About the role:
The Federal Account Executive will expand our client-base and be responsible for implementing an effective business development & customer acquisition strategy – including identifying new markets, leads & opportunities and increasing the level of customer engagement to hit a revenue target.
Responsibilities:
Implementing the APAC sales and business development
- Work with CEO and VP APAC to implement the sales and business development strategy.
- Maintain a strategic view of the APAC customer, partner and competitive landscape
- Drive business growth and expansion into different markets and geographies
Undertaking business development & sales activities with key customers and channel partners
- Identify key customers in the Australia and international law enforcement, national security, defense & corporate security sectors for Fivecast products and services
- Identify end-user groups/divisions within the customers
- Identify key contacts in the customer organisations
- Identify key use cases and requirements for the customers
- Qualify customer opportunities.
- Engage with customers to secure product and capability demonstrations for Fivecast
- Engage with customers to secure, monitor, track and review Fivecast product trials
- Engage with customers to secure sales of Fivecast product and capabilities
- Manage the Fivecast APAC customer opportunity pipeline, including the development and execution of customer capture plans
- Identify and engage with key customer influencers (eg thought-leaders, professional associations etc) to promote Fivecast in the APAC law enforcement, national security and defense sectors.
- Build long-term relationships with new and existing customers and partners
- Grow existing customer user base through direct and channel sales
- Provide trustworthy feedback and after-sales support
- Update the customer relationship management (CRM) system
- Maintain the relevant sales forecast
Thought Leadership
- Working with the marketing team and external consultants to build thought leadership around Fivecast
- Represent Fivecast at conferences as a delegate or exhibitor
Product demonstration and training
- Maintaining a strong user understanding of Fivecast software and its key features.
- Work with the presales team to provide software demonstrations to potential customers, as required.
Skills and Experience
Essential Criteria:
- Australian citizenship and eligibility to option NV1 clearance
- Must live in Canberra, ACT
- Must have 5+ years experience selling to the Federal government
- A proven track-record in enterprise software sales in the Australian Federal government sector
- Excellent communication and stakeholder management skills
- Demonstrated history of over-achieving sales targets and earning 100% club awards
- Highly regarded and well-connected within the law enforcement and national security sector
Desirable Criteria:
- Recent experience selling to the Federal Government including defense, law enforcement and national security
- Current list of contacts in federal and state law enforcement and ability to leverage your network to bring revenue to Fivecast.
- Understanding of application of open source intelligence and risk assessment
- Understanding of investigation and intelligence practices in law enforcement and national security agencies in Australia
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