Key Accounts Manager

Key Accounts ManagerWe are looking for our new Key Accounts Manager to join Axway's family. Are you ready? Join us nowWe value individuals with a track record of surpassing quotas, and if you have had the success of selling complex integration software solutions, you're the ideal candidate we're looking for Your expertise and dedication will play a pivotal role in driving innovation, empowering our clients, and shaping the future of the digital landscape.Successful candidates will encompass:Knowledge of Axway's or industry MFT, API, and Cloud platforms.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.ResponsibilitiesLeverage 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.QualificationsMinimum of 7-10 years of direct B2B SaaS enterprise sales experience.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.At Axway, we're more than a companywe're a pioneer. For 25 years, we've been empowering organizations to achieve digital transformation and unlock innovation. With a presence in 100 countries, 11,000+ customers, and a global team of over 1,400+ passionate professionals, Axway is driving the future of enterprise integration.We're on a mission to be the leader in our space, empowering our customers with secure, mission-critical software to manage and deliver impactful business outcomes from all their digital business interactions.We believe in the power of togetherness. When you're part of Axway, you're part of a culturally rich and globally connected community that thrives on exchanging ideas and tackling challenges head-on. Whether working remotely or onsite, you'll find camaraderie, collaboration, and the support of leadership to inspire you daily.Here, you'll grow, innovate, and succeed because we're better together. Each step forward in your personal journey is one we take as a team. Join us, and let's accomplish extraordinary things together.Axway is a proud member of 74Software. Learn more about how Axway is transforming the future: https://www.axway.com/en.Ready to shape the future? Let's get startedbecause at Axway, together, we can. Together, we will.Axway is an EEO and AA Employer