APAC Strategic Account Executive

2 weeks ago

Melbourne, Victoria, Australia Lucid Software Full time

Lucid Software is the leader in visual collaboration, helping teams see and build the future from idea to reality. We hold true to our core values: innovation in everything we do, passion & excellence in every area, individual empowerment, initiative and ownership, and teamwork over ego. At Lucid, we value diversity and are dedicated to creating an environment and culture that is respectful and inclusive for everyone. Lucid is a hybrid workplace. We promote a healthy work-life balance by allowing employees to work remotely, from one of our offices, or a combination of the two depending on the needs of the role and team.

Since the company's founding, Lucid Software has received numerous global and regional recognitions for its products, business, and workplace culture. These include being named a Fortune Best Workplace in Technology and a 2022 Glassdoor Best Place to Work, inclusion on the Forbes Cloud 100, and ranking in the top 100 on G2's 2023 Best Global Software Companies. Top businesses use our products all around the world, including customers such as Google, GE, and NBC Universal. Our partners include industry leaders such as Google, Atlassian, and Microsoft.

Lucid's APAC Strategic Account Executives (AEs) will lead the strategic business growth for new customers in named ASX200, plus Australian Federal and State Government Accounts. In this role, AEs will interface with Lucid's digital and business development operations to identify and pursue target accounts. This will include leveraging the value of Lucid's AU data centre to address specific data residency requirements in the Australian market. Post "new logo'' account acquisition, AEs will work with these customers to expand the Lucid footprint to unlock Visual Collaboration business value across multiple personas, continually working to close sales opportunities and expand the Lucid footprint. AEs will also work hand-in-hand with Lucid Professional Services and Lucid Customer Success Managers (CSMs), to ensure successful adoption, value realization, ensure renewals, drive expansion, and continually drive customer engagement.

Responsibilities:

  • Identify and close business in named ASX200, plus Australian Federal, and State Government Accounts
  • Build a territory plan with initial focus on New Logo acquisition in named ASX200, plus Australian Federal, and State Government Accounts
  • On going focus on in expansion, growth, and net new opportunities in named ASX200, plus Australian Federal, and State Government Accounts
  • Foster strong relationships across all target ASX200, plus Australian Federal, and State Government accounts and build new champions through strategic prospecting efforts
  • Handle complex negotiations that are mutually beneficial and strengthen customer relationships
  • Consult and advise large, strategic ASX200, plus Australian Federal, and State Government accounts resulting in increased adoption, success, and enterprise-wide deployments
  • Work closely with and provide mentorship to your assigned development rep
  • Opportunity for either in Melbourne based or remote work, based in either Sydney or Canberra, (with regular travel to Lucid APAC Head Office in Melbourne - including significant time in Melbourne during onboarding and then subsequent travel, at least once per month and additional time once per quarter 3)
  • Other duties as assigned

Requirements:

  • 5+ years of sales experience (as an Account Executive, Account Manager, or similar role) with experience selling to ASX 200 and/or Federal and State Government, preferably in SaaS/tech
  • Ability to project manage complex sales cycles with multiple internal stakeholders (business development, CSM, solution engineers)
  • Knowledge of cloud applications and complex SaaS solutions
  • Proven track record of exceeding sales quotas with ASX 200 and/or Federal and State Government essential, preferably in SaaS/tech
  • Strong interpersonal and presentation skills
  • Skilled in prospecting, territory planning, and team-selling
  • Exceptional verbal and written communication skills
  • Must be located in Victoria, New South Wales, or Australian Capital Territory

Preferred Qualifications:

  • Expert user of sales enablement solutions (Salesforce, Outreach, etc.)
  • Detailed knowledge of and passion for SaaS applications
  • Strong technical background including successful change management.
  • Formal sales training

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