Account Executive, Anz

Overview
ABOUT EARTHDAILY
EarthDaily is revolutionizing the way we understand and monitor our planet. Through cutting-edge Earth Observation (EO) technology and geospatial analytics, we provide unparalleled insights for industries ranging from agriculture to mining, insurance, and government intelligence. Our mission is to build the world's most advanced change detection system to capture, analyze, and interpret global shifts in near real-time.
OUR CREW
Our global, distributed team represents a variety of business lines and is made up of business development, sales, marketing and support professionals, data scientists, software engineers, project managers and finance, HR, and IT professionals. EarthDaily's Global Sales team is nimble and creative, and in preparation for launching frontier and disruptive products and services, we are building a wide and deep customer base for a variety of use cases. We are currently looking for an experienced, Australia-based
Account Executive, ANZ
to join our crew
This is a remote position for a candidate located in Australia. All candidates must be eligible to work in Australia.
The Role
The Account Executive, ANZ is responsible for sales of EarthDaily's products and services to customers located within the ANZ territory. As a strategic planner and a creative thinker, you will leverage your existing contacts, market experience and all available tools and processes in order to achieve sales targets. Customers within your territory will predominately be comprised of large enterprise and government accounts spanning several vertical markets. You will take a "hunter" approach, regularly prospecting to uncover and close new-logo business while developing opportunities for growth within existing customer accounts. By acting as a trusted advisor and using a value-based selling approach, you will uncover the customers' true business pain/potential and align their value-drivers with EarthDaily's key differentiators to deliver positive business outcomes.
Key Responsibilities
Sales Strategy Development
Drive revenue growth by developing a pipeline and closing new-logo business while uncovering expansion opportunities within existing accounts
Develop and execute against a territory sales plan
Generate new logo and expansion business pipeline by employing demand-gen and pipeline-gen techniques/workflows.
Identify, Engage Customers to Close Sales
Present and demonstrate the value of EarthDaily's products to its customers
Accurately manage and forecast against an opportunity pipeline
Work with cross-functional team as needed to support key activities such as pipeline generation efforts, closing business and customer/account management
Market Research and Sales Management
Understand the market trends of your territory and advise to cross-functional teams (i.e. Marketing; Product; Partnerships; Executive)
Develop and maintain strong relationships with your customers
Manage the contracting and procurement process
Regularly educate customers on new use-cases, solutions, market trends etc. (be a trusted advisor and deliver commercial insight)
Conduct regular field activity (i.e. customer meetings, attend conferences/tradeshows/workshops)
Qualifications
Your Past Missions
MBA or equivalent.
University degree or equivalent in technical areas (Remote Sensing, Aerospace Engineering, Aeronautics, Physics, Geology, Geography, environmental science etc.) or Business, Administration or a related field is an asset
8 years+ experience in a quota-carrying customer-facing role, selling a SaaS or highly technical solution with a proven track record of regularly achieving and exceeding sales targets
Proven track record of developing and managing opportunities and closing business with large enterprise and government accounts
Experience in a sales or technical role of remote sensing or geospatial data use in insurance & disaster management including wildfire management, mining, defence & intelligence or agriculture verticals is a strong asset
Experience with a CRM such as Salesforce, Pipeliner or NetSuite
Your Toolkit
Humble, genuine, inquisitive; excellent at asking open ended questions
Strong proficiency in English for verbal and written communication
Strong work ethic and self-drive using an honest and ethical approach
Thorough understanding of how to successfully prospect into accounts and generate new pipeline
New-logo focus (more hunter than farmer)
Understanding of how to effectively use a value-based selling approach.
Familiar with opportunity qualification and management methodology such as BANT or MEDDPICC
Customer-focused; acts as a "trusted advisor"
Team player with proactive and positive attitude; experience collaborating with internal and cross-functional teams
Highly skilled in negotiation and persuasion, with strong gravitas and influence
Target driven and highly organized with excellent time management skills
Strong business focus; helicopter view with understanding of required detail; sparring partner to senior management
Strong analytical skills
Thrives within a target driven environment
Our Space (including travel)
We'd love to welcome you to the Sales team for this remote, Australia-based opportunity. Ours is a fun, fast-paced and exciting work environment where we hold earth-smart (living sustainably), creativity and innovation, proactive communication, diversity and accountability as core values. And just like space exploration - we're constantly evolving and pushing new boundaries.
This position has a substantial requirement for travel (50% of time) for sales meetings, inter-company training, off-sites, strategic planning, and for conferences/trade shows and event attendance.
Hours of work typically fall between 9:00am and 5:30pm Monday to Friday with periodic cross-over work required with other team members across a few time zones in addition to occasional evening and weekend work.
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