Mid-Market Account Executive

ACPL Systems; Sydney; Hybrid; AUD 110,000 - 160,000; Full time

Job summary

ACPL Systems is seeking a Mid-Market Account Executive to drive new business acquisition and customer growth across NSW mid-market segments. You will work with Solutions Engineering, Delivery, vendor partners and distributors to create compelling propositions and move opportunities from initial engagement to close.

The role requires a commercially disciplined sales professional who can build trusted relationships, develop pipeline, qualify opportunities, and manage the full sales cycle.

Qualifications

• Proven B2B technology or cybersecurity sales experience with responsibility for a sales target.
• Demonstrated ability to create new pipeline and convert opportunities into customer outcomes.
• Strong new-business development and account-management capability.
• Experience managing multiple opportunities across a defined customer portfolio.
• Strong solution-selling capability and the ability to uncover business and security requirements.
• Understanding of qualification, forecasting, pricing, negotiation and commercial sales processes.
• Strong customer communication and presentation skills.
• Ability to work effectively with Solutions Engineers and technical teams.
• Strong organisational and CRM discipline.

Responsibilities

• Own sales performance across an assigned NSW portfolio and territory, with accountability for pipeline development, revenue growth and customer acquisition.
• Develop new-logo opportunities through targeted prospecting, account mapping, referrals, partner engagement, industry events and structured outbound activity.
• Build and execute account and territory plans across priority mid-market organisations.
• Lead customer discovery conversations to understand cybersecurity priorities, business requirements, budget, procurement processes and decision criteria.
• Partner with Solutions Engineers and technical teams to develop appropriate cybersecurity solutions.
• Position ACPL’s consulting, professional services, managed services and MDR capabilities alongside relevant technology solutions.
• Manage the commercial sales cycle including qualification, proposals, pricing, negotiation, procurement, contracting and close.
• Develop relationships with IT leaders, security teams, business stakeholders, procurement and senior decision-makers.
• Collaborate with technology vendors and distributors on joint opportunities, campaigns, deal registration and pipeline development.
• Maintain accurate CRM records, opportunity stages, forecasts, next steps and pipeline hygiene.
• Identify renewal, cross-sell and expansion opportunities within existing customers.

Skills

B2B sales

cybersecurity sales

pipeline development

new-logo sales

account management

solution selling

CRM discipline

stakeholder engagement

presentation skills

Tools

HubSpot CRM

Job description

ACPL Systems is a services-first cybersecurity partner helping organisations assess, design, deploy, optimise, manage and defend modern security environments.

With certified engineering capability, global delivery scale, an established Australian presence, proprietary IP and a focused partner ecosystem, ACPL supports customers across consulting, implementation, professional services, managed services, MDR and long-term cybersecurity maturity.

As our ANZ business continues to grow, we are expanding our customer-facing sales capability across strategic cybersecurity technologies and services.

The Role

We are seeking a Mid-Market Account Executive to drive new business acquisition and customer growth across ACPL’s mid-market customer segment in NSW.

This role requires a commercially disciplined sales professional who can create pipeline, identify and develop new customer opportunities, build trusted relationships and manage cybersecurity sales opportunities from initial engagement through to close.

You will work closely with Solutions Engineering, Delivery, vendor partners and distributors to develop compelling customer propositions and ensure opportunities progress effectively through the sales cycle.

Key Responsibilities

• Own sales performance across an assigned NSW portfolio and territory, with accountability for pipeline development, revenue growth and customer acquisition.
• Develop new-logo opportunities through targeted prospecting, account mapping, referrals, partner engagement, industry events and structured outbound activity.
• Build and execute account and territory plans across priority mid-market organisations.
• Lead customer discovery conversations to understand cybersecurity priorities, business requirements, budget, procurement processes and decision criteria.
• Partner with Solutions Engineers and technical teams to develop appropriate cybersecurity solutions.
• Position ACPL’s consulting, professional services, managed services and MDR capabilities alongside relevant technology solutions.
• Manage the commercial sales cycle including qualification, proposals, pricing, negotiation, procurement, contracting and close.
• Develop relationships with IT leaders, security teams, business stakeholders, procurement and senior decision-makers.
• Collaborate with technology vendors and distributors on joint opportunities, campaigns, deal registration and pipeline development.
• Maintain accurate CRM records, opportunity stages, forecasts, next steps and pipeline hygiene.
• Identify renewal, cross-sell and expansion opportunities within existing customers.

Essential Experience and Capability

• Proven B2B technology or cybersecurity sales experience with responsibility for a sales target.
• Demonstrated ability to create new pipeline and convert opportunities into customer outcomes.
• Strong new-business development and account-management capability.
• Experience managing multiple opportunities across a defined customer portfolio.
• Strong solution-selling capability and the ability to uncover business and security requirements.
• Understanding of qualification, forecasting, pricing, negotiation and commercial sales processes.
• Strong customer communication and presentation skills.
• Ability to work effectively with Solutions Engineers and technical teams.
• Strong organisational and CRM discipline.

Highly Desirable

• Experience selling cybersecurity technologies and services within Australia and/or New Zealand.
• Experience working with vendors such as Cloudflare, Netskope, Zscaler, Microsoft or comparable cybersecurity platforms.
• Existing relationships within the NSW mid-market customer segment.
• Experience working across vendor, distributor and partner ecosystems.
• Experience positioning professional services, managed security services or MDR alongside technology solutions.
• Familiarity with HubSpot or comparable CRM platforms.
• Awareness of Australian cybersecurity priorities and frameworks including ACSC Essential Eight, ISO 27001 and APRA CPS 234.

What Success Looks Like

• You develop a healthy and qualified pipeline across the NSW mid-market segment.
• You consistently create new customer opportunities and progress them effectively through the sales cycle.
• You build strong relationships and identify opportunities to expand existing customer accounts.
• Your forecasts, CRM records and opportunity next steps provide clear visibility across the business.
• Customers and internal teams view you as a credible and commercially focused advisor.

Working Model and Remuneration

This role is based in Sydney, NSW and operates under a hybrid working model incorporating ACPL offices, customer sites and remote work.

Travel across NSW and other ANZ regions may be required depending on customer and business requirements.

Remuneration will be discussed with shortlisted candidates and determined based on experience, capability and the requirements of the role.