Senior Account executive

6 months ago

Dublin, Ireland Axway Full time

Overview

In 2024, we are pursuing our ambitions to continue to enable organizations' digital transformation. We are looking for our new Key Account Manager to join Axway's family. Are you ready? Join us now

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.

With Axway, you'll go far because we're better together. You'll exchange ideas with a culturally rich global community of over 1,550 members who connect remotely or show up onsite in every time zone on the planet. And you'll have the support and camaraderie of your Axway leadership and colleagues to remind you that you're not alone on your journey and have taken one more step forward every day. Together we can accomplish anything. Learn more: www.axway.com.

We are currently seeking a Key Account Manager in the Financial Services vertical with a proven track record of developing deep and wide relationships within complex accounts leading to significant sales revenue contribution to the UK & Ireland region from Axway’s on-premises and SaaS based solutions along with Professional Services billing. As well as development of existing accounts additional focus will be required for new customer acquisition. In line with Axway’s portfolio of governing data, solutions around Managed File Transfer, B2B Integration, API / API Management, Marketplace and the Amplify Integration are available to achieve this goal.


It is anticipated that the successful candidate will have a maximum of five to ten key accounts in significant and well know FSI clients as well as the remit of the Irish market, already with an Axway footprint and requiring expanded and wider capabilities of 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 in order 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.

· 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 customer pain-points and requirements.

· Establishes strong and lasting relationships with key executives at in new accounts.

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 Financial Sector vertical is a must, with the ability to demonstrate awareness and action due to the Global operating nature of such accounts.

· 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 Google (Apigee), CA(Layer7), MuleSoft, SAP is highly 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 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 Experience in on premise & cloud/SaaS based software solutions. Relevant Degree level qualification is desirable. 100% mobility across the UK & Ireland is required with expectation of some requirement for European / Worldwide travel on occasion.

Axway is EEO and AA employer.

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