external stakeholders by building rapport, communicating effectively, and demonstrating a high-level customer-centric approach.
Location: U.S.
Remote: Up to 30% Annual Travel
Responsibilities
- 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.
Qualifications
- Minimum of 7-10 years of direct B2B SaaS enterprise sales experience.
- Minimum 7 years of full-cycle sales experience.
- Minimum 5 years of experience selling software MFT or API software solutions.
- Minimum 5 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.
Company Overview
Axway has been shaping the future of enterprise integration for over 25 years. We are recognized as global industry leaders, helping organizations drive digital transformation with secure, mission-critical software that powers impactful business outcomes.
As part of 74Software, we're backed by a group of leading software companies delivering mission-critical solutions worldwide. Our focus is on delivering long-term value, leveraging cutting-edge technology, and fostering strong client partnerships. Join us and be part of a collaborative, forward-thinking team shaping the future of enterprise integration solutions.
Why Axway?
At Axway, we believe we're better together. We celebrate diverse perspectives and experiences, knowing our people are our greatest strength. Join us and be part of a team where you can thrive, grow, and make an impact.
We offer benefits that support your health, growth, and lifestyle, so you can thrive at work and beyond, including health coverage, retirement plans, paid time off, flexible work, career development, competitive pay, and global culture perks.
Equal Opportunity Employer
We are committed to providing equal opportunities and ensuring a fair and inclusive recruitment process. We do not discriminate on the basis of age, disability, gender, sexual orientation, race, religion, or any other protected characteristic.
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