Senior IoT Sales Specialist (Cumulocity)

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 a Senior IoT Sales Specialist, you will be responsible for providing expertise on IoT-related sales opportunities. This revenue-generating role will also build a funnel of new opportunities based on go-to-market priorities by working closely with IoT leadership. Expected to be a definitive subject matter expert on IoT Platforms, business models, and sales approaches.

Principal Duties And Responsibilities

• Provide expertise on business value and return on investment for IoT Platforms
• Take leadership in influencing and shaping customer decisions to buy and adopt Software AG’s IoT product offerings
• Develop a plan for new market opportunities for Software AG, ensure development of new business and achieve sales targets
• Develop and deliver compelling sales presentations to internal and external leaders
• Drive sales adoption through sales led activities including Targeted Account Planning, Account Management and replicating product success at scale
• Lead TCO and ROI conversations with customers and field teams as opportunities progress through the sales cycle
• Maintain active engagement with customers and prospects using creative follow-up communication methods
• Manage and monitor your work using Salesforce, social media, and other sales tools and technologies
• Meet or exceed monthly, quarterly, and annual sales objectives, metrics, and key performance indicators
• Aim to understand an organization’s priorities, business drivers, challenges, pain points, and industry landscape, along with how Software AG’s IoT solutions help address their needs
   

Skills & Competencies

• Deep knowledge of IoT Platforms (PTC Thingworx, Microsoft Azure, Amazon AWS, Litmus, Losant, etc.), sales methodologies, and best practices
• Ability to manage the sales process end-to-end, negotiating, and driving deals to closure
• Ability to think creatively and strategically, distill complex ideas, and focus on market opportunities that will scale
• Demonstrated ability to clearly communicate and influence stakeholders and key leaders
• Strong analytical skills; ability to measure effectiveness of programs and extract actionable insights
• Ability to coach field teams on how to identify and qualify IoT opportunities
• Ability to work in a team environment to mutual achieve goals
   

Experience Required:

• 8+ years selling IoT software or related technologies to enterprise customers, or related job experience
• In-depth understanding of, and experience with, successfully executing solution sales
• Proven experience with development of new concepts and initiatives
• Functional knowledge of IoT technology
   

Education Required: University degree in Business or related disciplines preferred, but not required.

What’s in it for you?

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