AustraliaSenior Sales Executive
3 нед. назад
AustraliaWorldwideSenior
prospectingaccount managementpipeline managementclient engagement
Lead enterprise sales for cyber security and technology services focusing on new revenue generation and account management.
Обязанности
- You will run a business inside a business. That phrase gets used loosely, so here is what it means in practice: you choose the industries you pursue, the accounts you name, the services you lead with and the commercial approach you take to win them, and you own the result.
- The business is deliberately not organised around a single vertical or a single vendor. You pick up an unfamiliar industry quickly, work out what it should be doing about its technology and security risk, and hold that position in front of a CIO or a CISO.
- You will sell across cyber security, secure networking and managed services, opening accounts with advisory and assessment work and building towards larger transformation programmes. A good portion of what you win lands as ongoing managed services rather than one-off projects, so the accounts you open keep compounding instead of resetting each year.
- Generate your own pipeline through direct prospecting, referrals, vendor relationships and executive networks
- Build a portfolio of named enterprise accounts with a clear engagement strategy behind each one
- Lead senior discovery conversations, uncover the problem underneath the stated requirement, and translate it into a commercially relevant solution
- Own the commercial construction: proposal, pricing, business case and negotiation through to signature
- Secure initial advisory or assessment engagements and grow them into broader programmes of work
- Qualify against a defined framework, forecast on evidence, and keep opportunity data accurate
- Work with technical specialists and solution architects to shape solutions, without relying on them to lead every customer conversation
- Use the vendor partnership as an accelerator rather than a dependency
Другое
- We have partnered with an Australian cyber security and technology services business selling into enterprise, government and regulated industries. It is entering its next phase of growth with a defined strategy, a productised service portfolio and an expanding vendor partnership behind it. This role exists to turn that into new enterprise revenue.
- A record of generating and progressing complex enterprise opportunities rather than inheriting them
- Experience selling technology, cyber security, managed services or consulting into multi-stakeholder, long-cycle environments
- Commercial judgement across proposal development, pricing and negotiation
- Enough technical understanding to hold an informed position and connect it to a business outcome
- Credibility with CIOs, CISOs and senior business stakeholders in the same conversation, and a position in your market that those people already recognise
- The learning speed to become credible in an unfamiliar industry inside a few weeks
- A technical, pre-sales, engineering or consulting background is an advantage, as is experience within a major security vendor ecosystem. Neither is a prerequisite.
- This is not a heavily resourced sales environment. You will be moving under your own power from day one.
- This role is for you if:
- You go looking for the problem underneath the stated one, and you test what a customer tells you before you build a proposal around it
- You hold a considered position in front of a technical buyer rather than deferring every point, and you know when a specialist should be in the room instead
- You can run short engagements and a long anchor play at the same time, and you measure an account in years rather than quarters
- You are comfortable running your own patch, and equally comfortable having senior colleagues inside your largest deals
- This role is not for you if:
- You need a marketing function or an SDR team in place before you can produce pipeline
- You want to work around a sales framework rather than inside one
- You are looking to inherit a developed sales machine rather than build one
- First 90 days. Named accounts, engagement plans and quantified opportunities. Closed revenue is a bonus, not the bar.
- By 180 days. Early deals closing and a pipeline leadership can forecast from.
- By 12 months. Consistent conversion, executive relationships across your priority accounts, and a long-term programme progressing.
- You select the industries, accounts and opportunities you pursue, rather than inheriting a patch someone else drew
- Services arrive productised, with pricing tools and commercial resources, so your time goes into selling rather than building
- Technical specialists and solution architects available to shape solutions with you
- Direct exposure to the CEO and the senior leadership team, with no layers between you and a decision
- Gross profit based commission, uncapped
- Real influence over how the business takes its services and solutions to market