{"id":971724,"url":"https://alion.io/job/axway-account-executive-3","title":"Account Executive","company":{"id":52926,"name":"Axway","domain":"axway.com","url":"https://alion.io/company/axway","size_band":"1001-5000","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"iCIMS","truth_index":{"grade":"D","score":42,"open_postings":25,"ghost_share":0.76,"stale_share":0,"repost_share":0.8,"time_to_fill_p50_days":26,"computed_at":"2026-11-10T06:52:35Z"}},"role":"Sales","role_family":"Sales","seniority":null,"employment_type":null,"work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Courbevoie, France"],"countries":["FR"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":{"min_usd":37000,"max_usd":97000,"period":"year","method":"role_country_seniority_unknown","sample_n":622},"experience_years_min":null,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"AI Agents","optional":false},{"name":"Model Context Protocol","optional":false},{"name":"Salesforce","optional":false}],"status":"live","first_seen_at":"2026-09-16T18:22:11Z","employer_posted_date":"2026-11-10","last_verified_at":"2026-11-10T15:05:25Z","board_verified":true,"closed_at":null,"days_open":55,"trust":{"level":"ghost","repost_count":6,"flags":["repost"],"days_open":50},"description":"Overview\nEnglish Version\nThis is more than a job. It’s a chance to build, grow, and make a real impact!\nJoin our team as a dynamic, results-driven Hunter Sales Executive to accelerate Axway’s growth within new enterprise accounts.\nThe ideal candidate has a strong background in selling complex enterprise software solutions, a proven ability to generate their own pipeline, and a structured approach to opportunity qualification using methodologies such as MEDDPICC.\nAI is transforming how enterprises operate but AI is only as powerful as the trusted data, APIs and business systems it can securely access. At Axway, we help some of the world’s largest organizations turn AI ambition into production-ready business outcomes by connecting, securing and governing the applications, data and AI agents that power their business.\nAs part of our sales team, you’ll bring this transformation to customers through Axway’s industry-leading API Management, integration, MFT and AI Gateway capabilities. You’ll help organizations connect AI agents to enterprise systems, govern models and MCP services, protect sensitive data, and gain the control and observability they need to scale AI with confidence across cloud, on-premises and hybrid environments.\nIf you want to sell technology at the intersection of integration, APIs and enterprise AI - and help customers move from AI experimentation to secure, governed adoption at scale - join Axway and help shape the next generation of enterprise integration.\nResponsibilities\nResponsibilities :\nIdentify, prospect, and develop a portfolio of new Enterprise accounts.\nBuild and maintain a qualified pipeline capable of achieving growth targets.\nManage opportunities end-to-end, including prospecting, qualification, value selling, negotiation, and closing.\nDevelop relationships with business and IT executives to identify strategic challenges and transformation initiatives.\nUse MEDDPICC to qualify opportunities and improve sales predictability.\nCollaborate closely with Pre-Sales, Marketing, and Partner teams.\nDevelop business cases demonstrating the business value and ROI of Axway solutions.\nMaintain accurate forecasting and rigorous reporting within Salesforce.\nQualifications\nQualifications:\nMinimum 3 to 5 years of successful experience in direct Enterprise Software sales.\nExperience in one or more of the following areas:Application Integration\nData Integration\nAPI Management\nAI / Data Science / Data Platforms\nExperience with both SaaS and On-Premises go-to-market models.\nStrong knowledge of structured sales methodologies such as MEDDPICC.\nDemonstrated track record of consistently exceeding sales targets.\nProven success in prospecting, pipeline generation, and winning new logos.\nAbility to manage complex sales cycles involving multiple stakeholders and partners.\nKey Skills:\nStrong prospecting and business development mindset.\nExcellent executive-level communication and presentation skills.\nResults-oriented with a hunter mentality.\nIntellectual curiosity and the ability to understand complex technology challenges.\nAnalytical and structured sales approach.\nResilience, autonomy, and an entrepreneurial spirit.\nAbility to challenge customers and sell business value rather than product features.\nSuccess Metrics:\nAchievement and overachievement of annual quota targets.\nPipeline generation exceeding 3-4x annual quota.\nNumber of new logos acquired.\nQuality of opportunities (complete MEDDPICC qualification).\nForecast accuracy.\nDevelopment of an executive-level network within target accounts.\nFrench Version\nBien plus qu'un emploi, une opportunité de construire, évoluer et avoir un réel impact ! Rejoignez notre équipe en tant que Commercial(e) de chasse (\"Hunter\"), dynamique et orienté résultats pour accélérer le développement d'Axway auprès de nouveaux clients grands comptes.\nLe/la candidat(e) idéal(e) possède une solide expérience de vente de logiciels d'entreprise complexes, une forte capacité à générer son propre pipeline et une approche structurée de qualification des opportunités basée sur des méthodologies telles que MEDDPICC.\nResponsabilités:\n Identifier, prospecter et développer un portefeuille de nouveaux comptes Enterprise.\nConstruire et maintenir un pipeline qualifié permettant d'atteindre les objectifs de croissance.\nMener les opportunités de bout en bout : prospection, qualification, value selling, négociation et closing.\nDévelopper des relations avec les dirigeants métiers et IT afin d'identifier les enjeux stratégiques et les initiatives de transformation.\nUtiliser MEDDPICC pour qualifier les opportunités et améliorer la prédictibilité des ventes.\nCollaborer étroitement avec les équipes Pre-Sales, Marketing et Partners.\nÉlaborer des business cases démontrant la valeur métier et le ROI des solutions Axway.\nMaintenir des prévisions fiables et un reporting rigoureux dans Salesforce.\nQualifications:\n 3 à 5 ans minimum d'expérience réussie dans la vente directe de logiciels d'entreprise (Enterprise Software).\nExpérience dans un ou plusieurs domaines suivants :\nApplication Integration\nData Integration\nAPI Management\nAI / Data Science / Data Platform\nExpérience des modèles de commercialisation SaaS et On-Premise.\nMaîtrise des méthodologies de vente structurées telles que MEDDPICC.\nHistorique démontré de dépassement régulier des objectifs commerciaux.\nSuccès avéré dans la prospection, la création de pipeline et la conquête de nouveaux logos.\nCapacité à piloter des cycles de vente complexes impliquant plusieurs décideurs et partenaires\nCompétences clés:\nUne forte culture de la prospection.\nExcellentes capacités de communication et de présentation executive.\nForte orientation résultats et esprit de conquête.\nCuriosité intellectuelle et capacité à comprendre des problématiques technologiques complexes.\nApproche analytique et structurée de la vente.\nRésilience, autonomie et esprit entrepreneurial.\nCapacité à challenger les clients et à vendre la valeur plutôt que les fonctionnalités.\nIndicateurs de succès:\nAtteinte et dépassement du quota annuel.\nGénération de pipeline supérieur à 3-4x l'objectif annuel.\nNombre de nouveaux logos acquis.\nQualité des opportunités (MEDDPICC complet).\nPrécision du forecast.\nDéveloppement du réseau exécutif au sein des comptes cibles\nÀ propos d’Axway\nDepuis plus de 25 ans, Axway façonne l'avenir de l'intégration d'entreprise. Reconnus comme leaders mondiaux du secteur, nous aidons les organisations à mener à bien leur transformation numérique grâce à des logiciels sécurisés et essentiels qui génèrent des résultats commerciaux significatifs.\nEn tant que membre de 74Software, nous sommes soutenus par un groupe de sociétés de logiciels de premier plan qui fournissent des solutions critiques dans le monde entier. Notre objectif est d'offrir une valeur ajoutée à long terme, en tirant parti des technologies de pointe et en favorisant des partenariats solides avec nos clients. Rejoignez-nous et faites partie d'une équipe collaborative et avant-gardiste qui façonne l'avenir des solutions d'intégration d'entreprise.\nPourquoi Axway ?\nChez Axway, nous pensons que l'union fait la force. Nous célébrons la diversité des points de vue et des expériences, car nous savons que nos collaborateurs sont notre plus grande force. Rejoignez-nous et intégrez une équipe où vous pourrez vous épanouir, évoluer et avoir un impact.\nNous offrons des avantages qui favorisent votre santé, votre épanouissement et votre mode de vie, afin que vous puissiez vous épanouir au travail et au-delà, notamment une couverture santé, des plans de retraite, des congés payés, des horaires flexibles, des possibilités d'évolution de carrière, des salaires compétitifs et des avantages liés à notre culture internationale.\nÉgalité des chances\nNous nous engageons à offrir les mêmes opportunités à tous et à garantir un processus de recrutement équitable et inclusif. Nous ne pratiquons aucune discrimination fondée sur l’âge, le handicap, le genre, l’orientation sexuelle, l’origine, la religion ou toute autre caractéristique protégée par la loi.\nCompany Overview\nCompany Overview\nAt Axway, we’re more than a company-we’re a pioneer. For 25 years, we’ve been empowering organizations to achieve digital transformation and unlock innovation. With a presence in 100 countries, 11,000+ customers, and a global team of over 1,400+ passionate professionals, Axway is driving the future of enterprise integration.\nWe’re on a mission to be the leader in our space, empowering our customers with secure, mission-critical software to manage and deliver impactful business outcomes from all their digital business interactions.\nWhy Axway?\nWe believe in the power of togetherness. When you’re part of Axway, you’re part of a culturally rich and globally connected community that thrives on exchanging ideas and tackling challenges head-on. Whether working remotely or onsite, you’ll find camaraderie, collaboration, and the support of leadership to inspire you daily.\nHere, you’ll grow, innovate, and succeed because we’re better together. Each step forward in your personal journey is one we take as a team. Join us, and let’s accomplish extraordinary things together.\nAxway is a proud member of 74Software. Learn more about how Axway is transforming the future: https://www.axway.com/en.\nReady to shape the future? Let’s get started-because at Axway, together, we can. 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