Major Account Manager

1 week ago

Melbourne, Victoria, Australia Digicert Full time

**Who we are**

We're a leading, global security authority that's disrupting our own category. Our encryption is trusted by the major ecommerce brands, the world's largest companies, the major cloud providers, entire country financial systems, entire internets of things and even down to the little things like surgically embedded pacemakers. We help companies put trust - an abstract idea - to work. That's digital trust for the real world.

**Job summary**

Responsible for developing opportunities within existing and new accounts assigned in the territory, with the goal of turning as many opportunities into closed-won deals as possible. Collaborate with pre-sales and post-sales support resources throughout sales campaigns. Serves customers in a trusted advisor role by always keeping the customer's best interests at the forefront. Being available to customers in a consultative capacity even during those times the customer is not in the market.

**What you will do**
- **Prospecting Accounts** - Prospect for new business across multiple functional areas within the company, including leveraging leads provided by marketing, and maintain the appropriate pipeline coverage.
- **Building Relationships**- Gain a deep understanding of the customer's processes and problems. Ensure the right questions are being asked and answered. Bring unique value to every interaction. Develop relationships with multiple buying personas within the prospect account.
- **Articulating Value** - Connect prospect's business objectives (both functional and corporate) with DigiCert solutions. Deploy a customer-centric approach in understanding how DigiCert can do so.
- **Driving Sales Execution**- Lead enterprise agreements to close being proactive in all aspects of opportunity development. Prepare accurate forecast, building a funnel to cover bookings target, documenting activities in Salesforce and performing other tasks necessary to drive revenue and communicate activities to sales management.
- **Closing Opportunities** - Develop and actively manage interactions within the customer buying cycle using standard processes. Handle different kinds of sales scenarios and negotiate in a manner that drives towards close. Gain buy-in from multiple stakeholders.
- **Effective Account Coordination** - Use a disciplined approach to effectively and efficiently involve pre-sales and post-sales support. Leverage industry expertise as needed.
- **Demonstrating DigiCert Proficiency** - Be proficient with a working knowledge and understanding across all DigiCert products and solutions.

**What you will have**
- Minimum of 5 years of quota-carrying sales experience at a software/technology company
- Track record of qualifying and closing consultative/service-led sales, particularly multi-year and subscription-based services
- Exceptional ability to create and foster relationships across enterprise C-suite executives and build consensus among the buying team
- Exceptional time and people management skills to marshal resources and advance opportunities
- Well-versed in the data-analytics industry and strong knowledge of competitor products and capabilities
- Bachelor's degree or equivalent work experience

**Benefits**
- Generous time off policies
- Top shelf benefits
- Education, wellness and lifestyle support

LI-CH1

  • Major Account Manager

    1 week ago

    Melbourne, Victoria, Australia Digicert Full time

    **ABOUT DIGICERT**We're a leading, global security authority that's disrupting our own category. Our encryption is trusted by the major ecommerce brands, the world's largest companies, the major cloud providers, entire country financial systems, entire internets of things and even down to little things like surgically embedded pacemakers. We help companies...

  • Major Account Manager

    1 week ago

    Melbourne, Victoria, Australia Digicert, Inc. Full time

    at DigiCertMelbourneABOUT DIGICERTWe're a leading, global security authority that's disrupting our own category. Our encryption is trusted by the major ecommerce brands, the world's largest companies, the major cloud providers, entire country financial systems, entire internets of things and even down to little things like surgically embedded pacemakers. We...

  • Major Account Manager

    1 week ago

    Melbourne, Victoria, Australia Pace Appointments Full time

    Our client is seeking a highly motivated major account manager to join their dynamic team. This position requires an experienced professional with experience in the waste industry and a proven track record in managing and growing key customer accounts.This role will report directly to the GM and is based mainly on the road (visiting clients). This role also...

  • Major Accounts Manager

    1 week ago

    Melbourne, Victoria, Australia Fortinet Full time

    **Role Overview**:In this key role, you will manage and drive direct sales engagements into a set of Named Accounts and strategic partners. Your focus will be to create and implement strategic account plans focused on attaining enterprise-wide deployments of Fortinet products and services. Develop executive relationships with key buyers and influencers and...

  • Major Account Manager

    7 days ago

    Melbourne, Victoria, Australia Toyota Material Handling Australia Full time

    OverviewBe among the first applicants for a Major Account Manager role based in Melbourne with Toyota Material Handling Australia.This is a field-focused role combining key account management with new business development, supported by a national team.ResponsibilitiesTake full ownership of the role, spending the majority of time on the road visiting...

  • Major Accounts Manager

    5 days ago

    Melbourne, Victoria, Australia Fortinet Full time

    Location: Australia (Melbourne)Join Fortinet, a cybersecurity pioneer with over two decades of excellence, as we continue to shape the future of cybersecurity and redefine the intersection of networking and security. At Fortinet, our mission is to safeguard people, devices, and data everywhere. We are currently seeking a dynamic Major Accounts Manager to...

  • Major Account Manager

    7 days ago

    Melbourne, Victoria, Australia at Full time

    About your roleJoining us as our new Major Account Manager based in Melbourne, you'll love this opportunity to take full ownership of your role. With the majority of your time spent on the road visiting clients, your primary focus will be to not only maintain our key accounts but also develop strategies that will ensure ongoing growth.In addition to this,...

  • Major Account Manager

    1 week ago

    Melbourne, Victoria, Australia at Full time

    About your roleJoining us as our new Major Account Manager based in Melbourne, you'll love this opportunity to take full ownership of your role. With the majority of your time spent on the road visiting clients, your primary focus will be to not only maintain our key accounts but also develop strategies that will ensure ongoing growth.In addition to this,...

  • Major Account Manager

    1 week ago

    Melbourne, Victoria, Australia Toyota Material Handling Australia Full time

    OverviewBe among the first applicants for a Major Account Manager role based in Melbourne with Toyota Material Handling Australia. This is a field-focused role combining key account management with new business development, supported by a national team.ResponsibilitiesTake full ownership of the role, spending the majority of time on the road visiting...

  • Major Account Manager

    1 week ago

    Melbourne, Victoria, Australia Toyota Material Handling Australia Full time

    OverviewBe among the first applicants for a Major Account Manager role based in Melbourne with Toyota Material Handling Australia. This is a field-focused role combining key account management with new business development, supported by a national team.ResponsibilitiesTake full ownership of the role, spending the majority of time on the road visiting...