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Regional Vp Gtm and Business Development
2 weeks ago
Software AG is the software pioneer of a truly connected world. Since 1969, we’ve helped 10,000+ organizations turn data into decisions. Our industry-leading suite of integration & API management, IoT & analytics and business transformation products creates a flow of data between people, departments, systems, and devices. We connect people and technology for a smarter tomorrow. Our story goes beyond technology. We put people first - employees, customers, and partners.
We build strong teams and cultivate relationships that last. We provide incomparable products, solutions, services, and technical excellence for our customers. We are a team of over 5,000 colleagues across 70+ countries who value inclusion, integrity, and innovation. Our size means everyone has an impact and every voice is valued. We are big enough to compete and small enough to care.
Be you, join us.
You will assist in managing the business (e.g. cadence, execution overview), driving demand generation activities and operational programs under your area of responsibility.
You will also represent APJ in absence of the President and, when and if required, you will fill in for temporary vacancies of sales leadership roles in the region.
You will be required to achieve, define and execute on programs that result in a pipeline of 3X coverage of the quarterly booking targets. This will be accomplished by:
- Driving ongoing Demand Generation Activities as the Head of the Demand Generation Council,- Generating incremental partner sourced pipeline and revenue (to be defined), and- Coordination of Enablement programs to increase proficiency of sales measured in seller participation rate
To increase and maintain the predictability of the business and to ensure that the region meets or exceeds defined quarterly sales targets. This will be accomplished by:
- Running the weekly cadence (Forecasting),- Performing Deal Reviews and coaching sessions for key opportunities,- Working with each Account Executive to create at least one software deal equaling or exceeding 500k EUR per year, and- Increasing new logo acquisitions through Software AG direct sales or with partner organisations.
To lead the Software AG transformation for the APJ Region, measured by e.g. the adoption of the newly created subscription model.
To maintain and/or increase an employee satisfaction, engagement and attrition percentage to be defined and discussed upon hire.
**Skills**:
- Calculate pricing to maximize business opportunities- Coach on value selling techniques to drive substantial sales through differentiated solutions- Spot repeatable opportunities to scale across the region- Complete sales forecasts including deal size, probability and closing timeline which are substantially accurate.- Develop new customer relationships- Open-minded and willing to learn- Ability to prioritize and results focused- Listening and outside of the box thinking- A quick learner- Strong work ethic- Experience and education:
- Bachelor’s degree in an economic field and 10 + years of sales experience in the software industry with 3+ year experience in leading a team.
At Software AG we are committed to providing an environment of mutual respect and fairness where equal employment opportunities are available to all applicants and employees without regard to race, colour, religion, gender, pregnancy, national origin, age, physical and mental disability, marital status, sexual orientation, gender identity, and any other characteristic protected by applicable law.
