Account Executive, New Business (Public Sector)

Hyland; Council of the City of Sydney; On-site; AUD 100,000 - 125,000; Full time

Job summary

A leading software solutions company is seeking an Account Executive in Sydney to identify and acquire new customers while enhancing relationships. The ideal candidate will have experience in the public sector and enterprise software sales, combined with strong negotiation and communication skills. This role offers competitive compensation and requires up to 50% travel.

Qualifications

• Experience as an Account Manager focused on acquiring new clients.
• Proven track record in selling to the Australian public sector.
• Ability to manage accounts and develop strategic sales plans.

Responsibilities

• Identify and acquire new customers for business growth.
• Develop comprehensive sales strategies and forecasts.
• Engage customers and maintain relationships to drive sales.

Skills

Account Management

Sales Strategy

Customer Relationship Management

Communication Skills

Negotiation Skills

Tools

Microsoft Office

CRM Software

Job description

Overview

The Account Executive is responsible for identifying, prospecting, and acquiring new customers, with a primary focus on generating net new business. This role emphasizes building relationships from the ground up, developing new opportunities, and consistently meeting or exceeding assigned sales targets through strategic outreach and business development efforts.

What you will be doing

• Develop a comprehensive sales plan (Go-to-market) to meet and exceed quota including the identification and prioritization of new logo opportunities.
• Develop and communicate accurate sales forecasting on a real-time basis
• Proactively initiate contact with potential customers, and partners on a regular basis to develop, maintain and expand business relationships. Collaborate with all available company resources to develop and maintain pipeline
• Take proactive measures to streamline and constantly improve account management and the sales process
• Partner with sales solution engineers in the development of software demonstrations for customers and potential customers; actively contribute and participate in software demonstration
• Record all customer account information in the CRM including opportunities, commitments, meaningful conversations, customer visits or sales calls.
• Understanding of best practices and market trends as well as customer and potential customers\' business and technical needs. Pursue opportunities for company expansion and integration
• Engage company specialist and support resources as needed to advance opportunities
• Assist with determining the viability of Request for Proposal (RFP) requests and directly influence the appropriate development of the response
• Attend and actively contribute to trade shows; ensure customers or potential customers are participating in company marketing efforts to the best of their ability
• Develop the closing plan for accounts; engage internal leadership as necessary to help lead negotiation and contracting process to ensure deal is closed on time as forecasted

What will make you successful

• Experience as an Account Manager in Net New Logo acquisition.
• Experience selling into the Australian public sector
• Experience selling enterprise software solutions
• Demonstrated knowledge of sales in relevant technology solution or assigned industry
• Proficient in opportunity management and account planning tools
• Microsoft Windows and Office proficient
• Strong ability to establish rapport and gain the trust of others
• Good oral and written communications skills that demonstrate a professional demeanor and the ability to interact with others with discretion and tact
• Highly organized and experienced at successfully multi-tasking
• Self-motivated with the ability to manage work independently to completion
• Strong collaboration skills applied successfully within team as well as with other areas
• Or an equivalent combination of education and experience sufficient to successfully perform the principal duties of the job
• Good negotiating and influencing skills
• Up to 50% travel time required