Federal Account Director

Fivecast; Adelaide; On-site; AUD 150,000 - 210,000; Full time

Job summary

Fivecast is seeking an Australian-based Federal Account Executive to expand our APAC client base and drive revenue through strategic government-facing sales. You’ll partner with the CEO and VP APAC to execute the sales strategy, manage key customers and partners, and grow the APAC pipeline with demos and trials.

The ideal candidate has 5+ years selling to the Federal government, strong stakeholder management, and a robust network in law enforcement and national security; Australian citizenship

Qualifications

• Australian citizenship and NV1 clearance eligibility.
• 5+ years selling to the Federal government.
• Proven track record in enterprise software sales to government.
• Excellent communication and stakeholder management.
• Well-connected in law enforcement and national security sectors.

Responsibilities

• Implement APAC sales and business development strategy.
• Work with CEO and VP APAC to implement the sales and business development strategy.
• Maintain a strategic view of the APAC customer, partner and competitive landscape.
• Drive business growth and expansion into different markets and geographies.
• Undertaking business development & sales activities with key customers and channel partners.
• Identify key customers in Australia and international law enforcement, national security, defense & corporate security sectors for Fivecast products and services.
• Identify end-user groups/divisions within the customers.
• Identify key contacts in the customer organisations.
• Identify key use cases and requirements for the customers.
• Qualify customer opportunities.
• Engage with customers to secure product demonstrations for Fivecast.
• Engage with customers to secure, monitor, track and review Fivecast product trials.
• Engage with customers to secure sales of Fivecast product and capabilities.
• Manage the Fivecast APAC customer opportunity pipeline, including the development and execution of customer capture plans.
• Identify and engage with key customer influencers to promote Fivecast in APAC law enforcement, national security and defense sectors.
• Build long-term relationships with new and existing customers and partners.
• Grow existing customer user base through direct and channel sales.
• Provide trustworthy feedback and after-sales support.
• Represent Fivecast at conferences as a delegate or exhibitor.
• Update the CRM system and maintain the relevant sales forecast.

Skills

Enterprise sales

Govt sales

Stakeholder management

Communication

Relationship building

Market expansion

Job description

About the role:

TheFederal Account Executivewill expand our client-base andbe responsible forimplementing aneffective business development & customer acquisition strategy - includingidentifyingnew markets, leads & opportunities and increasing the level of customer engagementto hit a revenue target.

Responsibilities:

ImplementingtheAPACsales and business development

• Work with CEO andVP APAC toimplementthe sales andbusiness developmentstrategy.
• Maintain a strategic view of theAPACcustomer,partnerand competitive landscape
• Drive business growth and expansion into different markets and geographies

Undertaking business development & sales activities with key customersand channel partners

• Identifykey customers in theAustraliaand international law enforcement, national security, defense & corporate security sectors forFivecastproducts and services
• Identifyend-user groups/divisions within the customers
• Identifykey contacts in the customerorganisations
• Identifykey use cases and requirements for the customers
• Qualify customer opportunities.
• Engage with customers to secure product and capability demonstrations forFivecast
• Engage with customers to secure, monitor,trackand reviewFivecastproduct trials
• Engage with customers to secure sales ofFivecastproduct and capabilities
• Manage theFivecastAPACcustomer opportunity pipeline, including the development and execution of customer capture plans
• Identifyand engage with key customer influencers (egthought-leaders, professional associationsetc) to promoteFivecastin theAPAClaw enforcement, nationalsecurityand defense sectors.
• Build long-term relationships with new and existing customersand partners
• Grow existing customer user basethrough direct and channel sales
• Providetrustworthy feedback and after-sales support
• RepresentFivecastat conferences as a delegate or exhibitor
• Updatethe customer relationship management (CRM) system
• Maintainthe relevantsales forecast

ThoughtLeadership

• Working with the marketing team and external consultants to build thought leadership aroundFivecast
• RepresentFivecastat conferences as a delegate or exhibitor

Product demonstration and training

• Maintainingastronguser understanding ofFivecastsoftwareand its key features.
• Work with thepresalesteam to providesoftware demonstrations to potential customers, asrequired.

Skills and Experience

Essential Criteria:

• Australian citizenshipand eligibility tooptionNV1 clearance
• Must live in Canberra, ACT
• Must have 5+years experienceselling to the Federal government
• A proven track-record in enterprise software sales in theAustralianFederalgovernment sector
• Excellent communication and stakeholder management skills
• Demonstratedhistory of over-achieving sales targets and earning 100% club awards
• Highly regardedand well-connectedwithin the law enforcement and national security sector

Desirable Criteria:

• Recentexperienceselling to the Federal Government includingdefense,lawenforcementand national security
• Currentlistof contacts in federal and state law enforcement and ability toleverageyour network to bring revenue toFivecast.
• Understanding of application ofopen sourceintelligence and risk assessment
• Understanding ofinvestigation and intelligence practices in law enforcement and national security agencies inAustralia