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Specialised Account Executive - ISV

Mendix· Ecosystem – ISV
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Hybrid (Rotterdam)Full-timePosted 1mo ago

About the role

Role owning the commercial success of the ISV business across a portfolio of EMEA software companies, from go-to-market strategy and pipeline development to partner growth and long-term commercial relationship management.

Responsibilities

  • Go-to-market: Define your EMEA target strategy across markets, industries and software segments
  • Go-to-market: Develop messaging, campaigns and outreach strategies together with BDRs and Marketing
  • Go-to-market: Direct BDR activity across targeting, outreach, initial discovery and qualification
  • Go-to-market: Personally prospect and generate opportunities when additional pipeline is needed
  • Go-to-market: Identify relevant events, communities and channels to build pipeline
  • Discovery: Work with BDRs to ensure opportunities are properly qualified before progressing
  • Discovery: Take over qualified opportunities and deepen understanding of product, architecture, roadmap and technical challenges
  • Discovery: Identify and quantify how technical challenges affect revenue, cost, growth and competitiveness
  • Discovery: Lead deeper discovery with Pre-sales to determine where our platform can create value
  • Discovery: 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
  • Business case: Quantify impact on development productivity, cost, time-to-market, revenue and other value drivers
  • Business case: Gather partner data and validate assumptions to build a credible case
  • Sales: Own opportunities from qualification through proposal, negotiation and signature
  • Sales: Position Mendix, AI Cloud and Graph Studio against partner's product strategy and challenges
  • Sales: Work with Pre-sales to translate partner challenges into a credible technical solution
  • Sales: Structure commercial proposals aligned with partner’s business model and growth plans
  • Partner growth: Own the ongoing commercial relationship after signature
  • Partner growth: Help partners bring their products to market and scale across their customer base
  • Partner growth: Drive go-to-market activities including marketing initiatives, marketplaces and partner events
  • Partner growth: Identify expansion opportunities across Mendix, AI Cloud, Graph Studio and Siemens portfolio
  • Partner growth: Work with the TAM to turn technical opportunities into commercial growth

Qualifications

  • 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

Skills

Required:Target market definitionPipeline developmentExecutive stakeholder engagement

Benefits

  • Health and wellness benefits; country-specific benefits available via Siemens link
Last updated Oct 21, 2026. Interested? Apply on the company site.
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