Overview:

We are looking for our new Federal/SLED Senior Account Executive with a track record of surpassing quotas, and if you have had the success of selling complex integration software solutions, you're the ideal candidate we're looking for! Your expertise and dedication will play a pivotal role in driving innovation, empowering our clients, and shaping the future of the digital landscape. As an integral part of our team, you'll be at the forefront of selling our industry leading MFT, API, and Cloud SaaS products, enabling businesses to revolutionize their operations. If this describes you, then join Axway’s sales team and help facilitate your growth as well as ours in one of the fastest growing market segments.

The successful candidate will have:

• Knowledge and understanding of API Management, Managed File Transfer, and/or PKI use cases and solutions.
• Experience successfully selling technical solutions to Federal agencies and SLED organizations, including understanding of Federal contract vehicles and/or state/education procurement processes.
• Ability to use existing sales methodology to successfully close deals.
• Ability to collaborate with internal and external stakeholders by building rapport, communicating effectively, and demonstrating a high-level customer centric approach.
• Consistent experience exceeding annual sales quota.
• Experience with Salesforce, Teams, Outlook, and Office 365 tools.

Responsibilities:

• Develop an existing account base of Axway customers to upsell and cross sell new capabilities.
• Prospect and secure new logos
• Work with the direct manager to establish and meet sales and performance KPIs, including (but not limited to) quarterly/annual sales quotas and customer satisfaction metrics.
• Collaborate with Product, Presales, Marketing, Services, and Support teams to develop a detailed and comprehensive understanding of Axway’s product/services -- and use that understanding to lead business conversations and presentations to effectively present the value of our offerings to sales prospects.
• Collaborate with Government, SLED, and contractor leaders and staff, as well as partner organizations, to drive sales cycles to successful conclusions.

Qualifications:

• Minimum of 5 years of Federal/SLED software sales experience from the beginning (vs. responding to an RFQ for existing products).
• Demonstrated understanding of modern API management, managed file transfer, and/or PKI use cases and solutions
• A proven track record with experience selling middleware integration solutions such as B2B Integration, Managed File Transfer, API Management to Federal/SLED customers
• Additionally, or alternatively – experience selling technologies supporting public key infrastructure such as Entrust, Thales and HID
• Demonstrated extensive oral and written communication skills as required for large solution sales.
• Proven ability to consistently meet and exceed annual sales quotas.
• USA citizenship required.
• Ability to accommodate up to 25% travel.
• Preferred candidates have experience working with similar solutions at key competitors such as Mulesoft, IBM, Tibco, Boomi, etc.

About Axway:

Together we can. Together we will. Axway is an enterprise integration company that's been around for over 20 years to digitally transform businesses of all sizes with more than 11,000 customers in 100 countries. Axway revitalizes IT infrastructures to enable brilliant digital customer experiences to unlock new business innovation and capabilities. Axway puts companies on a secure, future-proof path for growth.

Axway is an EEO and AA Employer

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