Strategic Growth Leader

4 days ago

Sydney, New South Wales, Australia beBeeLeadership Full time $123,125 - $183,729
Strategic Customer Engagement Leader

This is an exciting opportunity to drive strategic customer engagement across ANZ.

The ideal candidate will be responsible for developing and executing a long-term revenue growth strategy, driving larger and more complex transactions across the region. They will act as an in-region deal expert, responsible for developing end-to-end deal strategy, leading complex negotiations and closing large, complex deals.

The role requires a deep understanding of contractual aspects of business and ability to articulate value and structure long-term agreements. The leader will also define and implement a consistent programmatic approach to assist regional sales organizations and cross-functional teams in closing strategic deals.

Key Responsibilities:

  • Drive large and complex strategic deals by validating and engaging on opportunities where we intend to build $5M+ NNACV opportunities, tracking deal progression and escalating risks/needs to senior leaders as needed.
  • Champion collaborative, integrated GTM activities for Strategic Accounts including account planning sessions, strategic pursuits, WIN Forums and review cadences.
  • Drive big deal thinking and best practice sharing across the strategic engagements team.
  • Partner with Account Executive to serve as primary point of contact for the Customer from deal qualification through close.
  • Represent ServiceNow in senior customer-facing roles as sponsor, strategist and negotiator.

Requirements:

  • 12 + years of experience in the software industry.
  • 7 + years of consultative direct sales experience into Enterprise accounts preferably selling SaaS with progressive client-facing responsibilities.
  • 5 + years of selling experience within the ANZ market.
  • 2 + years of Large Deal or Corporate Strategy/Business Development experience supporting complex transactions.
  • Conversant in all emerging trends in IT and Business.
  • Demonstrated coaching and mentoring experience.
  • Team player of unquestionable integrity, credibility and character.
  • Experience within a large organization; ability to quickly establish trust-based relationships internally to get support for customer sales objectives.
  • Strong leadership, problem-solving and decision-making abilities.
  • Ability to interface and negotiate with senior client executives.
  • Excellent presentation and communication skills.
  • Organizational and analytical skills.
  • International work experience.
  • Continuous improvement and growth mindset.

Measures of Success:

  • Large & complex closed deals $5M+
  • Customer Feedback & NPS

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