Account Executive* Integration

at  Software AG

Locations in Germany: Düsseldorf (preferred), Darmstadt, Berlin, Hamburg, Munic, Saarbrücken, Stuttgart
We help you create effortlessly connected experiences for your customers, employees and partners with an enterprise-grade iPaaS that integrates anything, anywhere, any way you want. By bringing application, data, API and B2B integration together in the same generative AI-enabled platform, you can run a high-performing enterprise and constantly improve it based on data. Get end-to-end visibility and governance across geographies, IT environments, and complex business ecosystems, with hybrid multi-cloud connectivity, and enterprise-grade security relied on by the most powerful banks, governments, and corporations in the world.
Trusted by the world’s best brands for more than 50 years, our technology and team of integration enthusiasts will make sure that integration is a driver of innovation for your enterprise. We are big enough to compete and small enough to care.
Be you, join us.
The Enterprise Account Executive* is responsible for managing relationships and selling Software AG’s Application and Data Integration portfolio into a set of key accounts, within the banking and insurance industry in Germany. The Enterprise Account Executive* acts as a strategic advisor for customers, using consultative and value-based selling techniques and interacting with C level people in their account base. The Enterprise Account Executive* effectively leverages internal resources such as Customer Success Manager, Sales Engineers, Inside Sales, Consultants*, Renewal team as well as selected partners to successfully generate qualified opportunities, win new or build on existing business, establishing a long-term closed partnership with key customers.

SKILLS & EXPERIENCE

• Extensive experience selling SaaS solutions to C level clients, specifically into large accounts with deal sizes €1M+.
• Understand and leverage value-based selling.
• Apply challenger sales and MEDD(P)ICC methodologies.
• Proven track record of meeting and exceeding sales quotas.
• Excellent presentation skills and interaction with internal/external customers.
• Experience developing and presenting clear and concise sales briefings/meetings.
• Team player and able to take direction from Sales Management.
• Excellent understanding of banking or insurance customers’ business, needs, challenges and expectations.
• Demonstrated understanding of market disciplines, competitive landscape and current technologies.
• Personal commitment, strong leadership skills and experienced working in a collaborative environment.
• Target and success oriented.
• Ability to drive deal size and is able to carry out detailed ROI analyses.
• German language skills at native level (C1/C2).
• English language skills business fluent.
• At least 3 years in relevant position in the last 5 years.

EDUCATION

• BA/BS degree or equivalent and familiarity with internet technologies.
• Basic understanding of Enterprise Integration, IoT, Business Process Management and digital transformation technology and marketplace.

• Achieve/exceed quarterly and yearly revenue targets using approved SAG business planning, account management, opportunity management, and monitoring processes tools.
• Drive and penetrate new accounts and meet with stakeholders (C level) within accounts selling large-scale collaboration solutions.
• Regularly meet with C level customers to understand their business and key drivers.
• Working directly or with the Partner Manager, generate incremental revenue opportunities, e.g. demand for licenses and related services through a customized, value-led approach.
• Develop proactive account planning and execution, including penetration plan as well as coverage plan.
• Identify, qualify, develop, control and close new opportunities.
• Adopt the appropriate methodology to selling.
• Create an environment of collaboration with both the customer and virtual sales team
• Coordinate Software AG resources and partners to successfully manage complex relationships and sales cycles with the assigned customers.
• Educate and inform customers on key market trends, tailor solutions to challenge their approach to key corporate priorities and create a value proposition.
• Take control of the sales process rather than simply following the customer’s process.
• Build key management relationships with focus on new opportunities, customer success and satisfaction, resulting in referenceable accounts and positive brand/company awareness.
• Understand Software AG’s integration products, services and competition and increase the value that customers attach to our unique capabilities.
• Identify stakeholders, sponsors and customer references.
• Keep current with developments in the banking and/or insurance industry segment.
• Develop new solutions and support others in solving complex problems in the sales process, using a structured and methodical approach.