Strategic Account Executive EMEA – Application Access Governance (AAG)

We’re always looking for talented professionals. Please note: This is not an immediate opening. This listing is to gather a pool of candidates for future openings. By applying, you are being considered for future roles as they become available. If we find a match for our future hiring needs, we will reach out to you directly. We will keep your information on file and contact you should an opportunity arise.

As a key member of the Revenue Team, the Strategic Account Executive will be responsible for leading the sales strategy and driving growth for the Application Access Governance (AAG) product line with a focus on the SAP Ecosystem. AAG is an important product within our best-in-breed Converged Identity Platform. This individual contributor role will support the assigned regional sales teams by leading sales presentations, training, and developing strategies aimed at expanding the customer base and maximizing revenue. The ideal candidate will work closely with product, partners, product marketing, and sales teams to execute the go-to-market strategy, drive profitable subscription revenue growth, and contribute to the overall success of the business.

1. Go-to-Market Strategy:

• Collaborate with internal stakeholders to craft and execute the overall sales strategy for the Converged Identity Platform, ensuring alignment with business objectives.
• Lead key sales conversations and presentations throughout the customer lifecycle, from prospecting to post-sale, with a focus on maximizing revenue and ensuring customer success.
• Identify market trends, customer needs, and competitive dynamics to adjust sales strategies as well as drive growth.

2. Sales Execution:

• Drive profitable subscription revenue growth in alignment with the company’s strategic goals.
• Assess and improve current partnerships, working closely with partners to build strong relationships and optimize sales processes.
• Develop and implement short-term and long-term partner strategies to establish a predictable and highly metric-driven revenue stream.

3. Scaling & Performance Optimization:

• Propose and implement necessary adjustments to optimize sales performance, ensuring the infrastructure can support growth toward higher ARR.
• Work with cross-functional teams to refine sales processes, tools, and resources to facilitate business expansion and revenue acceleration.

4. Training and Development:

• Train and enable field Sales Directors, Client Success Managers, and other customer-facing teams on the Converged Identity Platform, including key business use cases, competitive landscape, and market drivers.
• Develop and deliver sales enablement content, training materials, and best practices to ensure alignment across sales teams.
• Foster a culture of continuous learning, ensuring teams are equipped to effectively sell and support the product offerings.

5. Customer Advocacy & Collaboration:

• Serve as the voice of the customer, ensuring that product development and marketing teams are aligned with customer needs and pain points.
• Collaborate closely with the product, product marketing, and sales teams to develop competitive positioning, increase market awareness, and improve product offerings.
• Act as a trusted advisor to customers, providing insights and recommendations based on industry knowledge and product expertise.

WHAT YOU BRING

• Must be located in London/Paris or within commutable distance
• Proven experience in sales, ideally in the Application Access Governance or related technology space.
• Highly Preferred - 4+ years of experience with managing Segregation of Duties
• Highly Preferred - Strong understanding of risk and controls as well as overall compliance with regulations such as GDPR, Sarbanes-Oxley, Etc.
• Highly Preferred - knowledge of the security model of key ERP, EHR, CRM applications such as SAP ECC, SAP S/4HANA, SAP BTP, Oracle EBS, Workday, EPIC, Salesforce etc.
• Demonstrated ability to lead complex sales strategies, drive revenue growth, and scale sales operations.
• Strong understanding of subscription-based business models and how to drive predictable, sustainable growth.
• Excellent communication and presentation skills, with the ability to engage both internal stakeholders and external customers effectively.
• Experience working with cross-functional teams, including product, product marketing, and sales.
• Ability to thrive in a fast-paced, remote work environment and manage multiple priorities simultaneously.
• Strong business acumen, with the ability to analyze market trends and competitor activities.
• Ability to travel as needed (when applicable).