Account Manager / Principal Consultant

• Own and grow established enterprise accounts across WA's mining sector.
• Strategic ERP solutions sales role with uncapped earnings
• Engage senior executives, shape business solutions and drive account growth.

Principal Consultant | ERP Solutions & Strategic Account Management

Location: Perth, Western Australia (CBD / Hybrid) Engagement: Full-Time, Permanent

About the Role:

Are you an experienced enterprise software sales professional who enjoys building executive relationships, identifying commercial opportunities and helping customers get more value from their technology investments?

Our client is an established Australian business technology solutions provider specialising in ERP, business intelligence, software integration and advisory services for the mining, resources and related industries. With more than 30 years of industry experience and an international customer base, they support organisations in improving operational efficiency, business performance and technology capability.

An opportunity is available for a commercially driven Account Manager/Principal Consultant to take ownership of an established portfolio of enterprise customers, strengthen strategic relationships and drive growth through consultative software and services sales.

This is not a traditional ERP consulting or account maintenance role. Our client is looking for someone who can move beyond existing software conversations, understand the broader business challenges facing customers and identify opportunities across an expanding portfolio of technology solutions.

You'll combine the relationship-building skills of a senior account manager with the commercial focus of a business development professional and the credibility of a trusted technology advisor.

Importantly, your focus will be growing existing customer accounts rather than chasing entirely new customers.

What You'll Be Doing

• Own and develop strategic accounts: Manage an established portfolio of enterprise customers, predominantly within mining and resources, building strong relationships with senior executives, operational leaders and key decision-makers.
• Drive account growth: Identify opportunities to expand customers' technology investments through ERP upgrades, additional software modules, consulting services and complementary business solutions.
• Develop strategic account plans: Understand each customer's business objectives, operational challenges, stakeholders and technology roadmap to build practical plans for long-term account growth.
• Lead consultative sales conversations: Engage customers beyond traditional finance and ERP functions, identifying opportunities across asset management, workforce management, operational systems, business intelligence and related technologies.
• Manage the sales lifecycle: Take ownership of opportunities from discovery and qualification through to solution development, commercial negotiation and successful close.
• Deliver customer workshops: Facilitate strategic discussions, uncover business requirements and work with technical specialists to develop appropriate software solutions.
• Collaborate with internal teams and partners: Work alongside solution consultants, delivery specialists, product partners and management to develop proposals, scopes of work and commercially sound recommendations.
• Maintain a healthy sales pipeline: Use structured account management, CRM systems, forecasting and sales processes to manage opportunities and deliver against revenue targets.

Key Outcomes & Measures

Success in this role will be measured by your ability to develop existing accounts into stronger, more strategic customer partnerships while consistently delivering commercial results.

Key performance measures include:

• Account revenue growth: Increasing revenue and share of wallet across your allocated customer portfolio.
• Sales pipeline development: Generating and progressing qualified opportunities across the broader software and services portfolio.
• Sales performance: Consistently achieving agreed revenue, deal closure and gross profit margin targets.
• Sales conversion: Demonstrating strong opportunity qualification, deal progression and successful close rates.
• Strategic account planning: Developing meaningful customer business plans, identifying key stakeholders and building long-term growth opportunities.
• Customer relationships: Building trusted relationships with senior decision-makers and delivering a positive customer experience that supports retention and advocacy.

About You:

You're a commercially minded technology sales professional who knows that successful enterprise selling starts with understanding the customer's business.

You can confidently engage senior executives, ask the right questions and uncover opportunities that others might overlook. You're comfortable discussing technology at a strategic level and translating complex business challenges into practical, commercially valuable solutions.

You're equally capable of nurturing an established relationship and proactively developing new opportunities within that account.

You'll bring a structured approach to sales, strong personal accountability and a proven ability to deliver results. You're naturally curious, resilient and motivated by achieving targets while building long-term customer relationships.

Most importantly, you understand the difference between selling a software product and helping a customer solve a business problem.

Must-Have Skills & Experience:

• 5 to 10+ years of successful B2B sales experience, ideally within enterprise software, ERP, technology solutions or complex professional services.
• Demonstrated success consistently achieving or exceeding sales targets, with a strong track record in account growth and commercial performance.
• Experience managing and expanding established enterprise or strategic customer accounts.
• Strong understanding of ERP systems and how enterprise technology supports business functions, operational processes and commercial outcomes.
• Proven consultative selling capability, including discovery, stakeholder engagement, solution positioning, negotiation and deal closure.
• Experience engaging senior executives and influencing decision-makers across multiple business functions.
• Ability to identify and develop cross-selling and upselling opportunities across a broader solutions portfolio.
• Experience working within structured sales methodologies, using CRM platforms, sales pipelines, account plans and forecasting tools.
• Strong analytical, communication and presentation skills, with the confidence to facilitate customer workshops and strategic business discussions.
• Ability to work collaboratively with technical consultants, solution architects and delivery teams to develop customer proposals and solutions.
• Relevant tertiary qualifications in Business, Commerce or Information Technology, or equivalent significant professional experience.

Bonus Points For:

• Experience selling or consulting around Pronto Xi ERP or comparable enterprise software platforms.
• Previous experience working with mining, mining services, resources or asset-intensive organisations.
• Exposure to complex, multi-site, multi-company or multi-currency ERP environments and implementations.
• Experience selling complementary technologies such as business intelligence, workforce management, asset management, cloud platforms or software integration services.
• An established network of senior business and technology contacts within the WA mining and resources sector.
• Experience preparing solution proposals, implementation estimates and statements of work.
• Familiarity with Microsoft Azure, AWS or enterprise cloud solutions.
• Experience mentoring consultants or supporting multidisciplinary sales and delivery teams.

If you're an experienced enterprise software sales professional who enjoys strategic account management, consultative selling and developing long-term customer relationships, this could be the next step in your career.

Want to know more? The Talent Advisory team at Beacham Group Perth welcome your telephone enquiry. For more detailed information about this specific career opportunity, or if you would like to discuss your future career plans with an experienced industry specialist, please contact either Ellen Babij (+61 488 988 100) or Glenn Beauchamp (+61 411 116 966) in our Perth office for a strictly confidential discussion. We look forward to viewing your application letter, resume, and any other relevant supporting information.

Please note: this role is based in Perth, Western Australia (remote work is not available). You must have a valid Visa and work rights to be employed in Australia.

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