About Us
Pia is a true IT service desk intelligent automation platform that integrates with existing IT service management tools to accelerate ticket resolution, improve service outcomes, and reduce costs for managed services providers (MSPs).
Created by one of Australia's largest and most respected MSPs, Pia launched into the market in 2022 and has grown exponentially, expanding from Australia into the US, UK, Canada, and New Zealand.
With a global technology patent, over 100 integrations and automations, and having won multiple innovation awards with our AI-first approach to improving operational efficiency, Pia is just getting started.
About the role
An exciting opportunity has presented itself due to an employee deciding to move overseas.
The Account Executive is responsible for driving sales growth within an assigned region by managing existing client relationships and developing new business opportunities. This role involves leading regional sales efforts, building strong customer relationships, and collaborating with cross-functional teams to achieve revenue and market share goals. The ideal candidate is a results-driven professional with strong leadership, negotiation, and communication skills.
Position Responsibilities and Outcomes
* Own and manage the full sales cycle across Australia and New Zealand.
* Creating lists of possible partners using trade directories and other sources.
* Acquiring and updating knowledge about employer and rival products and services, as well as market conditions, and visiting frequent and new clients to identify and capitalise on sales possibilities.
* Assessing partners' needs and describing the services that fit their demands.
* Responsibilities also include advertising Pia's services to partners involving quoting and negotiating prices and credit conditions, executing contracts and registering orders, and coordinating delivery, adoption, installation, and service provision.
* Prospect and qualify new business through outbound, inbound, and partner-sourced channels.
* Lead consultative sales conversations with MSP owners, service managers, and technical stakeholders.
* Collaborate with marketing and SDRs to drive pipeline generation and conversion.
* Maintain accurate pipeline, deal stages, and forecasts in HubSpot CRM.
* Share feedback from the field to inform product development and GTM strategy.
Sales Strategy & Execution:
* Develop and execute regional sales strategies to meet or exceed revenue targets.
* Identify new business opportunities and expand the company's customer base.
* Drive sales activities, including prospecting, cold calling, presentations, and closing deals.
Account Management:
* Manage relationships with key accounts, ensuring customer satisfaction and retention.
* Act as the primary point of contact for clients within the region, addressing inquiries and resolving issues promptly.
Market Analysis & Reporting:
* Conduct market research to understand customer needs, competitor activities, and industry trends.
* Prepare and deliver regular sales reports, forecasts, and performance metrics to senior management.
Collaboration & Communication:
* Work closely with marketing, product development, and customer service teams to ensure a seamless customer experience.
* Attend industry events, trade shows, and conferences to promote the company's products and services.
Position Competencies
* Displays a reasonable knowledge and understanding of a professional office environment.
* Displays each of the following attributes: excellent work ethic / dedication / punctual / initiative / personality / pro-active / attention to detail / organised / self-motivated.
* Confident enough to develop client relationships and build rapport with staff, business partners, and clients.
Required skills and qualifications
* Education: Bachelor's degree in Business, Marketing, or a related field (preferred).
* 3+ years in B2B sales, with a proven track record in IT services or automation.
* Based on the East Coast of Australia, with the ability to support regional time zones.
* Proven ability to meet and exceed ARR quotas.
* Strong value-based selling skills and commercial acumen.
* Confident operating in a remote, high-growth, and data-driven environment.
* Familiarity with the MSP ecosystem or experience selling to SMB/mid-market IT buyers.
* Managed Service Provider (MSP) or IT industry experience is preferred but not essential.
* Experience selling to SMB and mid-market buyers (preferably MSPs or channel partners).
* Proven track record of meeting or exceeding sales targets.
* Skills: Strong negotiation, presentation, and communication skills.
* Ability to build and maintain long-term client relationships.
* Excellent problem-solving and decision-making abilities.
* Proficiency with CRM tools and sales analytics.
* Workflow management – professional services.
Success Metrics
* Quarterly new ARR performance.
* Win rates and pipeline velocity.
* CRM hygiene and forecast accuracy.
* Contribution to GTM learnings and feedback loop.
Please note that the successful applicant will be required to undergo a reference check and submit a police clearance certificate as part of the onboarding process.