IoT Sales Executive

Software AG simplifies the connected world. Founded in 1969 it helps deliver the experiences that employees, partners and customers now expect. Its technology creates the digital backbone that integrates applications, devices, data and clouds; empowers streamlined processes; and connects “things” like sensors, devices and machines. It helps 10,000+ organizations to become a truly connected enterprise and make smarter decisions, faster. 

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. 

As the IoT market continues to mature, the IoT Sales Executive plays a central role in propelling growth for Cumulocity IoT at Software AG. Join us and seize the opportunity to work with the leading IoT platform, while guiding companies through transformative journeys, revolutionizing their operations, and unlocking new growth. Reporting to the Regional VP, you'll craft and execute regional/local go-to-market strategies to drive enduring, sustainable growth.

Essential Functions

The IoT Sales Executive is responsible for driving growth by identifying prospective clients, understanding their business needs, and effectively communicating how Cumulocity IoT solutions can address those needs. They develop and execute sales strategies, build and maintain relationships with key stakeholders, negotiate contracts, and close deals. Additionally, they collaborate closely with cross-functional teams such as marketing and product development to ensure alignment between customer requirements and product offerings. This role requires strong interpersonal skills, a deep understanding of the IoT industry, and the ability to thrive in a fast-paced, target-driven environment.

The ideal candidate is expected to take lead in sales strategy and influencing and shaping customer decision in IoT opportunities and must have demonstrated experience in developing and closing large, complex deals, and working effectively with senior level decision makers.

They are expected to be a definitive subject matter expert on IoT, demanding deep knowledge on the IoT industry including market dynamics and opportunities, customer requirements, business models, competitive environment, technologies, etc. Providing expertise on industry pain points, articulating business value, delivering compelling sales presentations, and leading TCO/ROI conversations are all part of the job.

Minimum Requirements

• 8+ years selling IoT software or related technologies to enterprise customers, or related job experience in respective industry

• University degree in Business or related disciplines preferred, but not required In-depth understanding of, and experience with, successfully executing solution sales

• Deep knowledge of IoT industry including technologies, customer requirements and business models

• Strong ability to manage the sales process end-to-end and track record of successfully closing large & complex as well as land deals in the IoT software industry

• Relationships with existing buyers, influencers, and industry ecosystem in considered an advantage

• Ability to work in a team environment (including international matrix organizations) to achieve mutual goals

• Proven skills in building personal and business relationships

• Exceptional relationship management skills and the ability to build and grow connections with people of all types and backgrounds.

• Customer-centric focus; passion for customer service

• Analytical thinker with an ability to work well under pressure

• Bias for action, accountability, and taking ownership

• Ability to work in a fast-paced, entrepreneurial, results-oriented culture, with a focus on consistency

• Ability to think creatively and strategically, distil complex ideas, and focus on market opportunities that will scale

• Tenacity and reliability

• Excellent spoken and written English

• Exceptional verbal and written communication skills.

What’s in it for you?

• Earn competitive total compensation and receive comprehensive country-specific medical and other benefits.

• Enjoy time and location flexibility with our Hybrid Working Model, which allows a remote workshare of up to 60%.  Work anywhere in your country or abroad for up to 10 days per year.

• Set yourself up for success in your new role by upgrading your home office space using your one-time hybrid work payment.

• Lean on the Employee Assistance Program for support during some of life’s most common but difficult challenges.