About the job

PURPOSE

The purpose of this role is to close deals, increasing Annual Recurring Revenue for SuiteFiles in Australia and New Zealand. You will need to roll your sleeves up and be heavily involved in selling SuiteFiles monthly subscriptions and file migrations.

ACCOUNTABILITIES

Sales and Pre-sales Support

• Meet/exceed agreed sales targets for the SuiteFiles product,
• Follows sales processes to ensure the sales function runs efficiently and effectively to meet/exceed sales targets, and
• Work with the Marketing team to create and run appropriate campaigns for the Australian and New Zealand markets,
• Be prepared to prospect as well as close

Relationship Management

• Establish, develop and maintain strong professional sales relationships with current and new sales partners across all networks, especially with key Australian Xero Senior Account Managers,
• Build and maintain strong relationships with key customer prospects as they are identified in the sales process,
• Build and maintain strong working relationships with business leaders across SuiteFiles, and
• Maintain effective internal stakeholder relationships, ensuring strong levels of communication and sales progress updates as required.

Product Leadership

• Facilitate and lead regular product demonstrations and talk opportunities both through webinars and events to improve product knowledge amongst prospective customers,
• Build and maintain product knowledge and understanding to ensure you become the subject matter expert for SuiteFiles,
• Liaise with relevant teams across SuiteFiles to interpret how our products are currently used and key selling points in Australia and New Zealand, and
• Build and maintain knowledge of competitor activity in market and any insights relevant to SuiteFiles.

Continuous Improvement

• Actively contribute to the development and maintenance of a strong team culture within the SuiteFiles business ensuring knowledge and experience is shared, and
• Timely escalation of challenges, issues and business risks to the CEO for everything and anything SuiteFiles Sales related.

Professional Development

• Proactively seek out relevant professional networking opportunities to develop both your personal profile and the SuiteFiles profile in the market,
• Maintain an up-to-date working knowledge of sales trends, products and solutions available in the market, and
• Proactively gains and maintains sales and industry knowledge via external channels; reading relevant blogs/online content, attending industry network events/conferences.

Health and Safety

• Assume responsibility for your own and others safety and wellbeing, following all safety and wellbeing procedures and instructions, including reporting hazards, incidents and accidents and participating in safety and wellbeing initiatives and programs as required.

TECHNICAL SKILLS, QUALIFICATIONS & EXPERIENCE

Essential

• Previous sales experience within the Software as a Service industry,
• Proven experience in the management of a sales funnel, specifically demo to trial through to customer processes,
• Experience in coordinating webinars and other online demonstrations for prospective customers,
• Established relationships within the accounting partner eco-system
• An understanding of cloud technology uptake in key markets, and
• Can travel frequently throughout the region.

Desirable

• A tertiary qualification in relevant business disciplines, i.e.: Bachelor’s degree.
• Experience within the accounting partner ecosystem (preferably Xero)

PERSONAL SKILLS, ATTRIBUTES & COMPETENCIES

• Possesses exceptional relationship and stakeholder management skills at a senior level.
• A strategic thinker with the ability to challenge, negotiate effectively, drive and close opportunities.
• Is capable of leading and facilitating high-level and strategic discussions with customers.
• Is a team player who leads by example and is willing to share knowledge and experience.
• Has exceptional written, verbal and presentation communication skills.
• Deal with setbacks, bounce back from failure and adjust behaviour where necessary.
• Have a natural ability to build rapport, listen well, and ask questions to clarify customer needs.
• Commercially savvy with the ability to make decisions in a clear and composed manner.
• Handles difficult customer situations with tact, respect and cultural sensitivity.
• Naturally identifies and clears obstacles that could impede excellent customer service.
• Acts with integrity and can be trusted with sensitive and confidential information.
• Seeks and listens to feedback from relevant stakeholders with the aim of improving performance.
• Admits to mistakes and brings them to the attention of stakeholders who can help with issue resolution.
• Is self-managing and self-motivating at all times.
• Consistently follows through on intentions and takes accountability for actions.
• Develops strong internal relationships based on trust and follow-through to complete tasks.
• Attends and actively participates in all company and team-based meetings.
• Prioritizes team goals and business objectives over individual success.
• Has a can-do attitude when it comes to solving problems.