• APIM Technical Lead

    Job ID
    2018-5057
    Category
    Sales
    Job Location
    AU-
  • 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.

    Responsibilities

    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 Customer Success Director in the APAC region

     

    JOB

    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 Amplify Platform

    §   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 functionalities required for Axway APIM in Australia

    §   Contribute to marketing campaigns and events

     

    ACCOUNTABILITIES AND

    PERFORMANCE MEASURES

     

    §   Maintains high satisfaction ratings from customer

    §   Ensures customer success in pre and post sales

    §   Completes required training and development objectives within the assigned time frame

     

    ORGANIZATIONAL

    ALIGNMENT

     

    §   Reports to the Customer Success Director, APAC

    §   Works closely and collaboratively with Australia sales and service teams

    §   This position may be assigned to support other geographies in APAC region

     

    Qualifications

    QUALIFICATIONS

     

    §   Obtained Tertiary degree from an accredited institution

    §   Minimum 8 years' experience in either pre-sales or consultancy role at the Architect level for integration/middleware solution especially APIM technologies.

    §   Familiar with DevOps integration and processes for digital business  

    §   Understands hybrid integration platform and cloud platforms

    §   Experienced technologist, capable of being hands-on with various programming languages  

    §   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

    §   Strong team player, curious and a fast learner

    §   Ability to listen, analyze, discuss and apply a consultative selling approach to promote the best solution for the customer's requirements.

    §   Ability to mentor, lead and contribute effectively in team environment

     

     

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