• Account Executive - Supply Chain West

    Job ID
    2018-4532
    Category
    Sales
    Job Location
    US-Remote
  • Overview

    Digital technology is no longer just another tool in the IT, marketing, sales or service toolbox to engage, inspire and attract customers.  It is becoming the foundation of entirely new ways of doing business as well as giving rise to entirely new businesses. There could be 100 billion connected devices expected by 2025, leading towards a trillion sensor ecosystem. 1 billion digital natives are expected to join the workforce over the next 7 years. In a hyper-connected era of mobile, social, cloud, big data, and the Internet of Things, future business models will depend on the availability of more data flowing through more systems and being accessed and used by more people.

     

    Enter Axway.  We are a seventeen year old, global, market-leading (ask Gartner) Software and Cloud Technology provider that empower our customers to govern the flow of data that drives digital business, and we need Sales Executives who can help us expand our reach in this new Market.  We serve over 11,000 customers in over 100 countries by over 2,000 employees.  This will only increase as the digital business transformation accelerates.  Our 2016 revenue was $360 million, putting us in top echelon of software companies worldwide.

     

    Axway, a leading global provider of collaborative business solutions is seeking an experienced, aggressive, high-energy sales professional. This position offers an opportunity to develop and implement an inside sales strategy and operation. We are seeking a candidate with a proven track record of significant over-quota achievement and experience in selling complex software solutions. We are a rapidly growing company with a team spirited environment.

    Responsibilities

    • Works with upper/senior level management within the company to establish direct sales, a strategic territory plan, and additional market development within target verticals
    • Meets monthly and quarterly revenue and bookings commitments
    • Coordinates activities with clients and strategic partners to further establish Axway’s penetration within the specific verticals 
    • Determines the sales approach to sell complex IT solutions
    • Safeguard Axway and Axway customer data through compliance with Axway policies and the appropriate use of Axway equipment and facilities

     

    80% Direct Sales and Account Management activities:

    • Works with strategic customers and prospects to develop and close sales cycles for  Axway vertical solutions
    • Establishes strong relationships with key executives at strategic accounts
    • Works with existing customers to establish additional areas of opportunities within vertical solutions
    • Meets monthly and quarterly revenue and bookings commitments
    • Creates and implements a Territory Development Plan

     

    20% Specific Vertical Strategy and Market Development

    • Provides leadership and direction for solution team based upon customer and market feedback
    • Works with existing customers to further develop their communities and provide new prospect introductions
    • Develops summits and forums to bring Axway senior executives and customer senior executives   together to discuss Collaborative Commerce
    • Collaborates with the marketing team to develop programs for technical or vertical solutions
    • Leverages channel partners to drive additional revenue opportunities
    • Provides input on strategic channel partners to further build out Axway’s solutions through potential partner SI’s and ISV’s

    Qualifications

    • Minimum of 8 years direct software or application software sales experience in a specific vertical. 
    • Specific experience with e-commerce and supply chain solutions desirable. 
    • An understanding and demonstrated aptitude in managing and leveraging relationship sell to the point on securing technical, business, and executive alignment in a prospect account.
    • Bachelor’s degree in business, sales, or marketing required.  Advanced degree in business management or marketing desirable.
    • SELF-STARTER with strong drive to succeed.
    • Proven ability to work independently to achieve results.
    • Start-up company experience and background desirable
    • 50% Travel required.
    • Solution Selling Sales Methodology is desirable.
    • Experience in on premise & cloud/SaaS based software solutions.
    • B2B Software experience desirable.

     

    Axway is an EEO and AA employer

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