Account Executive - Melbourne, Australia - Superior People Recruitment

Superior People Recruitment

Verified Company

Melbourne, Australia

5 days ago

Posted by:

Olivia Brown

beBee Recruiter

Description

This is an outstanding opportunity for a drvien and hungry Account Executive / Client Manager. The primary function is to sell international companies products and accompanying services to new clients.

The Account Executive / Client Manager handles the sales processes, including lead generation activities through to contract negotiation.

A successful Account Executive / Client Manager uses solution-selling methodology to develop relationships with the prospective client, and present the solution in a way that differentiates it from the competitive offerings and addresses the specific needs of the potential user.

Essential Functions

Understand target market
Create a territory business plan that generates 3x4x of your quota in pipeline opportunity
Follow a sales process that includes the following activities
Qualification activities from discovery to demo
Partnership with the Sales Engineer to present the software solution
Quarterbacking all prospects through RFIs and detailed sales meetings
Commitment negotiations with the prospect and agreement obtainment for software and services
Continue to develop product knowledge and industry expertise
Work with other members of the global Sales and Client Management teams to meet the global goals established for the teams
Navigate the prospect/client organization to develop key relationships with Csuite exectuives while furthering relationships with other key elements in the firm such as Operations, Finance and Technical personnel
Stay educated about current industry trends and be able to speak intelligently about the architectural and engineering industry as a whole as well as the financial accounting and project management disciplines
Conduct meaningful discovery with the client/prospect and position professional services accordingly
Develop and deliver accurate solutionbased presentations to existing clients and prospects
Achieve annual professional service and client rentetion goals

Skills & Competencies

Excellent communication and presentation skills
Ability to work in a team environment
Excellent organization skills
Wellversed in Microsoft Office suite, CRM and other sales/client management technology
Ability to conduct thoughtful, solutionbased discovery (asking targeted questions, listening and documenting)
Ability to position, secure and manage the sale of consulting services into a portfolio of client accounts
Ability to grow a base of business to meet and exceed quarterly targets
Responsive and accountable both internally and externally
Ability to balance client advocacy while protecting business interests
Ability to work successfully in a fastpaced, collaborative team environment, remote via Zoom

Education or Prior Work Experience

Bachelor's degree in Business Management or related field from a fouryear college or university
812ears of sales/client experience
812 years of product delivery experience
Direct Software Sales Experience (SaaS and On-Premise)
ERP or Project Based Software a plus
Direct Professional Services Sales Experience
Managing and Growing Enterprise Relationships (C-Suite),

Travel
Up to 50% to 60%, domestic and international. Initial training will be conducted in USA.

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