Sales Specialist - Data, Integration & Middleware Solutions

Jenkin Beattie Pty Ltd; City of Melbourne; On-site; AUD 150,000 - 190,000; Full time

Job summary

Jenkin Beattie Pty Ltd in Melbourne seeks an Enterprise Sales Specialist to drive new business in the data, integration and middleware space. You will target large enterprise customers undergoing complex data and cloud modernization programs, working with BDMs and Account Managers to win deals.

You will lead opportunities across data, APIs, cloud, and related services, build pipelines, manage multi-stakeholder cycles and negotiate with CIO/CTO leaders.

Qualifications

• 5+ years enterprise technology sales experience in AE/BDM or solution sales capacity.
• Proven track record of winning new enterprise customers and closing complex technology deals.
• Experience selling data, integration, middleware, API, cloud or digital transformation solutions.
• Exposure to Microsoft, Databricks, Snowflake, MuleSoft or similar technologies.
• Experience within a systems integrator, consultancy, professional services or enterprise software business.
• Confidence engaging with CIO, CTO, data leaders and architects.
• Strong commercial and territory management skills.
• Hunter mentality with new-business focus.

Responsibilities

• Develop and execute a territory plan focused on new business deals.
• Build a strong pipeline of new-logo opportunities.
• Sell data, integration, middleware, API and cloud solutions.
• Identify opportunities around data modernisation and cloud transformation.
• Leverage vendor ecosystems to create opportunities.
• Manage pipeline, forecasting, proposals and negotiations.

Skills

Enterprise sales

New logo hunting

Stakeholder engagement

Solution selling

Data integration cloud

Tools

Microsoft

Databricks

Snowflake

MuleSoft

Job description

Enterprise Sales Specialist - Data, Integration & Middleware Solutions

The Company

Our client is an established systems integrator and management consultancy with approximately 1,000 employees, delivering technology, consulting and digital transformation solutions to major enterprise and government organisations. The business has strong capabilities across digital transformation, data, cloud, integration, middleware and APIs, working with leading technology ecosystems including Microsoft, Databricks, Snowflake and MuleSoft.

Due to continued growth, they are looking for an experienced Enterprise Sales Specialist to drive new business across the Australian enterprise market.

The Role

This is a new business-focused enterprise sales role, targeting large organisations undergoing complex data, integration and digital transformation programs. Leads and marketing support will be provided and you will also work closely with the BDMs and Account Managers who will bring you into Data, API/Integration & Middleware opportunities.

You will be responsible for developing and closing opportunities across middleware, data infrastructure, integration, APIs, cloud and associated professional services.

Key responsibilities include:

• Developing and executing a territory plan focused on new business deals
• Building a strong pipeline of new-logo opportunities
• Selling data, integration, middleware, API and cloud solutions
• Identifying opportunities around data modernisation, cloud transformation, application integration and enterprise data platforms
• Leveraging technology ecosystems including Microsoft, Databricks, Snowflake and MuleSoft
• Building relationships across CIO, CTO, CDO, Data, Architecture and Integration leaders
• Managing complex, multi-stakeholder enterprise sales cycles from initial engagement through to close
• Working with Solution Architects, Practice Leaders and Delivery teams to develop customer solutions
• Leveraging strategic vendor relationships and partner ecosystems to create opportunities
• Managing pipeline, forecasting, proposals and commercial negotiations

Ideally, you will bring:

• 5+ years' enterprise technology sales experience in an AE, BDM or Solution Sales / Presales capacity
• A proven track record of winning new enterprise customers and closing complex technology deals
• Experience selling data, integration, middleware, API, cloud or digital transformation solutions
• Exposure to Microsoft, Databricks, Snowflake, MuleSoft or similar technologies
• Experience within a systems integrator, consultancy, professional services or enterprise software business
• Confidence engaging with C-level, technology, architecture and data stakeholders
• Strong commercial and territory management skills
• A genuine new-business/hunter mentality