Note: The job is a remote job and is open to candidates in USA. Axway is a global leader in enterprise integration, seeking an Enterprise Account Executive who can drive innovation and empower clients. The role involves selling complex integration software solutions in a B2B environment, collaborating with various stakeholders, and managing sales cycles across different verticals.
Responsibilities
- Sell complex software in a B2B environment in a multi-solution sales cycle
- Utilizing existing sales methodology to successfully close deals
- Collaborate with internal and external stakeholders by building rapport, communicating effectively, and demonstrating a high-level customer-centric approach
- Leverage existing and cultivate new relationships with current and prospective Axway customers to create new opportunities
- Utilize internal and external resources to create and grow an effective sales pipeline
- Collaborate with a team of internal stakeholders from frontline employees to C-level executives to drive long sales cycles to successful conclusions
- Engage as a partner and professional consultant with external stakeholders from frontline employees to C-level executives, building meaningful relationships and trust
- 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, Services, and Support teams to develop a detailed and comprehensive understanding of Axway’s product suite and professional services
- Lead business conversations and presentations to pitch product value to Axway’s customers
- Manage and sell to accounts including SMB, Mid-Market, and Enterprise across different verticals, specializing in Healthcare, Supply Chain, Banking, and the Public Sector
- Collaborate with Customer Success and Marketing teams to understand customer pain points, opportunities, market trends, and competitors
- Utilize Axway University team resources to grow knowledge of the company, product suite, customer infrastructure, industry, and other areas required for professional development
Skills
- Minimum of 7-10 years of direct B2B SaaS enterprise sales experience
- Must be located in the Greater Montreal, Toronto, or Ottawa area
- Must speak English & French at the professional level
- Minimum 7 years of full-cycle sales experience
- Minimum 5 years of experience selling software MFT or API software solutions
- Minimum 5 years of experience selling Managed Cloud software products
- Must be able to demonstrate an elevated level of business acumen to customers
- Proven ability to consistently meet and exceed annual sales quotas
- Experience managing sales cycles that last a minimum of 6 months
- Experience supporting customer data migrations (on-prem to the cloud)
- Ability to see opportunities where others see challenges
- Axway industry and competitor knowledge
- Ability to accommodate up to 50% Travel if required
Benefits
- Health coverage
- Retirement plans
- Paid time off
- Flexible work
- Career development
- Competitive pay
- Global culture perks
Company Overview