Commercial Account Manager

About WSO2:

Founded in 2005, WSO2 is the largest independent software vendor providing open source API management, integration, and identity and access management (IAM) to thousands of enterprises in over 90 countries. WSO2's products and platforms—including our next-gen internal developer platform, Choreo—empower organizations to leverage the full potential of artificial intelligence and APIs for securely delivering the next generation of AI-enabled digital services and applications. Our open source, AI-driven, API-first approach frees developers and architects from vendor lock-in and enables rapid digital product creation. Recognized as leaders by industry analysts, WSO2 has more than 800 employees worldwide with offices in Australia, Brazil, Germany, India, Sri Lanka, the UAE, the UK, and the US, with over USD100M in annual recurring revenue. Visit https://wso2.com to learn more.

About the Role:

The Commercial Account Executive is responsible for managing and growing existing customer accounts and leveraging new business opportunities. This role requires a strong understanding of customer needs, complex sales projects, the ability to build and maintain long-term relationships, and a proven track record of exceeding sales targets.

Key Responsibilities:

Account Management:

- Develop and execute account plans to achieve revenue growth and customer satisfaction goals.
- Build and maintain strong relationships with key decision-makers at existing customer accounts. Ensure customer satisfaction and retention.
- Proactively identify and pursue new business opportunities within existing accounts.
- Conduct regular account reviews and provide insightful business reviews to customers.
- Work closely with other departments (including pre-sales, product, legal, and marketing) to support customer success.

Sales and Revenue:

- Achieve and exceed assigned sales quotas and revenue targets.
- Drive client retention, renewals, upsells, and cross-sells.
- Negotiate and close deals effectively.
- Manage the entire sales cycle from lead qualification to contract negotiation and customer onboarding.
- Contribute to the development of sales strategies and best practices.
- Gather market intelligence, developments, and competitor activities and share insights with the sales team.

Qualifications and Skills:

- Proven track record of success in a sales role, preferably in the software industry.
- Experience with long sales cycles, request for proposals, and public tenders.
- Strong understanding of the software development lifecycle and enterprise IT environments.
- Experience with open source software, API management, and IAM technologies.
- Excellent communication, presentation, and interpersonal skills.
- Strong negotiation and closing skills.
- Ability to build and maintain strong customer relationships.
- Strong analytical and problem-solving skills.
- Proficiency in CRM systems (e.g., Salesforce) and other sales tools.
- Native French speaker, fluent in English (oral and written).
- Bachelor's degree or equivalent preferred.

In Addition to a Competitive Compensation Package, WSO2 Offers:

- A work culture and environment where we value both hard work AND flexibility.
- A flexible vacation/leave plan that fits your needs.
- Health, dental, and life insurance for you and your family.
- An opportunity to work with cutting-edge technologies.
- An opportunity for professional growth and development.
- A fully remote position with frequent short travel.

Diversity Drives Innovation:

We've built our business on a commitment to diversity and inclusion. We believe it's important to foster an environment that values and respects each individual's strengths, perspectives, and ideas. Doing so not only drives innovation; it also ensures that we can create superior experiences for our customers, partners, and employees worldwide. We value the diversity of our team regardless of race, ethnicity, religion, gender, age, national origin, disability, sexual orientation, or veteran or marital status, and we do not tolerate any form of discrimination.