Job Description
The Sales team is seeking a Commercial Account Executive to join in Canberra, Australia. In this role, you will handle relationships with commercial accounts within various verticals (government sector), helping customers make business and IT transformations using services and solutions through engagement with the partner ecosystem.
You will build new commercial relationships and expand and improve business with existing customers.
As a Commercial Account Executive, you will gain understanding of customer processes, needs, and challenges, promoting the value of solutions and how they can address customer needs.
Key Responsibilities:
* Execute sales strategy and drive performance and customer success in assigned set of accounts – retain and grow bookings through partners
* Apply knowledge of use cases and strategic offering value proposition to win new business and identify and execute opportunities to drive upsell, cross-sell, and renewals across portfolio, deepening penetration within accounts
* Collaborate with partner ecosystem team to drive partner-centric customer engagement, aligning use cases to client needs and developing solutions with partners that deliver business value
* Provide customer continuity and account expertise to sales pod for accounts, driving sales performance and positioning as a strategic partner
* Collaborate with pod team to achieve success together within territory
* Collaborate with partners and customer success team to understand how customer derives value from solutions, support expansion/retention, and ensure customer meets success criteria outlined in the Value/Success Plan
* Engage Specialist Sales and Specialist Solutions Architect, industry experts, and other specialists to drive end-to-end sales and deliver customer value as needed
Requirements
Requirements:
* Excellent leadership and communication skills, with ability to engage diverse set of stakeholders in matrix organisation
* Understanding of ecosystem landscape and how to engage with partners
Develop strong relationships with customers to understand their needs and deliver solutions that meet those needs. Ensure customer satisfaction and growth by executing effective sales strategies and collaborating with internal teams. This role requires excellent communication and leadership skills, with the ability to engage diverse stakeholders in a matrix organisation.