Job Summary
Smart Communications is looking for a talented Account Director to drive sales into the Australian Public Sector. The role is ideally based in Canberra, but we’re open to strong interstate candidates and will be supported by a team of pre‑sales and partner salespeople.
Primary Responsibilities
* Work closely with the public sector team to create a strong pipeline of new business opportunities in net new names.
* Cross‑sell/upsell by identifying new revenue opportunities in existing accounts.
* Partner with the marketing operations and business development teams to identify and drive effective campaigns specifically for your territory.
* Expand key verticals by focusing efforts and creating appropriate value propositions.
* Build and maintain relationships with government agencies and key decision‑makers.
Candidates should be comfortable with AUD$250,000+ SaaS deal values and 6‑9 month sales cycles, dealing with C‑level business stakeholders, and IT contacts within target accounts.
Detailed Responsibilities
Deliver revenue, and develop and manage your territory/sector to:
* Develop strategic plans to meet and exceed quota in annual software SaaS revenue.
* Keep up‑to‑date on government spending, strategic initiatives, competitor activity, and the company's value propositions and product offerings; build understanding and confidence in presenting and demonstrating Smart Communications’ competitive advantage.
* Develop new business opportunities through specific marketing campaigns and seminars using extensive market knowledge and leveraging our partner network.
Demonstrate strong communication and collaborative working skills by:
* Contributing to Smart Communications’ partner strategy, communicating the value proposition and building productive relationships to develop revenue‑generating opportunities.
* Mapping and building senior‑level relationships across the public sector and partner organisations.
* Partnering effectively with internal teams—pre‑sales, professional services, partner sales and support—to ensure prospects and customers are supported throughout the sales cycle and beyond.
* Sharing competitive knowledge to keep Smart Communications ahead of the competition.
Effectively manage sales processes:
* Support commercial & legal negotiation with Smart Communications’ representatives.
* Manage all stages of the bid process using Smart Communications’ resources most effectively.
* Maintain accurate account, contact and opportunity records in Salesforce.com weekly and provide accurate forecasts.
Be an active team member of the global Smart Communications team by:
* Participating in company initiatives.
* Familiarizing yourself with and complying with company procedures.
* Acting as an advocate for Smart Communications.
Performance Indicators
* Constantly meet and exceed financial revenue targets.
* Build and maintain a sales pipeline to exceed fiscal revenue targets.
* Develop and execute a marketing plan with Smart Communications marketing and tele‑marketing groups.
* Accurately forecast using Salesforce.
* Maintain account plans for major opportunities and target accounts.
* Maintain positive 360 feedback from colleagues.
* Demonstrate strong product and competitive knowledge.
Qualifications and Experience
* Proven track record selling high‑value SaaS solutions and/or software licenses.
* Strong understanding of the Australian public sector and focus on key strategic accounts and partners.
* Knowledge of XM, CCM, ECM & BPM solutions, web and mobile content management, CRM, and document composition solutions is highly advantageous.
* Proven success in building relationships with key influencers and leveraging a sector network.
* Ability to interpret client business requirements into a Smart Communications solution, creating compelling ROI‑based events to drive buying decisions.
* Track record in building and growing business in Australia and, ideally, the wider ANZ region.
* Excellent presentation, verbal and written communication skills.
* Ability to demonstrate solution architecture highlights.
* Consultative sales approach with a “can do / will do” attitude.
* Comfortable with Salesforce and solution selling, Target Account Selling (TAS) and/or other sales methodologies.
Values
* S‑Peak Openly: We are positive, creative, helpful, kind, listening and providing constructive feedback.
* M‑ake a Difference: We focus on impactful work, celebrate successes and hold ourselves accountable.
* A‑gile & Flexible: We evolve, improve, challenge status quo, ask ‘why?’ and remove complexity.
* R‑esults‑Focused: We drive efficiency, focus on solutions, and pursue productivity.
* T‑eamwork: We collaborate, trust and support each other to deliver results.
Compensation and Benefits
Salary will depend on experience and will be highly competitive. We offer vision benefits, a subsidised gym membership, 20 days holiday allowance and an additional day off for your birthday. The role can be based at our office locations in Sydney, Canberra and Brisbane, or remote with travel required.
The successful candidate must have a current legal right to work in the country where the position is based. All qualified applicants will receive consideration for employment regardless of race, colour, religion, sex, national origin, sexual orientation, age, disability, marital status or gender identity.
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