Key Accounts Manager

Axway; United States; On-site; USD 120,000 - 180,000; Full time

Job summary

Axway is seeking a high-impact Key Account Manager to drive new business and expand relationships across the U.S. market.

The role focuses on selling complex B2B SaaS solutions, managing multi-solution sales cycles, and partnering with Product, Presales, Services, and Support to deliver value. The candidate will liaise with stakeholders from frontline staff to C-level executives, aiming to build long-term client partnerships, meet KPIs, and contribute to Axway's growth in healthcare, supply

Qualifications

• 7–10 years of direct B2B SaaS enterprise sales experience.
• 7+ years full-cycle sales experience.
• 5+ years selling MFT or API software solutions.
• 5+ years selling Managed Cloud software products.
• Strong business acumen and proven quota attainment.
• Experience managing sales cycles that last 6+ months.
• Experience supporting data migrations (on-prem to cloud).

Responsibilities

• Leverage relationships to create opportunities and grow sales pipeline.
• Collaborate with internal stakeholders from frontline to C-level executives.
• Engage as a consultant with external stakeholders to build trust.
• Meet sales quotas and KPIs, including quarterly/annual targets.
• Work with Product, Presales, Services, and Support to understand Axway offerings.
• Lead business conversations and present product value to customers.
• Sell to SMB, Mid-Market, and Enterprise across Healthcare, Supply Chain, Banking, and Public Sector.
• Partner with Customer Success and Marketing to assess pain points and market trends.
• Utilize Axway University resources to expand product and industry knowledge.

Skills

B2B SaaS enterprise sales

Full-cycle sales

Quota attainment

Business acumen

Sales cycle management

Job description

Overview

We are looking for our new Key Account Managerto 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.

Company Overview

Axway has been shaping the future of enterprise integration for over 25 years. We are recognized as global industry leaders, helping organizations drive digital transformation with secure, mission-critical software that powers impactful business outcomes.

As part of 74Software, we're backed by a group of leading software companies delivering mission-critical solutions worldwide. Our focus is on delivering long-term value, leveraging cutting-edge technology, and fostering strong client partnerships. Join us and be part of a collaborative, forward-thinking team shaping the future of enterprise integration solutions.

Why Axway?

At Axway, we believe we're better together. We celebrate diverse perspectives and experiences, knowing our people are our greatest strength. Join us and be part of a team where you can thrive, grow, and make an impact.

We offer benefits that support your health, growth, and lifestyle, so you can thrive at work and beyond, including health coverage, retirement plans, paid time off, flexible work, career development, competitive pay, and global culture perks.

Equal Opportunity Employer

We are committed to providing equal opportunities and ensuring a fair and inclusive recruitment process. We do not discriminate on the basis of age, disability, gender, sexual orientation, race, religion, or any other protected characteristic.