Overview:
Discover the heartbeat of SoftwareOne! Our 7 core values aren't just words - they're the beating heart of our company culture. Join us in a journey that unveils the essence of how we work, connect, and succeed. Watch the video to feel the values shaping our everyday interactions, customer relations, and team spirit.
Please note that SoftwareOne does not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Services Agreement (Job-Specific per our global standard) with the agency/recruiter, SoftwareOne will not consider or agree to payment of any referral compensation or recruiter fee.
Responsibilities:
SoftwareOne Australia is seeking an experienced Account Executive - AWS (Sydney or Melbourne) to accelerate the growth of SoftwareOne's AWS business. The ideal candidate is a sales hunter focusing on creating new AWS business with new and existing customers and has a consistent track record of securing new logos in the region. The candidate will have a strong understanding of Cloud, Data & AI and App Modernisation technologies.
Join a team implementing AI, Data, Apps, DevOps, Cloud, ITPM, and Security solutions for global organisations!
Responsibilities:
Client Needs Analysis
* Conduct thorough analysis of client requirements and pain points (customer needs) to find opportunities for SoftwareOne's solutions.
* Collaborate with customers to understand their business objectives and challenges, and tailor solutions to address their specific needs.
Value-Based Selling
* Utilise in-depth knowledge of SoftwareOne's product offerings to effectively position and articulate the value proposition to potential clients.
* Highlight key features and benefits that align with customer requirements and demonstrate how SoftwareOne's solutions can solve their challenges and drive business growth.
Prospecting and Lead Generation
* Implement a proactive approach to prospecting and lead generation, using various channels such as cold calling, networking events, social media, and industry partnerships
* Continuously identify and qualify new leads to build a robust pipeline of opportunities.
Relationship Building
* Cultivate strong relationships with key decision-makers and influencers within target organisations.
* Establish trust and credibility by demonstrating expertise, reliability, and a commitment to delivering value.
* Act as a trusted advisor to clients, providing guidance to support their strategic objectives.
Pipeline Management
* Develop and maintain a structured approach to pipeline management, tracking the progress of leads and opportunities through the sales cycle.
* Utilise CRM tools and sales analytics to monitor pipeline health, identify areas for improvement, and prioritise efforts to maximise conversion rates.
Customised Solutions Development
* Collaborate with internal technical and solution teams to develop customised solutions that meet the unique needs and requirements of each client.
* Collaborate closely with clients to co-create solutions, ensuring alignment with their objectives and desired outcomes.
Sales Process Ownership
* Take ownership of the entire sales process, from initial prospecting to deal closure.
* Lead negotiations, overcome objections, and facilitate contract discussions to secure new business opportunities.
* Drive momentum and urgency throughout the sales cycle for successful outcomes.
Performance Metrics
* Set high-reaching but achievable sales targets and performance metrics to measure progress and track success.
* Regularly review and analyse sales performance against targets, identifying areas of strength and opportunities for improvement.
* Implement strategies to address performance gaps and drive continuous improvement.
Collaboration and Knowledge Sharing
* Cultivate a collaborative culture and knowledge sharing within the sales team and organisation.
* Share best practices, market insights, and client feedback to enhance collective understanding and improve sales effectiveness.
* Actively contribute to sales meetings, training sessions, and knowledge-sharing forums.
Client Transition
* Facilitate a seamless transition of new clients to account management upon deal closure.
* Provide comprehensive handover documentation and insights to ensure continuity of service delivery and a positive client experience post-sale.
Skills and Competencies:
Prospecting and Relationship Development
* Demonstrated experience in strategic prospecting techniques to identify and cultivate new business opportunities.
* Validated ability to build and maintain strong relationships with prospects and clients, fostering trust and credibility.
* Track record of effectively managing prospecting activities to drive sales growth and expand market reach.
Strong Verbal Communication and Negotiation
* Exceptional verbal communication skills with the ability to articulate complex concepts clearly and persuasively.
* Proficient in negotiation tactics and strategies, capable of navigating discussions to achieve mutually beneficial outcomes.
* Comfortable presenting proposals, addressing objections, and closing deals through effective communication.
Industry/Market Awareness
* In-depth understanding of the software industry landscape, including market trends, competitive analysis, and emerging technologies.
* Ability to use industry insights to identify market opportunities, anticipate customer needs, and tailor solutions accordingly.
* Stay updated on industry developments and market dynamics to adapt sales strategies and maintain a competitive edge.
Business Problem Solving via Technology
* Proven aptitude for understanding complex business challenges and using technology solutions to address them effectively.
* Experience in analysing client requirements, identifying pain points, and proposing innovative software-based solutions.
* Ability to translate technical capabilities into tangible business benefits, aligning technology offerings with client objectives.
Understanding of Sales and Delivery Process
* Comprehensive understanding of the end-to-end sales process, from prospecting and lead qualification to deal closure and account handover.
* Familiarity with sales methodologies and best practices, including CRM tools utilisation for pipeline management and sales forecasting.
* Ability to collaborate effectively with internal teams, including delivery and account management, to ensure seamless execution and customer satisfaction.
Continuous Learning Orientation
* Proactive in staying updated on industry developments, emerging technologies, and best practices in account management and customer success.
* Commitment to ongoing professional development and growth.
Qualifications:
* Full-Time Work Rights in Australia
* Ability to work in Sydney or Melbourne (hybrid workstyle: twice-a-week work at office)
* Minimum 5 years' sales experience in Cloud and Services solutions, and minimum 3 years' sales experience on AWS solutions.
* Consistent record of achieving sales targets with partner or vendor businesses, with a particular focus on AWS and cloud solutions.
* Generates opportunities for meetings with key decision makers to drive sales process.
* Experience selling into different market segments, such as Enterprise, Government, Education, Corporate.
* Experience in Solution Selling with emphasis on strong account/territory management.
* Validated experience in selling enterprise software products/services/solutions is a strong advantage.
* Proven track record of consistently exceeding corporate objectives and quotas.
* Able to build relationships and quickly develop trust with C-level executives.
* Highly motivated and results oriented.
* Strong presentation, communication, organisation, multitasking, time management skills.
* Solid problem solving and
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