Key Accounts Manager

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

📋 Description

• Build upon existing relationships and foster new connections with current and prospective Axway clients to generate fresh opportunities.

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

• Work collaboratively with internal stakeholders, ranging from frontline staff to C-level executives, to guide long sales cycles to successful outcomes.

• Serve as a partner and professional advisor to external stakeholders, cultivating significant relationships and trust.

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

• Engage with Product, Presales, Services, and Support teams to gain insights into Axway’s product offerings and professional services.

• Lead business discussions and presentations to articulate product value to customers effectively.

• Manage sales activities targeting SMB, Mid-Market, and Enterprise accounts across the Healthcare, Supply Chain, Banking, and Public Sector sectors.

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

• Leverage Axway University resources for professional growth and to enhance knowledge of products, industry, and customer infrastructure.

⛳️ Requirements

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

• Minimum of 7 years of full-cycle sales experience.

• A minimum of 5 years selling software MFT or API solutions.

• At least 5 years of experience in selling Managed Cloud software products.

• Familiarity with Axway’s or industry MFT, API, and Cloud platforms.

• Proven experience in selling complex software in a B2B setting with a multi-solution sales cycle.

• Proficient in utilizing sales methodologies to successfully close deals.

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

• Experience managing sales cycles that extend for a minimum of 6 months.

• Background in supporting customer data migrations from on-premises to the cloud.

• High level of business acumen with customers.

• Knowledge of Axway's industry and competitor landscape.

• Willingness to travel up to 50% if necessary.

• Strong collaboration skills with both internal and external stakeholders.

• Customer-focused approach with effective communication abilities.

🏝️ Benefits

• Health coverage.

• Retirement plans.

• Paid time off.

• Flexible work arrangements.

• Career development opportunities.

• Competitive compensation.

• Global cultural perks.

• Up to 30% annual travel arrangement for the U.S. remote position.