• Account Executive - Federal Government

    Job ID
    2018-4716
    Category
    Sales
    Job Location
    US-Remote
  • Overview

    Exploding market demand. Superior, differentiated, high value solutions.  The intersection of both provides lucrative opportunity for those smart enough to see it.  Enter Axway.  We are a seventeen-year-old, global, market-leading (ask Gartner) Software and Cloud Technology provider serving over 11,000 customers in over 100 countries. The products and services delivered by our over 1,900 employees enable many of the world’s largest and most successful companies to drive high-value, business-critical interactions with over 1 billion transactions per day processed using Axway technology.  This will only increase as the digital business transformation accelerates. 

     

    Axway’s Federal Sales Team is searching for an experienced, aggressive, high energy Account Executive with a proven track record of significant over-quota achievement and experience in selling complex software solutions to the Federal Government and federal finance agencies including the IRS and the US Department of the Treasury. 

    Responsibilities

    • Works with senior and executive leaders 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

     

    85% 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 commitment
    • Creates and implements a Territory Development Plan

     

    15% 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 8-10 years direct sales experience; On-Premist & Cloud/SaaS based software sales experience preferred
    • Specific experience with the Federal Government including federal finance agencies 
    • 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
    • Solution Selling Sales Methodology is desirable 
    • Fluent in English, other languages a plus, and US Citizen
    • Must live within 25 miles of Washington DC
    • Bachelor’s degree in business, sales, or marketing required. Advanced degree in business management or marketing desirable.

    Axway is an EEO and AA Employer

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