Enterprise Account Executive (FSI)

Overview:

In 2024, we are pursuing our ambitions to continue to enable organizations' digital transformation. We are looking for our new FSI Account Executive (Enteprise Accounts) 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. 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.

Overview:

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.

Responsibilities:

• 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 Banking, Financial Services and Insurance.
• 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.

Qualifications:

• Minimum of 7-10 years of direct B2B SaaS enterprise sales experience.
• Experience Selling into FSI vertical
• 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 25% Travel if required.

Axway is an EEO and AA Employer

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