Named Account Executive

Overview:
As a Named Account Executive at Redgate Software, you will be responsible for driving sales of Redgate’s products within a set of Government/Enterprise Accounts located in the APAC geography and meeting sales objectives. You will manage all aspects of the sales process including prospecting, business development, lead management, qualification, evaluation, close and account care. This role is a quota-carrying sales position that plays an integral role in the success of the overall sales team.

As part of the Strategic and Government Accounts team, you will be responsible for developing our existing customer base within a targeted group of accounts that you will manage. Responsible for growing year on year revenues within your accounts, you will develop and execute “land” and “expand” strategies to maximise opportunities with existing customers and to hunt out new opportunities across multiple teams and business units.

**Your accounts will be a mix of existing customers and new prospects**, you will need to be tenacious and hungry to develop new relationships, understand business challenges and to provide customers with compelling insights around the value and deliverables of Redgate solutions, as they relate to specific business and organisational challenges and stakeholder needs.

Responsibilities (not in order of importance)
- Be intimately knowledgeable about your customers key business challenges.
- Act as a guide, trusted advisor and strategic partner, to provide customers with insights that demonstrate clear business value for Redgate Solutions
- Manage the sales process from prospecting through to close, including tech demos & PoCs
- Be the final point of accountability for the delivery of Redgate solutions
- Use resources effectively to win business. Eg; SDRs, Sol. Eng’s, PMMs, Marketing etc
- Define and execute account sales plans for your defined accounts
- Consistently dedicate time every week for business development activities & outbound calling
- Meet sales goals through prospecting, campaigns, qualifying, managing & closing opportunities
- Develop and manage your sales pipeline sufficiency to consistently meet/exceed sales quota
- Move multiple transactions simultaneously and efficiently through your sales funnel
- Research customers & identify key contacts to significantly grow your “account network”
- Map prospective accounts around organisational structure, people, and existing technology
- Manage and track customer and transactional information in Salesforce
- Nurture and expand Redgate’s relationship with your customer accounts of all sizes
- Provide regular and accurate reporting of pipeline and forecasting through Salesforce
- Keep abreast of competition, competitive issues, and products
- Practice effective, excellent communication with management, customers, and support staff
- Participate in team building and company-growth activities including strategy setting, training, marketing campaigns & customer care
- Travel to customer locations in support of sales efforts as and when required
- Always act in the best interests of Redgate Software

Specification
- Software/Tech sales experience and a genuine interest in technology
- Strong technical competence to learn the diverse range of Redgate products & “use cases”
- Relevant experience in key verticals & a strong understanding of their business drivers/needs
- A good network of relevant contacts to add value to our account expansion strategies
- Energetic & willing to go the extra mile with a strong work ethic; self-directed and resourceful
- Demonstrated track record in hunting and building sales
- Highly organised with strong attention to detail
- Experienced using sales tools such as MSC, 6Sense, SalesLoft, Sales Nav, LI and Lusha
- Experienced using sales methodologies such as SPIN, MEDPIC, Miller-Heiman & Challenger
- Excellent written skills and telephone manner
- Experienced enough to work autonomously, but a team player through and through
- Collaborative & solution orientated, with a common-sense approach to getting things done
- Flexible, approachable, reliable and trustworthy
- Extensive understanding of the Redgate sales experience or similar & driven by six-figure deals
- You’ve worked successfully developing and closing complex sales opportunities with Government Agencies, ASX200 & Fortune 500 companies
- Can demonstrate consistent overachievement of sales goals in growing key accounts
- You have a desire, even an obsession, to bring new users into the Redgate world to maximize revenue. You are a closer at heart and are hungry to come in and build something amazing
- It would be highly desirable to have
- A successful sales track record working within the Australian public sector or the banking and financial services industries
- An understanding of the database environment & landscape

**What’s**
**the package?**
- A great benefits package including a Long-Term Incentive Plan, 10% Su