Enterprise Account Executive

Locations in Germany: Darmstadt, Düsseldorf

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 a set of key accounts, within the same industry or accounts of significantly the same size/complexity. The Enterprise 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 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 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.
- Regularly meet with C level customers 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.
- Qualify, create, develop, control and close new opportunities.
- Adopt the appropriate methodology to selling.
- Create an environment of collaboration with both the customer and virtual sales team
- Coordinate Software AG resources and partners to successfully manage complex relationships and sales cycles with the assigned customers.
- 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.
- Build key management relationships with focus on new opportunities, customer success and satisfaction, resulting in referenceable accounts and positive brand/company awareness.
- Understand Software AG’s products, services and competition and increase the value that customers attach to our unique capabilities.
- Identify stakeholders, sponsors and customer references.
- Keep current with developments in the particular market or industry segment.
- 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 with deal sizes €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 specific industry’s customers’ business, needs, challenges and expectations.
- Demonstrated understanding of market disciplines, competitive landscape and current technologies.
- Personal commitment, strong leadership skills and experienced working in a collaborative environment.
- 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 Enterprise 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