Senior Account Executive
Employment Info
JOB SUMMARY
Requirements
- 8+ years of quota-carrying B2B technology sales experience in SaaS or enterprise applications.
- Strong exposure to customer relationship management/customer experience, enterprise resource planning, and human capital management ecosystems.
- Focus on Aged Care, Manufacturing, and Wholesale & Distribution.
- Familiarity with end-to-end enterprise resource planning Procure to Pay and Order to Cash cycles.
- Familiarity with human capital management and workforce management, including Core HR, Talent, Rostering, and Payroll.
- Ability to map end-to-end customer relationship management/customer experience journeys.
- Expertise across Sales, Service, Contact Centre, Marketing automation, Agentic AI, and ISV Solutions.
- Strong understanding of the customer relationship management landscape, including Salesforce, Dynamics 365, and HubSpot.
- Strong understanding of the enterprise resource planning landscape, including Epicor, SAP, Infor, Sage, Pronto, and Microsoft.
- Proven ability to build net-new pipeline.
- Ability to drive consistent, linear growth across ANZ corporate segment accounts.
- Ability to build and leverage consulting and systems integrator partnerships.
Responsibilities
- Own strategic accounts end-to-end.
- Build and execute value pyramids, value maps, account plans, and opportunity plans aligned to customer outcomes.
- Lead discovery workshops and shape demand beyond requests for proposals.
- Position return-on-investment-led, platform-based value propositions.
- Drive complex deals from SRL to Finance Closed.
- Navigate commercial negotiations while protecting margin.
- Align across business development representatives, solution consultants, customer success managers, Product, Marketing, and Professional Services.
- Ensure a coordinated go-to-market approach with SoftwareOne, AWS, and Epicor.
- Own relationships with strategic systems integrator and referral partners for Epicor and Sugar.
- Drive co-innovation and joint deal execution from SRL to Finance Closed.
- Support solution consultants with Value Maps for demo readiness and proofs of concept and Art of Possible conversations.
- Drive adoption via Sugar University and Sugar Club.
- Stay ahead of customer relationship management/customer experience, enterprise resource planning, and artificial intelligence trends.
- Craft differentiated plays against Salesforce, HubSpot, and Dynamics 365.
- Co-create joint go-to-market strategies and solutions.
Are you interested in this position?
Apply by clicking on the “Apply Now” button below!
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