Overview

In 2024, we are pursuing our ambitions to continue to enable organizations' digital transformation. We are looking for our new Marketplace Specialist (Inside Sales) 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.

Join the exhilarating journey at Axway, where we are searching for an exceptionally driven and high-energy Marketplace Specialist in North America to champion our cutting-edge digital transformation solutions. As an integral part of our team, you'll be at the forefront of selling our industry leading MFT, API, and Cloud SaaS products, enabling businesses to revolutionize their operations.

Overview:

We value individuals with a track record of surpassing quotas, and if you have the potential for 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.

We are currently seeking a Mid-Enterprise Marketplace Specialist with a proven track record of significant over-quota achievement to join our team in Phoenix. The primary objective for this position is to expand customer portfolios through a solid industry business acumen. There will be existing customer accounts to expand our footprint through upsell and cross sell. The right candidate will be highly collaborative and motivated with the ability to create and develop a strategic territory plan within a geographic territory and vertical market. 

Responsibilities

Responsibilities:

• Cloud First Selling of SaaS offerings
• Identify, Prospect, and Sell into both Mid Enterprise and Enterprise Accounts
• Expand (existing customers)
• Full day-to-day account, opportunity, and territory management using SFDC
• Prospecting
• Remote Solution Demonstrations
• Consulting
• Relationship Building
• Forecasting Accuracy
• Continuously work to maintain a sales pipeline of 3x-4x Quota
• Align and adopt your sales methods to the Axway Global Sales Process
• Create Demand
• Qualify Opportunities
• Develop Value
• Prove Capabilities
• Negotiate Agreements
• Work with the marketing team to develop campaigns & programs to build pipeline
• Work in partnership with Field Sales
• Leverage channel partners to drive additional revenue opportunities and pipeline
• Proven ability to work independently to achieve results
• Meets monthly, quarterly and annual revenue and booking commitments
• Work and interact with other Sales Teams to maximize cross-selling of the Axway portfolio

Direct Sales and Account Management activities

• • Works with customers and prospects to develop sales cycles
  • Establishes strong relationships with key executives at existing, target accounts
  • Works with customers to establish additional areas of cross sell opportunities
  • Creates and implements a Territory Development Plan

Qualifications

Qualifications:

• • Proven history of success in integration technology sales with emphasis in MFT (Managed File Transfer) software solutions
  • Minimum of 5 years direct software or application software sales experience
  • Experience in on premise & cloud/SaaS based software solutions
  • Proven experience closing large deals with revenues in excess of 100K
  • Ability to establish and manage C-level relationships in large enterprise white-space accounts
  • Ability to strategically cross-sell multiple solutions into the installed base
  • Self-Starter with strong drive to succeed
  • Start-up company experience and background desirable
  • Solution Selling Sales Methodology is desirable
  • B2B Software experience desirable
  • Bachelor’s degree
  • 10% Travel required

Axway is an EEO and AA Employer

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