Account Manager

2 months ago

Canberra, Australia Forescout Technologies Inc. Full time

**Account Manager**:
**What** We Do**:
**Managing cyber risk, together** - As the world is becoming more and more connected so is the need for Forescout’s solutions. Forescout is at the forefront of one of the largest needs in the security space. Forescout delivers automated cybersecurity across the digital terrain, maintaining continuous alignment of customers’ security frameworks with their digital realities, including all asset types - IT, IoT, OT, IoMT.

Our team is looking for individuals who have positive energy, an entrepreneurial spirt and the drive to partner with our committed team to sell the best technology and drive team success

**What You Will Do**

Account Manager in the government sector in Australia typically has responsibilities focused on managing relationships and sales activities with specific government agencies or departments.

Here are some common responsibilities for a Account Manager in this context - Achieve both quarterly and annual sales goals and objectives.
- Identify and pursue sales opportunities at assigned accounts which will be mostly for Australian Federal business. Drive business development and pre-sales initiatives by leveraging both industry and technical background.
- Build in-depth knowledge of clients’ business priorities, challenges and initiatives that can be translated into ForeScout solution opportunities. Build value-added relationships within the domain of the account - become the trusted advisor.
- Familiarize yourself with the government procurement guidelines and processes in Australia. This includes understanding how contracts are awarded, compliance requirements, and any relevant regulations.
- Identify opportunities for products or services within the government sector. This might involve understanding upcoming projects, initiatives, or areas where the government is looking to invest.
- Stay informed about market trends, competitor activities, and government policies that may impact your accounts. This information can help you identify new opportunities and stay ahead of the competition.
- Develop multi-level relationships within assigned federal accounts using available internal and external resources, and where appropriate channel partner resource, to maximize revenues opportunities and establish ForeScout as a strategic, long term partner.
- Execute an effective account/opportunity management and business planning process which is supported and influenced by a virtual team to include ForeScout Senior Executives, field sales and sales management, Product Management, Engineering, Professional Services, Technical Consultants and relevant Channel Partner Managers.
- Align with appropriate delivery teams to leverage follow-on business from one delivery mission to another. Attendance to major Project Milestones and Executive Reviews.

***

**What You Will Bring To Forescout**
- Security clearance from Australian government is highly beneficial.
- Proven ability to build and maintain strong relationships with government agencies and key decision-makers.
- In-depth understanding of the government landscape in Australia, including knowledge of current policies, initiatives, and funding priorities. Ability to identify opportunities and anticipate changes in the market. Understand how to sell multi-product software & hardware solutions.
- Proficient in contract negotiation and pricing strategies. Ability to navigate complex procurement processes, negotiate favorable terms, and address customer concerns.
- Loves to collaborate within an internal set of multi-functional teams such as Sales Engineers, Inside Reps, Marketing, & Professional Services to ensure target quotas as achieved and exceeded. Highly developed business development, negotiation skills and ability to influence contract content.
- Excellent presentation skill is a must.
- Highly developed business development, negotiation skills and ability to influence contract content.
- Thrives in a high-paced, changing work environment (really, you’d be bored by anything less).
- Ability to multi-task while maintaining attention to detail and deadlines.
- Excellent written and verbal communication skills.
- Bachelor’s degree or equivalent industry experience.

**What Forescout Offers You**:
**More About Forescout**:
**Forescout is proud to be an equal opportunity workplace dedicated to pursuing and hiring a diverse workforce.**

**Thank you for taking the time to learn more about us.**
**If this opportunity intrigues you, we would love for you to apply

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