Key Accounts Manager

Position Overview We are looking for our new Key Account Executive to join Axway's family. Are you ready? Join us now!! We value individuals with a track record of surpassing quotas, and if you have successfully sold 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. Selling 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. Location: U.S. Remote: Up to 30% Annual Travel 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 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. Qualifications 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. #LI-KJ1 #LI-Remote