• APIM Technical Lead

    Job ID
    2018-5015
    Category
    Sales
    Job Location
    CN-11-Beijing
  • Overview

    Axway (NYSE Euronext: AXW.PA) is a catalyst for transformation and a global leader in data flow governance. With Axway AMPLIFY™, our cloud-enabled data integration and engagement platform, leading brands better anticipate, adapt and scale to meet ever-changing customer expectations. Our unified, API-first approach connects data from anywhere, fuels millions of apps and delivers real-time analytics to build customer experience networks. From idea to execution, we help make the future possible for more than 11,000 organizations in 100 countries. Axway is registered in France and headquarters in Phoenix, Arizona, with offices in over 20 countries including Australia, Singapore, Hong Kong, and China.

     

    Position Overview :

    • Provides technical expertise to support sales of Axway API Management solution
    • Collaborates between Sales, Services Engineering, Support and Channel partners to address customer needs in a complex solution
    • Reports directly to Presales Director in the APAC region

    Responsibilities

    • Focus on targeting the APIM buyer role at the customers from business line buyers to technical buyers.
    • Provide technical expertise to support sales and consultancy activities
    • Support Channel partners sales capabilities and enable newly on-board partners
    • Demonstrate awareness of competitive products and their strategies
    • Develop and Maintain detailed knowledge of Axway suite of products
    • Proactively scopes the technical solution required to address customer requirements, assesses customers’ needs, and recommends solutions that optimize value for both the customer and Axway.
    • Coordinates with internal sales, sales support, service resources and Channel partners to align solution design with customers’ business requirements
    • Opportunistically pursues additional business development opportunities within existing customers.
    • Monitors customer support for technical solutions proposed throughout the sales process and alerts the sales and account teams to potential risks of deal closure.
    • Conduct business and product presentations or demonstrations to customers
    • Help Product Management to understand the business and technical functionality required for Axway APIM in China

    Accountabilities and Performance measures :

    • Contribute to marketing campaigns and events
    • Maintains high satisfaction ratings from customer
    • Completes required training and development objectives within the assigned time frame

    Organizational alignment :

    • Reports to the Presales Director, APAC
    • Works closely and collaboratively with China sales team
    • This position may be assigned to support other geography in APAC region

    Qualifications

    • Obtained Tertiary degree from an accredited institution
    • Minimum 8 years' experience in either pre-sales or consultancy role for integration/middleware solution especially APIM technologies.
    • Familiar with DevOps integration and processes
    • Understands hybrid integration platform and cloud storage
    • Experience in operational analytics would be a plus

    Personal qualities & Behavioural traits :

    • Ability to travel on regular basis
    • Ability to motivate self and work independently with little supervision to provide sales and consultancy support and develop sales opportunities
    • Possess excellent presentation, writing skills, communication skills, written and verbal
    • Ability to present confidentially and pitch ideas at different level of audience
    • Willingness to continuously learn and develop new skills and a professional image
    • Ability to listen, analyze, discuss and apply a consultative selling approach to promote the best solution for the customer's requirements.
    • Ability to lead and contribute effectively in team environment

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