Key Accounts Manager

September 4

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Axway

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API • B2B • Fintech

Axway is a leader in enterprise integration solutions, helping organizations to build, publish, validate, and govern APIs across multiple environments. Their suite of products includes the Amplify Platform for API management, B2B integration services, and secure managed file transfer solutions. With over 25 years of experience, Axway supports various industries including banking and financial services, healthcare, and government by enhancing data security and facilitating digital transformation.

1001 - 5000 employees

Founded 2001

🔌 API

🤝 B2B

💳 Fintech

💰 Post-IPO Equity on 2016-05

📋 Description

• 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 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.

🎯 Requirements

• 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. • Minimum 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.

🏖️ Benefits

• Remote or onsite work with camaraderie, collaboration, and leadership support • Remote work (US-Remote) • Flexible work arrangements • Professional development via Axway University team resources