Account Executive

Locations in Germany: Düsseldorf & Darmstadt preferred; Berlin, Hamburg, Munich, Stuttgart, Saarbrücken, Nuremberg

Software AG is the software pioneer of a truly connected world. Since 1969, we’ve helped 10,000+ organizations to turn data into value. With the latest positioning of our

Super iPaaS

as the industry-leading solution for

data

and

app-integration

,

API management

,

B2B

,

IoT & analytics

and

business transformation
- Those solutions are creating 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 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._

We’re using in our sales organization the latest technology (e. g. Salesforce), qualification processes (MEDDICC) and discovery methodology (Challenger Sales). We’re doing everything to increase the likelihood for your success

POSITION PURPOSE

The Account Executive* is responsible for managing relationships and selling Software AG’s entire solutions portfolio into a set of key accounts, within the same industry or accounts of significantly the same size/complexity. The Account Executive* acts as a strategic advisor for customers, using consultative and value-based selling techniques and interacting with C level people in their account base. The 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 build on existing business, establishing a long-term closed partnership with key customers.

ESSENTIAL JOB FUNCTIONS
- 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 and meet regularly to understand their business and key drivers.
- Working directly or with the Partner Manager, generate incremental revenue opportunities, e. g. demand for licenses and related services through a customized, value-led approach.
- Develop proactive account planning and execution, including penetration plan as well as coverage plan.
- Educate and inform customers on key market trends, 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 customer’s process.
- Understand Software AG’s products, services and competition and increase the value that customers attach to our unique capabilities.
- Develop new solutions and support others in solving complex problems in the sales process, using a structured and methodical approach.

SKILLS & EXPERIENCE
- Extensive experience selling software-based solutions to C level clients, specifically into large accounts including proven track record of meeting and exceeding sales quotas.
- Understand and leverage value-based selling.
- Understanding of integration solutions like data and app integration is essential.
- Experience developing and presenting clear and concise sales briefings/meetings, excellent presentation skills and interaction with internal/external customers.
- Team player and able to take direction from Sales Management. Also, personal commitment, strong leadership skills and experienced working in a collaborative environment.
- Demonstrated understanding of market disciplines, competitive landscape and current technologies.
- Ability to drive deal size and is able to carry out detailed ROI analyses.
- German language skills at native level (C1/C2) and English language skills business fluent.
- At least 3 years in relevant position in the last 5 years.

EDUCATION
- BA/BS degree or equivalent and familiarity with internet technologies.
- Good understanding of Integration, IoT, Business Process Management and digital transformation technology and marketplace.

KEY SALES COMPETENCIES
- Account Management
- Value Creation
- Negotiation Skills
- Relationship Building
- Commercial Awareness

WHAT YOU CAN EXPECT
- 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.
- Set yourself up for success in your new role by upgrading your home office space using your one-time hybri