Lead Account Executive for Key Clients

2 weeks ago

Brisbane, Queensland, Australia DigiCert Full time

ABOUT DIGICERT

DigiCert is a prominent global authority in security solutions, redefining the standards in our industry. Our encryption technology is relied upon by leading e-commerce brands, major corporations, top cloud service providers, entire national financial systems, and even critical medical devices like implanted pacemakers. We empower organizations to transform the concept of trust into a tangible reality. This is digital trust in action.

POSITION OVERVIEW

We are excited to present a unique opportunity to join a top-tier vendor in the cybersecurity sector. The Major Account Manager role at DigiCert is a pivotal sales position focused on nurturing and expanding partnerships with our tier 1 enterprise clients. This role requires a deep understanding of the distinct needs and challenges faced by major accounts, fostering robust customer relationships, and driving revenue growth through strategic upselling, cross-selling, and retention initiatives.

This position is perfect for individuals aiming to advance their careers in enterprise sales. You will engage in intricate deal cycles across various facets of an enterprise technology framework. DigiCert typically hosts an annual sales conference, and successful sales representatives are rewarded with exclusive trips to international destinations.

At DigiCert, we emphasize a collaborative, customer-centric approach. Our team members support one another and take pride in collective achievements.

KEY RESPONSIBILITIES

  • Account Management: Act as the primary liaison for designated major accounts, cultivating and sustaining strong relationships with key stakeholders, including executives, IT leaders, and security experts.
  • Customer Needs Analysis: Comprehend the business objectives, security demands, and challenges of major accounts, performing thorough assessments to uncover opportunities for DigiCert's offerings.
  • Tailored Solutions: Partner with internal teams, including technical specialists and solution architects, to create bespoke solutions that meet the specific requirements of major accounts, establishing DigiCert as a trusted advisor and strategic collaborator.
  • Revenue Enhancement: Propel revenue growth within major accounts by identifying upsell and cross-sell prospects, articulating compelling value propositions, and effectively negotiating contracts and pricing arrangements.
  • Relationship Development: Strengthen and broaden existing customer relationships by delivering exceptional service, promptly addressing issues or concerns, and consistently showcasing the value of DigiCert's solutions.
  • Strategic Account Planning: Formulate strategic account plans for major clients, detailing objectives, growth strategies, and action steps to meet revenue goals and enhance customer satisfaction.
  • Market Intelligence: Stay updated on market trends, competitive dynamics, and industry advancements, utilizing this knowledge to effectively position DigiCert's solutions and proactively meet customer needs.
  • Team Collaboration: Work closely with internal teams, including sales engineers, product managers, and support staff, to ensure smooth customer onboarding, implementation, and ongoing assistance.
  • Sales Tracking and Reporting: Maintain precise and current sales forecasts, pipeline management, and activity tracking using CRM systems, providing regular updates to management on account status, revenue forecasts, and sales performance.

REQUIRED QUALIFICATIONS

  • Proven track record in enterprise sales or key account management within the technology sector.
  • Strong knowledge of enterprise technology or cybersecurity, digital certificates, and associated technologies.
  • Exceptional communication and presentation skills, capable of conveying complex technical concepts to both technical and non-technical audiences.
  • Demonstrated history of surpassing sales targets and driving revenue growth within major accounts.
  • Strong relationship-building and negotiation capabilities, adept at navigating complex organizations and influencing key decision-makers.
  • Analytical mindset with a data-driven approach, skilled in analyzing customer data, identifying trends, and leveraging insights to inform sales strategies.
  • Customer-focused mindset with a commitment to delivering outstanding customer experiences.
  • Self-driven, results-oriented, and effective in a fast-paced, dynamic environment.
  • Bachelor's degree in business, marketing, or a related discipline. An MBA or advanced degree is a plus.

DigiCert is an Equal Opportunity employer committed to fostering diversity within its workforce. In accordance with applicable federal and state laws, DigiCert prohibits discrimination based on race or ethnicity, religion, color, national origin, sex, age, sexual orientation, gender identity/expression, veteran status, disability status, or genetic information. We strongly encourage individuals from historically underrepresented groups, including minorities, women, qualified individuals with disabilities, and protected veterans, to apply.

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