Account Executive - Navy/Air Force

Job ID
2017-4264
Category
Sales
US-Remote

Overview

Axway is a strong leader in the explosive growth industry of Digital Business.  Axway is an enterprise security software and services company headquartered in Phoenix, Arizona, established in 2001, serving more than 11,000 organizations in 100 countries, with offices around the globe.

Our award-winning products, solutions and services enable critical interactions by governing the data that flows across the enterprise, as well as data flows that span beyond the enterprise. Axway’s industry-leading offerings include: business-to-business integration, analytics, managed file transfer, business operations monitoring, operations intelligence to anticipate, detect and mitigate business issues, process management, API and identity management, as well as professional and managed services, cloud solutions, and Software-as-a-Service.  We solve Government challenges with Axway solutions.

 

Axway Federal Sales team is seeking a senior Navy / Air Force  enterprise software sales executive.  The candidate is a hunter who is experienced, high-energy, a leader, smart and uses a consultative solution selling professional approach. We are seeking a candidate with a proven track record of significant over-quota achievement and experience in selling complex enterprise software solutions. This candidate must live within 30 miles of Washington DC to sell to the Federal Government.  The office is located in McLean, VA.  We are a rapidly growing company with a TEAM spirited environment that offers a generous benefit package and a highly competitive compensation package. Axway’s benefit package includes medical, dental, vision, and 401K with match.

Responsibilities

  • Identifies and closes new sales opportunities within the Navy / Air Force to exceed quota and meet the quarterly numbers.
  • Coordinates activities with clients and strategic partners to further establish Axway’s penetration within the Navy / Air Force
  • Creates and implements a strategic Territory Development Plan focused on creating and closing your own opportunities.
  • Professionally initiate and lead in person meetings with prospects and existing customers within the Navy / Air Force
  • Successfully deploys the Solution Selling sales approach to sell complex IT solutions that solve the customer’s challenges.
  • Be a high energy, smart, self-starter who is accountable with strong drive to succeed and make it happen.
  • Builds and keeps current a SalesForce pipeline with no more that 20% of the opportunities coming from databases such as GovWin, utilizing the Solution Selling practices.
  • Develops strong relationships with key executives at strategic accounts within the Navy / Air Force and partner companies.
  • Works with existing customers to establish additional areas of opportunities to sell the full Axway suite within the Navy / Air Force
  • Initiates meetings with prospects to determine the customers’ pain and work toward developing a solution to win the opportunity.
  • Collaborates with the Axway team and Solution Architects to develop programs for technical or vertical solutions.
  • Leverages strategic channel partners to further build out Axway’s solutions through potential partner SI’s and other prime government contractors.
  • Safeguard Axway and Axway customer data through compliance with Axway policies and the appropriate use of Axway equipment and facilities.

Qualifications

  • Minimum of 5 most recent years selling enterprise software or application software to the U.S. Department of Defense.  
  • Proven ability to identify and close new business and grow existing revenue exceeding quotas a minimum of 3 of the most recent 5 years selling technical software solutions to the Navy / Air Force  
  • Has established network of contacts within the Navy / Air Force
  • Exhibits a strong understanding of US Federal Government contracting.
  • Consultative solution sales approach is imperative with the ability to articulate the solution value and understand customer’s business issues.
  • High energy, smart, results oriented person who prepares in advance and who is naturally strategic in how they view business and follows through on doing what is promised.
  • Hunter mentality to win new customers in Navy / Air Force exceeding quotas.
  • Fluent in English, other languages a plus, and US Citizen
  • Be a flexible, smart, resilient self-starter with strong drive to succeed who believes in being accountable.
  • Start-up company or entrepreneur experience desirable.
  • Exhibits a tenacious and positive attitude and is determined to win.
  • Must live within 30 miles of Washington DC

Education:

  • Bachelor’s degree in business, sales, or marketing preferred.
  • Advanced degree in business management or marketing desirable.

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