Sales
 
Position Overview

Reporting to the General Manager of Sales, Account Directors (AD) are responsible for sourcing new clients through the alignment and understanding of Government processes while leveraging senior relationships to develop business opportunities in the public sector. ADs are also responsible for maximising revenue from major/key/named client accounts in order to achieve agreed revenue targets/sales quotas. Employees in this role are individual contributors that operate in a ‘virtual team’ to secure sales revenue targets.

Responsibilities

• Develop appropriate pipeline to achieve current and future year’s quota.
• Development of effective Territory Plan.
• Production of detailed Opportunity and Pipeline Analysis reports.
• Development and maintenance of relevant industry contacts.
• Continual development of Strategic Sales Skills.
• Effectively demonstrate domain expertise in the public sector while providing value and insight to key Government stakeholders.
• Mentoring and support of Objective Corporation staff involved in sales processes.

Competencies

• Proven sales ability including outstanding negotiation skills, persuasive ability and exceptional communication skills, both verbal and written.
• Consultative approach to selling with highly developed interpersonal/relationship building skills.
• Customer Focus.
• Networking – Internal/External.
• Territory/Opportunity/Account Planning.
• Expert product and industry knowledge coupled with the ability to deal with clients at all level and translate client needs into a complete solution.
• Industry Involvement.
• Account Coverage and Campaign analysis.
• Use of Corporate Sales Tools (salesforce.com, etc.)
• Personal Attributes.
• Exceptional communications skills, verbal and written.
• Exceptional analytical skills.
• Pragmatic approach.
• High degree of professionalism and matching work ethic.
• Flexibility and adaptability.
• Highly motivated achiever.

Experience

• Software/Business solutions sales experience.
• Min. 5 years experience in direct sales within a complex software environment;
• Experienced in vertical markets of relevance – All levels of government, utilities etc.
• Experienced in selling large dollar value solutions and projects.
• Many years experience in the IT Industry;
• Experience managing and executing long sales cycles (6-24 months).
• Experienced in selling to senior business personnel (GM, CEO, CIO, CFO, Dept Heads etc).
• Proven successful sales record.
• Strong employment record demonstrating commitment to both previous employers and the candidate’s career;
• Preferably you will be degree qualified in Business and/or IT related discipline or be working towards tertiary business qualifications.

You must have the right to live and work in this location to apply for this job.
 

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