Specialised Account Executive - ISV

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.

Our 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.

As 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.

This 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.

Responsibilities:

Go-to-market

• Define your EMEA target strategy across markets, industries and software segments
• Develop messaging, campaigns and outreach strategies together with BDRs and Marketing
• Direct BDR activity across targeting, outreach, initial discovery and qualification
• Personally prospect and generate opportunities when additional pipeline is needed
• Identify relevant events, communities and channels to build pipeline

Discovery

• Work with BDRs to ensure opportunities are properly qualified before progressing
• Take over qualified opportunities and deepen the understanding of product, architecture, roadmap and technical challenges
• Identify and quantify how technical challenges affect revenue, cost, growth and competitiveness
• Lead deeper discovery with Pre-sales to determine where our platform can create value
• Engage CEOs, CTOs, CPOs and other senior stakeholders throughout the sales process

Business case

• Build quantified business cases comparing the partner's current state with adopting our platform
• Quantify the impact on development productivity, cost, time-to-market, revenue and other relevant value drivers
• Gather additional partner data and validate assumptions where needed to build a credible case

Sales

• Own opportunities from qualification through commercial proposal, negotiation and signature
• Position Mendix, AI Cloud and Graph Studio against the partner's product strategy and challenges
• Work with Pre-sales to translate partner challenges into a credible technical solution
• Structure commercial proposals aligned with the partner's business model and growth plans

Partner growth

• Own the ongoing commercial relationship after signature
• Help partners bring their products to market and scale across their customer base
• Drive go-to-market activities including marketing initiatives, marketplaces and partner events
• Identify expansion opportunities across Mendix, AI Cloud, Graph Studio and the wider Siemens portfolio
• Work with the TAM to turn technical opportunities into commercial growth

Requirements:

• Software sales: proven track record selling complex enterprise software or technology solutions
• New business: demonstrated success creating pipeline and winning new customers or partners
• Go-to-market: able to define target markets, messaging and prospecting strategies
• Discovery: able to uncover technical product challenges and quantify their commercial impact
• Business cases: experienced building quantified investment cases from customer data and assumptions
• Commercial acumen: strong understanding of SaaS economics and how technology affects revenue, cost and growth
• Technology: strong understanding of modern software development, cloud, data and AI
• Executive engagement: comfortable working with CEOs, CTOs, CPOs and other senior stakeholders
• Negotiation: experienced structuring and negotiating complex commercial agreements
• Ownership: comfortable taking responsibility for pipeline, sales execution and partner growth
• Collaboration: work effectively with BDRs, Pre-sales, TAMs, Product, Marketing and other teams
• Growth mindset: continuously develop skills and use AI effectively in daily work

Experience: