Overview
Trideca is a leading strategy / data / digital consultancy, helping to drive the innovative, digital growth for many of Australia's leading businesses. Since 2009 our mission has been to create amazing digital solutions that revolutionize our clients' businesses and enhance their customers' lives with everything we create. The Enterprise Account Director role based in Melbourne will focus on identifying and capturing new client engagement opportunities, while enhancing / expanding our existing client relationships. You will build sustained partnerships that enable clients to respond effectively to emerging digital needs. The role is hybrid (office/remote) with an expectation of 3 days per week in offices (Cremorne, Melbourne or Barangaroo, Sydney).
In This Newly Created Role, You Will:
* Own and manage the growth and healthy operation of client accounts (new and existing), working with client sponsors / contacts.
* Achieve growth targets from a blend of new and existing client accounts.
* Create and maintain robust client account growth plans.
* Partner with your Trideca colleagues including technical leads, other Account Directors and Marketing teams.
* Develop collateral (e.g., responses and materials including proposals / SoWs / etc) that lead clients to book new Trideca engagements.
* Leverage marketing activities to improve client growth.
* Track client account activity and impact through Salesforce (training provided as needed).
* Apply an advisory selling approach, by identifying / framing / capturing clients' emerging digital growth opportunities.
* Work with our technical consultants to identify and respond to emerging digital opportunities within our clients (new and existing).
* Create forums and materials including workshop design and facilitation / discussion documents / analyst reports / etc., that guide clients to understand a new opportunity and make a purchase decision.
* Proactively build and maintain networks across our clients.
* Actively sell Trideca's digital products and solutions to clients and industry partners.
* Create forums to launch and promote solutions to new clients (supported by Marketing).
* Provide market feedback to product owners within Trideca.
In addition to your individual objectives, you will work closely with the other EADs to support the continuous growth of the Trideca Sales team through the following:
* Design and enhancement of processes, that support your goals.
* Advocating and practicing an advisory-led approach to account management.
* Managing ongoing Salesforce reporting / insight needs, related to your pipeline of opportunities.
* Supporting marketing activities, so they enhance Trideca's marketplace position and create new opportunities.
* Sharing best practices, as they become evident.
To be successful in this role, you will have:
* A minimum of 10 years' strategic sales experience, driving acquisition and expansion of enterprise client accounts, and achievement of their business goals.
* 5+ years experience working in a business consulting environment, preferably with a global or Australian consulting organisation.
* A good understanding of mobile, web & cloud, data & analytics, digital advisory and strategy.
* It's important to note that you do not need to be a digital specialist; you should be aware of high-level trends and able to discuss with non-technical colleagues as needed.
A focus on driving business impact, which requires attention to follow-through execution. Experience in qualifying opportunities, managing the new leads sale cycle, and, together with the relevant Account Directors, closing out new opportunities. Experience in executing on the administrative tasks of managing contracts. A proven track record of successfully winning net new opportunities and renewal business. Strong communication and interpersonal skills including previous experience successfully navigating situations with complex stakeholders.
Benefits
* Opportunity to blend consulting and account management capabilities, in a way that creates sustained personal career growth.
* Learn more around the key themes driving the digital / data / strategy space, from within a market leading organisation.
* Direct and transparent access to our Managing Director and Leadership team, no hierarchical red tape here
* A robust base salary, supported by a flexible commission structure.
* Flexible working times to fit around your life (early start = early finish) when required
* A focus on employee wellbeing - social activities, work/life balance support, and access to the Trideca Employee Assistance Program with free counselling services, health and wellbeing discounts.
* Optional free flu shots.
* Individual Learning & Development budget for upskilling and keeping up with industry trends.
* Trideca has a hybrid working environment, with flexibility to work from home/office (in Cremorne, East Melbourne or Barangaroo, Sydney).
* Regular team lunches and opportunities to connect socially with colleagues.
We believe that the unique contributions of everyone at Trideca are the driver of our success. We are committed to equal opportunity and do not discriminate on the basis of race, religion, national origin, gender identity or expression, sexual orientation, age, marital status, veteran status, or disability status. We are dedicated to providing a workplace that encourages participation and an equal playing field, where merit and accomplishment are the criteria for success.
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