Key Account Director at Software AG

The Job

• The Key Account Director is responsible for growing the sales in the assigned accounts by defining an account strategy and the execution of the plan. 

Tasks and Responsibilities 

• Builds and maintains contacts at management / VP level of the assigned accounts.
• Defines the account strategy in an account plan and leads the execution. 
• Works with the local and global expand team to assure alignment on activities 
• Negotiates multiple year deals (Enterprise Agreements) on the commercial side and legal side (supported by local legal counsel) 
• Travels to customer locations to present company products, services and pricing information in a professional manner. 
• Maintains appropriate records for the development of sales forecasts for each account in our CRM system (Salesforce) 
• Submits appropriate paperwork to management such as expense reports and call reports in accordance with Software AG procedures. 
• Understands and supports company sales policies and procedures to provide proper and effective service to all customers and foster the development of long-term business relationships. 
• Attends training activities and trade shows on behalf of company to present information 

Competencies 

• Must have the middleware, platform, analytics, API experience.
• IBM, Oracle, Tibco (or similar) experience. 
• Must have knowledge of Public- including State Owned and Private Sector. 
• Comfortable engaging at C-Suite level. Ability to navigate through politics.
• Can comfortably position solution without Presales, once taken through training etc. 
• Independent thinker and can drive key deals independently and has an ability to mobilise the right team to build and close the deals. 
• Strategic Internal Sales Capability – key in getting approvals and buying internally to align with customer’s buying process.
• Strategic Account Planning part of DNA.
• Has directly driven and closed key transformation deals. >500k -1m and above.  

Skills 

• Excellent people skills to interact with customers, colleagues, cross-functional teams and third parties 
• Works efficiently under pressure and meets deadlines and targets 
• Goal-orientated (high level and task completion) 
• Self-motivated and pro-active, able to execute tasks personally and manage own time 
• Able to work alone and in teams 
• Excellent oral and written communications skills 
• Persuasive communication skills (written and spoken)