Key Account Manager
Key Account Manager
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Job Description
Company: Software AG
Role: Key Account Manager
Location:London / Bracknell UK
Language: English
WFH policy: Hybrid; 1 day per week in the Bracknell office
Industry: SaaS (process automation and management)
Product: ARIS (process mining and business process management)
Size and functions of local team: Small and rebuilding post2023 organisational changes; part of a global sales team.
Role description:
- Key focus: Managing and growing existing accounts with some greenfield opportunities.
- Buyer personas: Business leaders; consultative valuedriven sales approach required.
- Sales cycles: Mid to long cycles.
- Sales methodology: Heavy emphasis on MEDDIC or consultative sales.
- Requirements: Candidates must crosssell and upsell into existing accounts while delivering measurable value to clients.
Unique about the company:
- Transitioned to a private company owned by Silver Lake.
- Significant organisational change postsale of integration AI platform to IBM in 2023 resulting in a sharper focus on ARIS and Adabas Natural.
- Wellresourced sales infrastructure including a detailed sales book and training for ICP competitive positioning and sales methodologies.
Growth perspective:
- Opportunity to shape the UK market as part of a restructured and focused team.
- Clear growth trajectory supported by robust training and resources.
Must haves:
- Minimum 6 years of experience in SaaS key account management.
- Proven success in consultative and valuedriven sales methodologies (e.g. MEDDIC).
- Processoriented background (e.g. process mining business process automation).
- Stability in career history (no frequent short tenures).
- Ability to build and contribute to a collaborative team environment.
- Positive tenacious and coachable personality.
Nice to haves:
- Experience selling into the Big Four or other consultancy firms.
- Familiarity with crosssell/upsell strategies in SaaS environments.
Salary range & secondary benefits:
- 115K base salary; 230K OTE 50/50 split).
- Potential flexibility for slightly higher salary for exceptional candidates (within 20K).
Hiring process:
- Introductory 1520 minute call with hiring manager.
- 45minute indepth interview with hiring manager.
- Panel interview with presales director peer AE and/or other stakeholders.
- Final interview with the general manager (Santiago).
How to Introduce a Candidate:
Candidates must be uploaded to Workday (no email submissions). CVs and recruiter notes should be submitted as separate files.
Required Experience:
Manager
Employment Type
Full Time
