Overview
Smart Communications is looking for a talented OEM/White Label Account Director to engage software companies to embed Smart Communications product portfolio as a part of their core platform offering.
Primary Activities
Primary activities will include:
* Creation of a strong pipeline of new business opportunities in net new names
* Cross sell/upsell, identifying new opportunities for revenue generation
* Working with the marketing operations and business development team/s to identify and drive effective campaigns specifically for your territory
* Expansion of key verticals to focus efforts, creating appropriate value propositions
Candidates should be comfortable with $250,000+ solution sizes, 6-9 month sales cycles, and dealing with senior decision makers and executives within target accounts.
Responsibilities
Deliver revenue, and develop and manage your territory/sector to:
* Exceed quota in annual software SaaS revenue
* Champion the "Buy over Build" approach in the SaaS ecosystem
* Further develop Smart Communication's value propositions in defined sector(s)
* Build understanding and knowledge of Smart Communication's competitive advantage within the sector and be fully confident presenting and demonstrating this to prospects and partners, as well as internally within Smart Communications
* Develop new business opportunities through specific marketing campaigns/seminars using extensive market knowledge and leveraging our partner network
Demonstrate strong communication and collaborative working skills by being able to:
* Contribute to Smart Communication's partner strategy in the sector, communicating the value proposition and building productive relationships to develop revenue generating opportunities
* Map and build senior level relationships across the sector and partner organisations
* Partner effectively with internal teams, such as pre-sales, professional services, partner sales, and support to ensure that the needs of prospects and customers are met, both during the sales cycle and through their lifetime as a Smart Communications customer
* Ensuring Smart Communication remains ahead of the competition by sharing competitive knowledge acquired
Effectively manage sales processes to mitigate risk to Smart Communication, including:
* Supporting the commercial & legal negotiation process in partnership with Smart Communication's commercial and legal representatives
* Managing all stages of the bid process, using Smart Communications' resources in the most effective way
* Maintaining accurate account, contact and opportunity records in Salesforce.com on a weekly basis, and provide accurate forecasts
Be an active team member of the global Smart Communications team by:
* Participating in Smart Communications company initiatives
* Familiarising yourself and complying with company procedures
* Always being an advocate for Smart Communications
Performance Indicators
* Background of success in OEM and White label selling
* Constantly meet and exceed financial revenue targets
* Build and maintain a sales pipeline providing a foundation to exceed fiscal revenue targets
* Leading strategic conversations that influence product roadmap, margin models, and market differentiation
* Develop a marketing plan with Smart Communications marketing and BDR groups
* Accurately forecast using Salesforce
* Maintain Account plans for major opportunities and target accounts
* Maintain positive 360' feedback from Smart Communications colleagues
* Demonstrate strong product and competitive knowledge
Qualifications
* Experience with revenue share models, partner pricing, and embedding third-party tech into product suites
* Proven track record selling high value SaaS solutions and/or software vendors and platforms
* Proven success in building relationships with C-level stakeholders, key influencers and the ability to leverage your sector network in both the Partner and Prospect communities
* Comfortable crafting and pitching build vs. buy ROI cases – including margin, payback period, and EBITDA impact
* Proven ability to interpret client's business requirements into a Smart Communications solution using ROI to create compelling events that will drive buying decisions
* A track record in building and growing business within the US market
* Excellent presentation, verbal and written communication skills
* Ability to demonstrate solution and talk through highlights of the systems architecture
* Consultative sales approach with an inspirational 'Can do / Will- do' attitude
* Comfortable with Salesforce and solution selling, Target Account Selling (TAS) and/or other sales methodologies
* It would be highly advantageous to have a good understanding of one or more of the following: CCM, ECM & BPM Solutions
* Web and Mobile Content Management
* CRM (One to One marketing, 360' view of a customer etc.)
* Document Composition Solutions and general CCM market drivers
Compensation and Benefits
We will provide you with the tools, equipment and support to give you the best possible chance of success and over-achieving your goals. Salary will depend on your experience and will be highly competitive. All our packages include an annual bonus based on the Company's performance, so we are all incentivised to over-achieve!
In addition to a friendly, flexible and fun working environment, we provide a range of other benefits, including vision benefits, subsidised gym membership, 20 days holiday allowance plus an additional day off for your birthday.
Located in the heart of the city in both Sydney and Canberra, our offices are a friendly, tight-knit environment that house our APAC Sales, Marketing, Technology, Customer and Corporate teams. This role has a hybrid setup with occasional work from the office required.
Equal Opportunity
Please note: we only consider applicants with current legal right to work in the countries in which our positions are based. All qualified applicants will receive consideration for employment regardless of colour, religion, sex, national origin, sexual orientation, age, disability, marital status or gender identity.
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