Specialised Account Executive – ISV

Jobtailor

Rotterdam

On-site

EUR 90,000 - 150,000

Full time

3 days ago

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Job summary

Jobtailor is searching for a seasoned Enterprise Software Sales professional to define EMEA target strategies, craft messaging and drive pipeline through direct BDR activities and partnerships. You will engage senior stakeholders, quantify value, and own deals from qualification to signature, aligning with Mendix, AI Cloud and Graph Studio offerings.

The role emphasizes cross-functional collaboration with marketing, pre-sales and TAMs, requiring strong analytics, negotiation and strategic

Qualifications

Proven track record selling complex enterprise software or technology solutions.
Ability to define target markets, messaging and prospecting strategies.
Ability to uncover technical product challenges and quantify their commercial impact.
Experience building quantified investment cases from customer data and assumptions.
Strong understanding of SaaS economics and how technology affects revenue, cost and growth.
Comfortable working with CEOs, CTOs and other senior stakeholders.
Experience with SaaS companies or commercial software products is preferred.
Degree in business, technology or related field; practical experience accepted.

Responsibilities

Define EMEA target strategy across markets, industries and software segments.
Develop messaging, campaigns and outreach strategies with BDRs and Marketing.
Direct BDR activity across targeting, outreach, initial discovery and qualification.
Prospect and generate opportunities when additional pipeline is needed.
Identify events, communities and channels to build pipeline.
Ensure opportunities are properly qualified.
Deepen understanding of product, architecture, roadmap and technical challenges.
Quantify how technical challenges affect revenue, cost, growth and competitiveness.
Lead discovery with Pre-sales to determine where the platform can create value.
Engage CEOs, CTOs, CPOs and other senior stakeholders.
Build quantified business cases comparing current state with platform adoption.
Quantify impacts on development productivity, cost, time-to-market, revenue and value drivers.
Gather partner data and validate assumptions.
Own opportunities from qualification through proposal, negotiation and signature.
Position Mendix, AI Cloud and Graph Studio against partner strategies and challenges.
Translate partner challenges into credible technical solutions with Pre-sales.
Structure commercial proposals aligned with partner business models and growth plans.
Own the ongoing commercial relationship after signature.
Help partners bring products to market and scale across their customer base.
Drive go-to-market activities including marketing initiatives, marketplaces and partner events.
Identify expansion opportunities across Mendix, AI Cloud, Graph Studio and Siemens portfolio.
Work with the Technical Account Manager to turn technical opportunities into commercial growth.

Skills

Complex Enterprise Software Sales

Pipeline Creation

SaaS Economics Understanding

Commercial Agreement Structuring

Collaboration with BDRs and Pre-sales

Education

Degree in business, technology or related field

Tools

Mendix

AI Cloud

Graph Studio

Job description

Define EMEA target strategy across markets, industries and software segments
Develop messaging, campaigns and outreach strategies with BDRs and Marketing
Direct BDR activity across targeting, outreach, initial discovery and qualification
Prospect and generate opportunities when additional pipeline is needed
Identify events, communities and channels to build pipeline
Ensure opportunities are properly qualified
Deepen understanding of product, architecture, roadmap and technical challenges
Quantify how technical challenges affect revenue, cost, growth and competitiveness
Lead discovery with Pre-sales to determine where the platform can create value
Engage CEOs, CTOs, CPOs and other senior stakeholders
Build quantified business cases comparing current state with platform adoption
Quantify impacts on development productivity, cost, time-to-market, revenue and other value drivers
Gather partner data and validate assumptions
Own opportunities from qualification through proposal, negotiation and signature
Position Mendix, AI Cloud and Graph Studio against partner strategies and challenges
Translate partner challenges into credible technical solutions with Pre-sales
Structure commercial proposals aligned with partner business models and growth plans
Own the ongoing commercial relationship after signature
Help partners bring products to market and scale across their customer base
Drive go-to-market activities including marketing initiatives, marketplaces and partner events
Identify expansion opportunities across Mendix, AI Cloud, Graph Studio and the wider Siemens portfolio
Work with the Technical Account Manager to turn technical opportunities into commercial growth

Requirements

Proven track record selling complex enterprise software or technology solutions
Demonstrated success creating pipeline and winning new customers or partners
Ability to define target markets, messaging and prospecting strategies
Ability to uncover technical product challenges and quantify their commercial impact
Experience building quantified investment cases from customer data and assumptions
Strong understanding of SaaS economics and how technology affects revenue, cost and growth
Strong understanding of modern software development, cloud, data and AI
Comfortable working with CEOs, CTOs, CPOs and other senior stakeholders
Experience structuring and negotiating complex commercial agreements
Comfortable taking responsibility for pipeline, sales execution and partner growth
Ability to collaborate with BDRs, Pre-sales, TAMs, Product, Marketing and other teams
Continuous skills development and effective use of AI in daily work
Experience selling complex software or technology solutions across multiple markets
Experience working with SaaS companies or commercial software products is strongly preferred
Degree in business, technology or a related field, or equivalent practical experience
Comfortable working across EMEA and travelling for partner engagements when required

Core Competencies

Demonstrates expertise in defining target strategies, developing outreach campaigns, and managing complex commercial relationships within the software and technology sectors. Proficient in quantifying technical challenges and their commercial impacts, while effectively collaborating with senior stakeholders and cross-functional teams.

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