Mid-Enterprise Sales Representative

Job ID
2017-4459
Category
Sales
US-CA-Santa Clara

Overview

Axway, a market leader in governing the flow of data, is a software and services company headquartered in Phoenix, Arizona. Established in 2001, Axway serves more than 11,000 organizations in 100 countries, with offices around the globe. Our award-winning products, solutions and services enable business-critical interactions by governing the data that flows across the enterprise, as well as data flows that span beyond the enterprise edge including partner communities and the cloud. Axway’s industry-leading offerings include: business-to-business integration, managed file transfer, secure email, business operations monitoring, process management, API and identity management, as well as professional and managed services, cloud solutions, and Software-as-a-Service.

 

We are currently building a team of MId-Enterprise Sales Reps to join our Santa Clara office. These positions are part of our North American Sales team.  The primary objectives for this position is to remotely close new business acorss Mid Market Companies.. The right candidate will be capable of targeting new customers with up to 5,000 employees, and he or she will be able to land new customers and expand the existing customer base.

 

Responsibilities

  • Build pipeline and drive new sales across a designated territory to meet defined targets          
  • Cloud First Selling of SaaS offerings
  • Identify, Prospect, and Sell into Mid Enterprise Accounts up to 5,000 employees
  • Land (new customers) and Expand (existing customers)
  • Manage a Geographic Territory
  • Full day to day account, opportunity and territory management using SFDC
  • Prospecting
  • Tracking
  • Reporting
  • Consulting
  • Relationship Building
  • Forecasting
  • Continuously work to maintain a sales pipeline of 3x-4x Quota
  • Align and adopt your sales methods to the Axway Global Sales Process
  • Create Demand
  • Qualify Opportunities
  • Develop Value
  • Prove Capabilities
  • Negotiate Agreements
  • Close Business
  • Work with the marketing team to develop campaigns & programs to build pipeline
  • Leverage channel partners to drive additional revenue opportunities and pipeline
  • Proven ability to work independently to achieve results
  • Meets monthly and quarterly revenue and bookings commitments
  • Work and interact with other Sales Teams to maximize cross-selling of the axway portfolio

Qualifications

  • Hunter mentality
  • Heavy prospecting required
  • Demonstrated remote selling success in closing new business
  • 1-3 years of experience selling SAAS, Business Applications and/or Cloud Solutions
  • Experience with selling Cloud Backup, File Synchronization is a plus
  • Excellent written and oral communication skills, in addition to formal presentation skills
  • Self-starter with strong drive to succeed
  • Strong, proven ability to sell remote
  • General understanding of SaaS contract Structure and Terminology
  • 4-year degree or equivalent experience
  • Proficient in SFDC and MS Office

Axway is an EEO and AA employer

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