Key Accounts Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Utilize established connections and foster new relationships with existing and potential Axway clients to generate opportunities.

• Employ both internal and external resources to develop and enhance a productive sales pipeline.

• Partner with stakeholders ranging from frontline staff to C-level executives to successfully navigate long sales cycles.

• Act as a collaborative partner and professional advisor with external stakeholders, nurturing significant relationships and trust.

• Set and achieve sales and performance KPIs in collaboration with the direct manager, which include quarterly and annual sales targets as well as customer satisfaction metrics.

• Work in conjunction with Product, Presales, Services, and Support teams to gain a comprehensive understanding of Axway’s product offerings and professional services.

• Lead discussions and presentations to effectively communicate product value to clients.

• Manage and sell to SMB, Mid-Market, and Enterprise accounts across various verticals.

• Collaborate with Customer Success and Marketing teams to identify customer challenges, opportunities, market trends, and competitor insights.

• Utilize Axway University resources for ongoing professional development and enhanced knowledge of the company, its products, customers, infrastructure, and industry.

⛳️ Requirements

• At least 7-10 years of direct B2B SaaS enterprise sales experience.

• A minimum of 7 years of full-cycle sales experience.

• At least 5 years of experience in selling software MFT or API software solutions.

• A minimum of 5 years of experience in selling Managed Cloud software products.

• High level of business acumen.

• Demonstrated ability to consistently meet and surpass annual sales targets.

• Experience managing sales cycles with a minimum duration of 6 months.

• Experience facilitating customer data migrations from on-premises to cloud environments.

• Knowledge of Axway’s or industry-specific MFT, API, and Cloud platforms.

• Experience selling complex software in a B2B context within a multi-solution sales cycle.

• Proficiency in utilizing sales methodologies to close deals.

• Familiarity with Axway industry and competitor landscapes.

• Willingness to travel up to 50% if necessary.

• Ability to engage with SMB, Mid-Market, and Enterprise accounts across the Healthcare, Supply Chain, Banking, and Public Sector sectors.

🏝️ Benefits

• Health coverage.

• Retirement plans.

• Paid time off.

• Flexible work arrangements.

• Opportunities for career development.

• Competitive compensation.

• Perks associated with a global culture.