Senior Account Executive

Mixpanel, Inc.; Sydney; On-site; AUD 120,000 - 180,000; Full time

Job summary

Ip.Glass, Australia’s specialist enterprise network security firm, seeks a Senior Account Executive to own net-new client acquisition, from first contact through signed contracts. You will build your own pipeline, run engagements, and close deals with minimal inbound leads.

The role requires Fortinet experience and strong executive-level engagement, with on-site work in Sydney. You will collaborate with a Solutions Architect on scoping and pricing for complex engagements and manage government

Qualifications

• Sourcing and closing net-new enterprise technology business.
• Technical conversation without an SE present when needed.
• Experience with Fortinet co-sell and channel activation.

Responsibilities

• Own net-new client acquisition from first contact to signed contract.
• Build and manage a qualified pipeline through outbound activity and referrals.
• Lead engagements end-to-end: discovery, solution positioning, proposal, negotiation, and close.
• Collaborate with Solutions Architect on scoping and pricing for complex engagements.
• Maintain CRM records with up-to-date stage, value, and next action.

Skills

Net-new enterprise sales

Fortinet channel experience

Complex multi-stakeholder sales

Pipeline development

Executive-level engagement

Government sector experience

Job description

Senior Account Executive

Posted 1 day ago

Job Description

The Opportunity

Ip.Glass is at a commercial inflection point. Managed services is growing, vendor diversification is underway, and the business has clear ambition to scale significantly over the next three years. The commercial team is being rebuilt to support that — a Strategic Account Manager owns the existing portfolio, and this hire owns everything new. There is no incumbent pipeline to inherit, which means there is no ceiling either. The accounts you open are yours. The managed services you originate generate commission that stays with you even as the account matures. For the right hunter, this is the role.

About Ip.Glass

Ip.Glass is Australia’s specialist enterprise network security firm. We design, deploy, and manage complex network security environments for enterprise clients across critical infrastructure, manufacturing, government, and automotive sectors. We are Australia’s first Fortinet Engage Preferred Services Partner (EPSP), holding PLD (Partner Led Delivery) designation and all eight technology specialisations. Our team holds the highest Fortinet certifications available, including NSE8 — and our Solutions Architect has won the APAC Fortinet technical challenge twice. Average client tenure exceeds seven years. We have never had a failed implementation. Our clients include critical infrastructure operators, large-scale manufacturers, automotive OEMs, government agencies, and port operators — environments where network security failure has real operational consequence. The work is technically demanding and the standard is high. We operate as a genuine extension of our clients’ teams — long‑term partnerships, not transactions. Growing the managed services base is a primary commercial objective and the central focus of this role.

What You Will Do

The SAE owns all net‑new client acquisition — from first contact through signed contract. You build your own pipeline, run your own engagements, and close your own deals. The Solutions Architect supports on technical scoping; everything commercial is yours.

Core Responsibilities

• Independently prospect and qualify enterprise targets across priority sectors: critical infrastructure, manufacturing, government, automotive, and financial services.
• Build and manage a qualified pipeline through outbound activity, Fortinet channel co‑sell, and referral networks — proactively, not reactively.
• Engage Fortinet account managers and channel contacts to generate joint pipeline. This role co‑sells with Fortinet; it does not wait for Fortinet to deliver leads.
• Lead client engagements end‑to‑end: initial conversation, technical discovery, solution positioning, proposal development, commercial negotiation, and close.
• Collaborate with the Solutions Architect on scoping and pricing for complex or large‑value engagements.
• Process Fortinet‑sourced inbound leads until the Account Manager (Channel Growth) role is fully onboarded.
• Manage a government sector account requiring structured tender engagement above contract threshold.
• Transition originated managed services accounts to the Account Manager within 30 days of go‑live. Commission on originated managed services contracts is retained.
• Keep CRM records current — every opportunity updated with stage, value, and next action before the weekly pipeline meeting.

What We Are Looking For

• A track record of independently sourcing and closing net‑new enterprise technology business — not managing inbound, not farming existing accounts.
• Experience in network security, cybersecurity, or managed services. You need to hold a credible technical conversation without an SE in the room.
• Fortinet channel experience or existing Fortinet AM relationships — significant advantage. You need to know how Fortinet co‑sell works and how to activate it.
• Commercial fluency across complex, multi‑stakeholder sales cycles: technical discovery, executive engagement, proposal, negotiation, close.
• Sector experience in at least one of: critical infrastructure, OT/manufacturing, government, or enterprise.
• Comfortable in a specialist boutique — you build your own pipeline.
• Sydney‑based. On‑site is required.

Advantageous

• Fortinet NSE certification at any level.
• Prior experience in a specialist reseller or systems integrator.
• Existing C‑level or IT leadership relationships in target sectors.
• Experience selling managed security services.