{"id":923145,"url":"https://alion.io/job/mendix-specialised-account-executive-isv","title":"Specialised Account Executive - ISV","company":{"id":3741,"name":"Mendix","domain":"mendix.com","url":"https://alion.io/company/mendix","size_band":"5000+","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Lever","truth_index":{"grade":"B","score":80,"open_postings":10,"ghost_share":0,"stale_share":0.8,"repost_share":0,"time_to_fill_p50_days":50,"computed_at":"2026-10-19T05:45:15Z"}},"role":"Sales","role_family":"Sales","seniority":null,"employment_type":"full_time","work_mode":"hybrid","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Rotterdam, Netherlands"],"countries":["NL"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":{"min_usd":40000,"max_usd":97000,"period":"year","method":"role_country_seniority_unknown","sample_n":412},"experience_years_min":null,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[],"status":"live","first_seen_at":"2026-06-19T15:43:27Z","employer_posted_date":"2026-06-19","last_verified_at":"2026-10-19T19:05:32Z","board_verified":true,"closed_at":null,"days_open":122,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":122},"description":"This role owns the commercial success of our ISV business across a portfolio of EMEA software companies, from deciding where and how we compete to winning and growing strategic partners.\nOur ISV partners use Mendix, AI Cloud and Graph Studio to build commercial software products or product suites that are deployed repeatedly across their end customers. We help them solve technical product challenges, accelerate their roadmaps and use data and AI to build more intelligent products.\nAs a Specialised Account Executive, you own the commercial relationship from first engagement through long-term partner growth. You define your go-to-market strategy, build pipeline, lead qualified opportunities, develop the business case and close new partnerships. After signing, you remain commercially responsible for the partnership, working closely with the Technical Account Manager to help partners successfully bring their products to market and scale.\nThis is a hands-on role. You will work with BDRs, Pre-sales, Technical Account Managers and other teams, but remain accountable for the commercial result.\nResponsibilities:\nGo-to-market\nDefine your EMEA target strategy across markets, industries and software segments\nDevelop messaging, campaigns and outreach strategies together with BDRs and Marketing\nDirect BDR activity across targeting, outreach, initial discovery and qualification\nPersonally prospect and generate opportunities when additional pipeline is needed\nIdentify relevant events, communities and channels to build pipeline\nDiscovery\nWork with BDRs to ensure opportunities are properly qualified before progressing\nTake over qualified opportunities and deepen the understanding of product, architecture, roadmap and technical challenges\nIdentify and quantify how technical challenges affect revenue, cost, growth and competitiveness\nLead deeper discovery with Pre-sales to determine where our platform can create value\nEngage CEOs, CTOs, CPOs and other senior stakeholders throughout the sales process\nBusiness case\nBuild quantified business cases comparing the partner's current state with adopting our platform\nQuantify the impact on development productivity, cost, time-to-market, revenue and other relevant value drivers\nGather additional partner data and validate assumptions where needed to build a credible case\nSales\nOwn opportunities from qualification through commercial proposal, negotiation and signature\nPosition Mendix, AI Cloud and Graph Studio against the partner's product strategy and challenges\nWork with Pre-sales to translate partner challenges into a credible technical solution\nStructure commercial proposals aligned with the partner's business model and growth plans\nPartner growth\nOwn the ongoing commercial relationship after signature\nHelp partners bring their products to market and scale across their customer base\nDrive go-to-market activities including marketing initiatives, marketplaces and partner events\nIdentify expansion opportunities across Mendix, AI Cloud, Graph Studio and the wider Siemens portfolio\nWork with the TAM to turn technical opportunities into commercial growth\nRequirements:\nSoftware sales: proven track record selling complex enterprise software or technology solutions\nNew business: demonstrated success creating pipeline and winning new customers or partners\nGo-to-market: able to define target markets, messaging and prospecting strategies\nDiscovery: able to uncover technical product challenges and quantify their commercial impact\nBusiness cases: experienced building quantified investment cases from customer data and assumptions\nCommercial acumen: strong understanding of SaaS economics and how technology affects revenue, cost and growth\nTechnology: strong understanding of modern software development, cloud, data and AI\nExecutive engagement: comfortable working with CEOs, CTOs, CPOs and other senior stakeholders\nNegotiation: experienced structuring and negotiating complex commercial agreements\nOwnership: comfortable taking responsibility for pipeline, sales execution and partner growth\nCollaboration: work effectively with BDRs, Pre-sales, TAMs, Product, Marketing and other teams\nGrowth mindset: continuously develop skills and use AI effectively in daily work\nExperience:\nExperience selling complex software or technology solutions across multiple markets\nExperience working with SaaS companies or commercial software products is strongly preferred\nDegree in business, technology or a related field, or equivalent practical experience\nComfortable working across EMEA and travelling for partner engagements when 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