Sales Executive

4 weeks ago

Melbourne, Victoria, Australia Riskonnect Full time

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The Opportunity

Riskonnect, Inc. is seeking candidates for the position of Senior Sales Executive. The Riskonnect Senior Sales Executive is responsible for the generation of new product and services revenue for Riskonnect's suite of Risk Management solutions. This territory-based role focuses on securing eligible prospects as new customers within a defined territory within Australasia. The role is supported by the efforts of our Marketing, Product Management, Client Services, Support, Professional Services, Inside Sales and Sales Engineering teams. The Senior Sales Executive and Sales Engineer work together to understand the client's business requirements and to make recommendations that leverage our capabilities, resulting in a win-win relationship .

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Primary Responsibilities

  • The Senior Sales Executive has end-to-end responsibility for new sales and revenue attainment of quarterly sales goals.
  • The right candidate must be able to develop and maintain or leverage existing relationships with C-level executives within Governance, Risk & Compliance (GRC), Business Continuity & Operational Resilience also including Risk Management, Information Security, Information Technology, Compliance and Internal Audit within his or her territory.
  • The candidate must be able to develop and execute a targeted sales plan within prospective accounts, including target identification, prospecting, organizing resources, leading meetings and demonstrations with prospects, closing deals and facilitating contract negotiations.
  • The Senior Sales Executive must demonstrate a deep understanding of the sales process and revenue goal attainment and bring a track record of successfully selling SaaS solutions to solve business problems.
  • Creativity, diligence and intensity are key attributes to ensure success in the role.
  • Development and execution of a sales plan with focus on meeting and exceeding individual sales goals
  • Time and territory management - Overnight travel required 20% - 30%

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Your current skillset will include:

  • A minimum of 8 years of enterprise software sales experience, including a minimum of 3 years selling GRC SaaS solutions (or similar).
  • Strong understanding of the SaaS business model and sales metrics (ARR, Pipeline Coverage, Forecasting Methodology)
  • Experience with or formally trained in a relevant enterprsie sales methodology (eg Miller Heiman, MEDDIC, SPIN, Challenger)
  • Ability to navigate complex sales cycles and deal with multiple buyer stakeholders
  • Comfortable using GTM tools – Salesforce, SalesNav etc
  • Excellent communication skills—both written and verbal
  • Highly organized and the ability to track activities, opportunities and contacts
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