Senior Account Executive

We are currently seeking a Senior Account Executive with a proven track record of developing deep and wide relationships within complex accounts, and of developing existing new customer acquisition leading to significant sales revenue contribution to the UK region from Axway’s on-premises and SaaS-based solutions, along with Professional Services billing.

In line with Axway’s portfolio of governing data, solutions around Managed File Transfer, B2B Integration, API / API Management, AFAH, Marketplace and the Amplify Integration are available to achieve this goal. It is anticipated that the successful candidate will have a maximum of twenty accounts already with an Axway footprint and will be expanding capabilities across the portfolio.

The ability to operate across all of a company’s complex divisional structure, with CxO relationships and Board-level capabilities is a must, and the ability to navigate operational structures into divisional management to deeply understand needs, drivers and capability fit.

Responsibilities

• Works with Local and Regional management within the company to establish a strategic Key Account plan, and client development and expansion within a select number of accounts to upsell and cross sell.
• Work on a focused plan for new customer acquisition.
• Meets monthly and quarterly revenue and bookings commitments.
• Coordinates activities with ecosystem 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.
• Works with Key customers to develop and enhance Axway’s footprint with the accounts in meeting pain-points and requirements.
• Establishes strong and lasting relationships with key executives at new accounts.

Qualifications

• Specific Key Account Focus: Collaborates with the marketing team to develop Account Based Marketing programmes.
• Leverages channel partners to drive additional revenue opportunities in Key Account’s individual Divisions.
• Provides input on strategic channel partners to further build out Axway’s solutions through potential partner SI’s and ISV’s to enhance penetration into the Key Accounts.
• Specific experience in Key Account activities within the broader market is a must, coupled with a hunter mindset to target new and cross-sell opportunities.
• Specific experience with Digital Transformation, User-centric solutions, e-commerce, mobile-first, API management platforms and integration solutions is a must.
• Specific experience with technologies such as Oracle, Google (Apigee), CA (Layer7), MuleSoft, SAP is highly desirable.
• An understanding and demonstrated aptitude in managing and leveraging relationship selling to the point of securing technical, business, and executive alignment in a prospect account.
• Minimum of 10 years direct software or application software sales experience.
• Self-starter with strong drive to succeed and to manage time effectively and wisely.
• Proven ability to work independently to achieve results.
• A degree of gravitas and presence to ensure high credibility in front of clients.
• Use of a Solution Selling sales methodology and structured planning approach.