Account Director, Enterprise Financial Services

Smart Communications.; Sydney; Hybrid; AUD 225,000 - 275,000; Full time

Benefits offered by this job

Vision benefits

Subsidised gym membership

20 days holiday allowance

Birthday day off

Job summary

Smart Communications seeks an Account Director to drive SaaS sales into the Banking & Financial Services sector from its Sydney or Melbourne bases. You will be supported by a team of pre-sales and partner salespeople in a hybrid work setup.

The role focuses on building a strong pipeline, cross-selling, and expanding verticals while engaging high-level business and IT stakeholders. Expect 6–9 month sales cycles and a competitive compensation package.

Qualifications

• Proven track record selling high value SaaS solutions and/or software licenses.
• Strong network in Australia and ANZ preferred.
• Ability to present ROI and value propositions to senior IT and business contacts.
• Experience in CCM/ECM/BPM or similar domain is a plus.

Responsibilities

• Create a strong pipeline of new business opportunities in net new names.
• Cross-sell/upsell, identifying new opportunities for revenue generation.
• Lead territory campaigns with marketing operations and business development teams.
• Expand key verticals with compelling value propositions.
• Map and build senior level relationships across target accounts and partner organisations.
• Manage Salesforce records and provide accurate forecasts.

Skills

Proven track record selling high value

SaaS & software licenses

Relationship building

ROI presentation

Job description

Smart Communications is looking for a talented Account Director to sell into the Banking & Financial Services sector. The role can be based in either Sydney or Melbourne and will be supported by a team of pre-sales and partner salespeople.

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 AUD$250,000+ SaaS sales and 6-9 month sales cycles and dealing with high-level business and IT contacts within target accounts.

About Smart Communications

Smart Communications provides the platform that leading organisations trust to deliver personalized, consistent, and compliant conversations across all touchpoints and channels. The Conversation Cloud™ consists of SmartCOMM™ , for enterprise-scale customer communications, SmartIQ™ for digital forms transformation, and SmartDX™ , for trade documentation. Over 650 enterprise organizations across the globe rely on Smart Communications to simplify and automate complex processes and deliver highly secure, frictionless experiences across the customer lifecycle. To learn more, visit smartcommunications.com.

The responsibilities of the role include:

Deliver revenue, and develop and manage your territory/sector to:

• Exceed quota in annual software SaaS revenue
• 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:

• Constantly meet and exceed financial revenue targets.
• Build and maintain a sales pipeline providing a foundation to exceed fiscal revenue targets.
• Develop a marketing plan with Smart Communications marketing and telemarketing 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.

What we’re looking for:

Must have skills/experience:

• Proven track record selling high value SaaS solutions and/or software licenses
• 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
• Proven success in building relationships with key influencers and the ability to leverage his/her sector network in both the Partner and Prospect communities.
• 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 in Australia and, ideally, the wider ANZ region
• 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.

We look for the following SMART values in everyone we hire at Smart Communications:

• Speak Openly - We are positive, creative, helpful, kind and we have fun. We listen and provide constructive feedback. Through meaningful conversations we encourage each other to be the best that we can be. We’re not complainers we’re problem solvers.
• Make a Difference - We focus on the things that matter and prioritize the things that have the greatest impact. We celebrate success and hold ourselves accountable for our choices. We don’t sit on the sidelines.
• Agile & Flexible - We are focused on evolving, improving and growing. We think differently and challenge the status quo with open minds. We ask ‘why?’ so that we can help remove complexity. We don’t allow hurdles to get in our way.
• Results-Focused - We get stuff done by being efficient, working at pace and paying attention to detail. We focus on finding solutions and fixing things. We don’t believe in being busy for the sake of being busy, we focus on productivity.
• Teamwork - We are stronger and better together. We collaborate, trust and support each other to deliver results for our company and our customers. We don’t want anyone to feel disengaged, we’re in this together!

What’s the deal?

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!

• vision benefits
• subsidised gym membership
• 20 days holiday allowance
• 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 is based in either Sydney or Melbourne and has a hybrid setup with occasional work from the office and onsite visits required. The role will also require approx. 25% travel.

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 race, colour, religion, sex, national origin, sexual orientation, age, disability, marital status or gender identity.

To learn more about Smart Communications visit: