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.