• Account Executive, API Sales (Northeast)

    Job ID
    2018-5404
    Category
    Sales
    Job Location
    US-Remote
  • Overview

    Axway, a market leader in governing the flow of data, is a software and services company headquartered in Scottsdale, 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, mobile devices and the cloud. Axway’s industry-leading offerings include: business-to-business integration, managed file transfer, secure email, data flow analytics and operational intelligence, process management, API and identity management, as well as professional and managed services, cloud solutions, and Software-as-a-Service.

     

    We are currently seeking account executives with a proven track record of significant over-quota achievement and experience in selling complex software solutions to join our API team in the Northeast, Southeast, Central and Western regions of the United States. The primary objectives for this position are to develop strategic accounts and acquire net new logos with an API focus while empowering our clients to grow their business profitably in a complex marketplace. The right candidate will be highly collaborative, create and develop a strategic territory plan within target accounts with a specific concentration on API technology.

    Responsibilities

    • Works with upper 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

     

    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

     

    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
    • 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
    • Specific experience with Digital Transformation, User-centric solutions, e-commerce, mobile-first, API management platforms and 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

    Qualifications

    • Minimum of 5-7 years direct software or application software sales experience
    • SELF-STARTER with strong drive to succeed
    • Proven ability to work independently to achieve results
    • Start-up company experience and background desirable
    • Solution Selling Sales Methodology is desirable
    • Experience in on premise & cloud/SaaS based software solutions
    • B2B Software experience desirable
    • Bachelor’s degree in business, engineering, sales, or marketing required. Advanced degree in business management or marketing desirable
    • 50% Travel required

    If this describes you, then join Axway’s API sales team and help facilitate your growth as well as ours in one of the fastest growing market segments. 

     

    Axway is an AA and EEO employer that values the strength diversity brings to the workplace.

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