Account Executive

1 week ago

Sydney, New South Wales, Australia Russell Tobin Full time

Position Summary
The
Account Executive is the first and primary customer point of contact selling into a defined sales territory.

As the door opening sales expert, they work in deep collaboration with the presales teams to deliver a compelling value proposition that differentiates product portfolio from the competition.

The Account Executive (Named Accounts) is also engaged in both expanding the customer base into untapped markets as well as displacing competitors from historically aligned companies.


Roles and Responsibilities:

  • Extensive strategic development of initiatives targeted to specific accounts and markets that demonstrate extensive capabilities as an advanced solution provider and drive increased market share proactively. Maximize sales activities and achieve quotas by prospecting for new accounts.
  • Connect with all levels within the customer including "C" level relationships and has a footprint across the customer organization, adopting the conversation to the audience.
  • See opportunities and the value for customer, by mastering a deep understanding of the qualitative strategies and initiatives of the customer that articulate the goals of their company. Provide critical insights to the customer that generate bestinclass credibility and contribute to a market leadership position for the company.
  • Operate as a dynamic "hunter" and demand generator, grows the addressable market by identifying the key accounts in the territory. Establish high revenue, multiyear business plans with the target accounts. Develop road maps for largescale implementations of our systems and services in the accounts.
  • Is familiar with mapping capabilities of existing Partners and Strategic Alliance to key target areas and identifying gaps. Create a network of relationships to facilitate sales and promote alliances and partnerships.
  • Drive and lead the sales, presales, engineering and support efforts for the account to achieve business goals.
  • Initiate and support, develop and monitor purchasing agreements between customer.

Requirements and Competencies:

  • At least 10 years' experience of sales in technology company selling complex software solutions to regional customers, preferably with Customer Experience industry experience. Demonstrated experience of doing several large deal transactions, $500K+ each. Able to manage multiple, complex sales opportunities simultaneously.
  • Experienced in selling SaaSbased solutions, managing complex sales practices and solutionbased selling to CXO, senior management and directorlevel individuals
  • Exceptional communication and presentations skills that build confidence and credibility. Possess Inherent selfsufficiency, flexibility and confidence. Highly articulate and able to confidently explain complex models in a clear simplified manner
  • Close the deal, identify the opportunity, get the commitment and drive all relevant actions. Also, focus on creating and keeping momentum until deal is closed. Show flexibility when bringing plan to reality and make changes on the spot when needed.
  • Work effectively in a complex organization/matrix in coordinating across multiple functions and the customer and ecosystems.
  • Demonstrate knowledge of the portfolio and relevant markets, and confidently speak in great detail regarding all of products while working in deep collaboration, when necessary, with the functional, industry or technical partners and establish/maintain strong relationships and professional reputation within the account and throughout the sales cycle.

Rate/Salary:
$300k OTE

Job Overview:

Location:
Sydney, NSW-
Practice Area: Sales

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