Federal Account Director

Job Description

About the role:

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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:

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Implementing the APAC sales and business development

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• Work with CEO and VP APAC to implement the sales and business development strategy.
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• Maintain a strategic view of the APAC customer, partner and competitive landscape
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• Drive business growth and expansion into different markets and geographies
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Undertaking business development & sales activities with key customers and channel partners

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• Identify key customers in the Australia and international law enforcement, national security, defense & corporate security sectors for Fivecast products and services
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• Identify end-user groups/divisions within the customers
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• Identify key contacts in the customer organisations
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• Identify key use cases and requirements for the customers
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• Qualify customer opportunities.
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• Engage with customers to secure product and capability demonstrations for Fivecast
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• Engage with customers to secure, monitor, track and review Fivecast product trials
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• Engage with customers to secure sales of Fivecast product and capabilities
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• Manage the Fivecast APAC customer opportunity pipeline, including the development and execution of customer capture plans
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• 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.
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• Build long-term relationships with new and existing customers and partners
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• Grow existing customer user base through direct and channel sales
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• Provide trustworthy feedback and after-sales support
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• Update the customer relationship management (CRM) system
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• Maintain the relevant sales forecast
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Thought Leadership

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• Working with the marketing team and external consultants to build thought leadership around Fivecast
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• Represent Fivecast at conferences as a delegate or exhibitor
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Product demonstration and training

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• Maintaining a strong user understanding of Fivecast software and its key features.
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• Work with the presales team to provide software demonstrations to potential customers, as required.
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Skills and Experience

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Essential Criteria:

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• Australian citizenship and eligibility to option NV1 clearance
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• Must live in Canberra, ACT
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• Must have 5+ years experience selling to the Federal government
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• A proven track-record in enterprise software sales in the Australian Federal government sector
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• Excellent communication and stakeholder management skills
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• Demonstrated history of over-achieving sales targets and earning 100% club awards
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• Highly regarded and well-connected within the law enforcement and national security sector
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Desirable Criteria:

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• Recent experience selling to the Federal Government including defense, law enforcement and national security
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• Current list of contacts in federal and state law enforcement and ability to leverage your network to bring revenue to Fivecast.
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• Understanding of application of open source intelligence and risk assessment
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• Understanding of investigation and intelligence practices in law enforcement and national security agencies in Australia
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