Enterprise Account Executive

Company Description

We’re not just another learning provider, we deliver results by providing solutions to upskill, cross-skill and re-skill the workforce of today for the challenges of tomorrow.

**_ Our Mission: Secure 500,000 jobs by 2030_**

Why join us?
- ** Social Impact** - Mentem is extending UNSW's social vision to shape and progress a just society. With disruption changing the nature of work, Mentem provides a solution to enterprises that will ensure their workforce has the skills required to continue to remain effective.
- ** Learning Innovation** - Mentem is working at the cutting edge of learning innovation, delivering capability uplifts to organisations in a way not done before.
- ** Opportunity to Grow** - We are a learning-driven organisation and have ambitious growth plans for our programs, our business and our people.
- ** Flexible and Inclusive Culture** - Enjoy our flexible workplace with hybrid working arrangements and diverse, inclusive team. Collaborate directly with experts in learning design, client development, client success, strategy and operations.

**Job Description**:
**The enterprise capability building market in Australia is estimated to be over $3bn annually.** While the market is huge, there is a dearth of solutions that deliver real and measurable outcomes, at scale. Mentem by UNSW redefining enterprise skill building at scale with a solution that is proven to deliver results. In that way, Mentem by UNSW

Reporting to the Client Relationship Director (CRD), the Enterprise Account Exec (EAE) plays a critical role in educating the market in the value of Mentem and why we’re different to other products on the market.

The EAE is responsible for achieving quarterly sales and revenue targets by acquiring new clients and growing business with existing clients. The EAE will take a data driven approach to building the pipeline, prioritising and nurturing opportunities from first contact to conversion. The EAE will work closely with the Client Success Managers to provide account management support to clients, ensuring a smooth journey from their initial implementation to scaling across the enterprise.

The EAE will be trusted by clients and prospects to advise on current and future workforce capability challenges and how to deliver capability uplift programs in response. The EAE will be a strategic thinker, developing a deep understanding of the business models, strategic objectives, culture, policies and procedures of Mentem’s major clients as they relate to Mentem’s offerings.

**Responsibilities of the Role**
- Identify and pursue new business opportunities within the Government and Private Sector by establishing relationships with prospective clients both within and external to your existing professional network.
- Achieve agreed quarterly sales and revenue targets through the acquisition of new clients and by growing existing clients.
- Develop high-quality proposals that align to client needs, budget, and timelines.
- Implement the Mentem sales process, to quickly qualify client opportunities and prioritise opportunities with a high chance of conversion.
- Proactively hold strategic account review sessions to identify new opportunities and check customer satisfaction
- Work with the Client Relationship Director and the CEO to continually improve and implement Mentem’s go to market, growth and client acquisition strategies.
- Work closely with the Client Success Managers (CSMs) to manage client accounts, providing a point of escalation for key client stakeholders to raise issues.
- Support and guide ongoing product development based on input from and an understanding of client needs.

**Qualifications**:

- Proven, distinctive, experience and track record in identifying, negotiating and closing large (greater than AU$1M) enterprise sales contracts for the procurement of services.
- Experience working within a defined sales process and framework, using data to evaluate and prioritise opportunities.
- Demonstrated experience developing high quality client proposals.
- Proven track record in helping clients frame, design and execute strategic initiatives involving strong elements of organisational capability uplift.
- Deep professional networks built on trust and delivery with decision makers in both Australian government private enterprises.
- Demonstrable success in fostering and managing complex relationships with internal and external stakeholders.
- Excellent interpersonal, communication and negotiation skills with the ability to develop influential relationships with key organisational decision makers
- Experience working in a fast-growing business or startup environment requiring high levels of autonomy and a “whatever it takes” attitude and urgency

**Highly regarded**:

- CHRO contacts within Australian enterprise or government clients
- Prior experience as a consultant at a similar level in a professional services.
- Familiarity/experience with HR Techno