Manager of Business Development, Axway
EMEA
Office located in Courbevoie, Paris
API management platform & IT infrastructure solutions
Open for applications
API management platform & IT infrastructure solutions
1001+ employees
Open for applications
Office located in Courbevoie, Paris
1001+ employees
Company mission
To help businesses make good decisions about their digital strategy.
Role
Who you are
- 3+ years of successful B2B business development experience in enterprise software
- 2+ years of team leadership or mentoring experience
- Proven track record of consistently achieving personal sales targets
- Expert knowledge of Salesforce and Outreach
- Strong understanding of B2B enterprise software lead generation
- Excellent communication skills across cultural boundaries
- Fluency in English and French (German and/or Dutch a plus)
- Experience in middleware, API management, or enterprise integration software preferred
- Ability to balance personal quota with team management
- Strong time management and prioritization skills
- Sales coaching and mentoring
- Data-driven decision making
- Cross-functional collaboration
- Pipeline management
- Territory planning
What the job involves
- We are looking for our new Manager, Business Development - EMEA to join Axway's family
- We are seeking a dynamic professional for a hybrid role combining hands-on business development with team leadership responsibilities
- Based in Paris, France, and reporting to the Director of Marketing, this position will manage a team of 4 to 5 Business Development Representatives and carry some personal quota responsibility
- This role is crucial in driving lead generation through inbound and outbound activities, overseeing field marketing campaigns, and collaborating with Sales to generate high-quality Sales Accepted Leads (SALs) across the European market
- 20% Individual Contributor Responsibilities
- 80% Team Leadership and Management
- Manage personal quota of Sales Accepted Lead (SAL) generation
- Conduct high-level prospecting activities for strategic accounts
- Execute outbound campaigns using Outreach and Salesforce
- Qualify and nurture complex enterprise opportunities
- Build relationships with key decision-makers in target accounts
- Lead and develop a team of 3 to 4 business development representatives across EMEA
- Provide daily coaching, mentoring, and performance management
- Establish and monitor KPIs for team performance
- Create and maintain performance dashboards
- Manage budget and ROI tracking for lead generation activities
- Collaborate with Sales and Marketing teams to align strategies
- Ensure consistent lead scoring and qualification criteria
- Optimize team's use of Outreach and Salesforce
- The successful candidate will be evaluated based on:
- Personal Performance (25% of Variable Compensation)
- Personal SAL quota achievement
- Conversion rates from lead to opportunity
- Pipeline contribution
- Activity metrics (calls, emails, meetings)
- Management Performance (75% of Variable Compensation)
- Team quota achievement
- Team member development and retention
- Process improvement and optimization
- Sales team satisfaction with lead quality
Our take
As the digital migration of enterprises accelerates, companies must be increasingly cautious about the safety and security of their data. As part of the transference of data, sensitive information must often pass across multiple old and new technologies, putting it at risk. Axway provides tools that integrate and move data securely.
Ahead of the digitisation curve, Axway’s 20 years of experience in the API management sector has helped it develop several key products. Its Amplify Platform helps companies reduce the complexity of APIs and encourages their adoption. While its Axway B2B Integration platform enables crucial EDI and API integration flows for multinational corporations - which are most at risk of lost, leaked or stolen data.
Through its secure, flexible and compliant tools, Axway helps large companies process tens of billions of dollars annually. Its consistency and ability to keep pace with tech developments is what has enabled Axway to maintain a strong post-IPO position within its sector.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Company benefits
- Personal development plan and training plan
- Private medical insurance with dental included
- Flexible working hours when needed and remote work policy (60% remote work)
- Friendly working environment with experienced professionals
- Potential for growth in an international company
- Extra paid vacation days – 25 days/year
- Open games area – table tennis, sports and more!
- Benefits such as gym access, Bookster, Safari, Amazon – E-library, Udemy platform
- Team-buildings, Fun Day, Christmas Party etc.
Company HQ
Kierland, Phoenix, AZ
Leadership
Patrick Donovan
(Group CEO)Previously CFO at Axway, VP of Finance at iCrossing and Director of Finance at Quality Care Solutions and Optika. Was also a General Accounting Manager at Western Pacific Airlines.
Roland Royer
(Company CEO)Previously the Chief Customer Officer at the company. Before that, they were a Product Manager at sneda and Presales Consultant at COFET.
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