Account Executive, ANZ

4 weeks ago

Perth, Western Australia EarthDaily Full time
About Earthdaily

EarthDaily is revolutionizing the way we understand and monitor our planet. Through cutting-edge Earth Observation (EO) technology and geospatial analytics, we provide unparalleled insights for industries ranging from agriculture to mining, insurance, and government intelligence. Our mission is to build the world's most advanced change detection system to capture, analyze, and interpret global shifts in near real-time.

OUR CREW

Our global, distributed team represents a variety of business lines and is made up of business development, sales, marketing and support professionals, data scientists, software engineers, project managers and finance, HR, and IT professionals. EarthDaily's Global Sales team is nimble and creative, and in preparation for launching frontier and disruptive products and services, we are building a wide and deep customer base for a variety of use cases. We are currently looking for an experienced, Australia-based Account Executive, ANZ to join our crew

This is a remote position for a candidate located in Australia. All candidates must be eligible to work in Australia.

THE ROLE

The Account Executive, ANZ is responsible for sales of EarthDaily's products and services to customers located within the ANZ territory. As a strategic planner and a creative thinker, you will leverage your existing contacts, market experience and all available tools and processes in order to achieve sales targets. Customers within your territory will predominately be comprised of large enterprise and government accounts spanning several vertical markets. You will take a "hunter" approach, regularly prospecting to uncover and close new-logo business while developing opportunities for growth within existing customer accounts. By acting as a trusted advisor and using a value-based selling approach, you will uncover the customers' true business pain/potential and align their value-drivers with EDAs key differentiators to deliver positive business outcomes.

Key Responsibilities

Sales Strategy Development
  • Drive revenue growth by developing a pipeline and closing new-logo business while uncovering expansion opportunities within existing accounts
  • Develop and execute against a territory sales plan
  • Generate new logo and expansion business pipeline by employing demand-gen and pipeline-gen techniques/workflows

Identify, Engage Customers to Close Sales
  • Present and demonstrate the value of EDA's products to its customers
  • Accurately manage and forecast against an opportunity pipeline
  • Work with cross-functional team as needed to support key activities such as pipeline generation efforts, closing business and customer/account management

Market Research and Sales Management
  • Understand the market trends of your territory and advise to cross-functional teams (i.e. Marketing; Product; Partnerships; Executive)
  • Develop and maintain strong relationships with your customers
  • Manage the contracting and procurement process
  • Regularly educate customers on new use-cases, solutions, market trends etc. (be a trusted advisor and deliver commercial insight)
  • Conduct regular field activity (i.e. customer meetings, attend conferences/tradeshows/workshops

YOUR PAST MISSIONS
  • MBA or equivalent.
  • University degree or equivalent in technical areas (Remote Sensing, Aerospace Engineering, Aeronautic, Physics, Geology, Geography, environmental science etc.) or Business, Administration or a related field is an asset
  • 8 years+ experience in a quota-carrying customer-facing role, selling a SaaS or highly technical solution with a proven track record of regularly achieving and exceeding sales targets
  • Proven track record of developing and managing opportunities and closing business with large enterprise and government accounts
  • Experience in a sales or technical role of remote sensing or geospatial data use in insurance & disaster management including wildfire management, mining, defence & intelligence or agriculture verticals is a strong asset
  • Experience with a CRM such as Sales Force, Pipeliner or NetSuite

YOUR TOOLKIT
  • Humble, genuine, inquisitive; excellent at asking open ended questions
  • Strong proficiency in English for verbal and written communication
  • Strong work ethic and self-drive using an honest and ethical approach
  • Thorough understanding of how to successfully prospect into accounts and generate new pipeline
  • New-logo focus (more hunter than farmer)
  • Understanding of how to effectively use a value-based selling approach
  • Familiar with opportunity qualification and management methodology such as BANT or MEDDPICC
  • Customer-focused; acts as a "trusted advisor"
  • Team player with proactive and positive attitude; experience collaborating with internal and cross-functional teams
  • Highly skilled in negotiation and persuasion, with strong gravitas and influence
  • Target driven and highly organized with excellent time management skills
  • Strong business focus; helicopter view with understanding of required detail; sparring partner to senior management
  • Strong analytical skills
  • Thrives within a target driven environment

OUR SPACE (including travel)

We'd love to welcome you to the Sales team for this remote, Australia-based opportunity. Ours is a fun, fast-paced and exciting work environment where we hold earth-smart (living sustainably), creativity and innovation, proactive communication, diversity and accountability as core values. And just like space exploration - we're constantly evolving and pushing new boundaries.

This position has a substantial requirement for travel (50% of time) for sales meetings, inter-company training, off-sites, strategic planning, and for conferences/trade shows and event attendance.

Hours of work typically fall between 9:00am and 5:30pm Monday to Friday with periodic cross-over work required with other team members across a few time zones in addition to occasional evening and weekend work.

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