Enterprise Account Manager

AvePoint; City of Melbourne; On-site; AUD 120,000 - 180,000; Full time

Benefits offered by this job

Hybrid work model

Private Health Insurance

Tuition Reimbursement

Employee Referral Program

PTO & Holidays

Job summary

AvePoint is seeking an Enterprise Account Executive to own a NSW territory, driving new logo acquisition while managing a small existing portfolio. You will engage senior stakeholders, lead complex enterprise deals and collaborate across partner and internal teams to deliver value through the AvePoint Confidence Platform.

Ideal candidates have 5+ years in enterprise software sales, proven new logo success, and experience selling to large enterprises.

Qualifications

• 5+ years in enterprise software sales.
• Proven success in acquiring new logos and growing territories.
• Experience selling to enterprise organisations with large employee bases.
• Ability to engage executives and manage diverse stakeholder groups.
• Familiarity with MEDDPICC or similar sales methodologies.
• Strong negotiation and account-planning capabilities.

Responsibilities

• Develop territory plan focused on NSW new logo acquisition.
• Generate qualified pipeline through prospecting, networking and partner engagement.
• Build relationships with executive and senior decision makers across target accounts.
• Lead complex enterprise sales opportunities from qualification to close.
• Develop account plans and stakeholder maps with value propositions.
• Collaborate with internal teams to execute successful sales campaigns.
• Leverage channel partnerships to progress opportunities and maintain CRM hygiene.
• Manage and grow existing customers through upsell and renewal activities.

Skills

New logo acquisition

Enterprise prospecting

Executive relationship selling

Multi-stakeholder sales cycles

MEDDPICC

Negotiation

Microsoft ecosystem knowledge

Job description

About the Role:

As an Enterprise Account Executive, you will own a defined territory across New South Wales (NSW), with primary responsibility for acquiring new enterprise customers and growing AvePoint’s market presence. While you will manage and expand a small portfolio of existing customers, your primary focus will be generating new business through strategic prospecting, executive engagement and value-based selling.

You will develop and execute territory, account and opportunity plans, build relationships with senior business and technology stakeholders, and lead complex sales opportunities from initial engagement through to close. Working closely with channel partners and internal teams, you will help organisations solve critical data security, governance and digital workplace challenges using the AvePoint Confidence Platform.

This is an excellent opportunity for a motivated enterprise seller who enjoys winning new business, building a territory and influencing outcomes in a high-growth, collaborative environment.

Key Responsibilities:

• Develop and execute a territory plan focused on new logo acquisition across NSW.

• Generate qualified pipeline through prospecting, networking, partner engagement and strategic account-based activity.

• Build relationships with executive and senior decision makers across target accounts.

• Lead complex enterprise sales opportunities from qualification through to negotiation and close.

• Develop account plans, stakeholder maps and customer-specific value propositions.

• Collaborate with Business Development, Marketing, Solution Engineering, Customer Success and Professional Services teams to execute successful sales campaigns.

• Leverage channel partnerships to create and progress new business opportunities.

• Maintain accurate forecasting, pipeline management and CRM hygiene.

• Manage and grow a small portfolio of existing customers through upsell, cross-sell and renewal support activities.

Essential Requirements:

We look for individuals who embody AvePoint’s values of Agility, Passion and Teamwork and are motivated by delivering exceptional outcomes for customers and partners.

• 5+ years of enterprise software sales experience.

• Demonstrated success in new logo acquisition and enterprise prospecting.

• Experience selling into enterprise organisations with more than 1,500 employees.

• Executive-level relationship selling and stakeholder management experience.

• Experience managing complex, multi-stakeholder sales cycles.

• Familiarity with enterprise sales methodologies such as MEDDPICC.

• Strong prospecting, negotiation and account planning skills.

• Accountability, resilience and a strong sense of urgency.

• Experience selling within the Microsoft ecosystem, including Microsoft 365 and associated technologies, is highly desirable.

Benefits we offer:

• Competitive market-based compensation

• Career progression and internal mobility opportunities across our global footprint in North America, EMEA, and APAC

• Work life balance through hybrid working model of 3 days a week in office

• Enhanced PTO allowance incl. specific AvePoint Holidays (Birthday Day, Family Day, Holiday Half Day, Community Outreach Half Day!)

• Private Health Insurance

• Mobile Phone Plan Reimbursement

• Tuition Reimbursement

• Dedication Awards

• Employee Referral Program

• and much more!

AvePoint is proud to employ talent from many different backgrounds, experiences, and identities. We believe that diversity and inclusion drives our success and is at the core of how we hire, communicate, and collaborate to deliver value and excellence. We are committed to fostering an environment where people can bring their whole selves to work and feel a sense of belonging, and we continue to work toward creating a workforce that represents the diversity of our customers and communities.

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