About Objective: At Objective, we create software that makes a difference. With over 400 people and five development labs spread across Australia, New Zealand, the United States of America, and the United Kingdom, Objective is a leading developer of SaaS solutions for the government.
Our role: The Account Director is responsible for a combination of Partner Account Management, maintaining and growing existing clients (retention, renewals, USP and ARR, software and services), and Business Development, sourcing new clients, primarily via our channel partners. They achieve this through the alignment and understanding of business processes while leveraging senior relationships to develop business opportunities in the public sector and regulated industries. The Account Director (US) is aligned with both the global and regional geographic licence revenue budget and results.
Focused on driving new business through our channel, the Account Director will be responsible for developing the strategic relationship, developing strategies to increase sales, and collaborating with the partner's sales teams to identify and support the sale of Objective solutions through the partnership.
This role reports to the Global VP, Content Solutions and is an individual contributor with no people management responsibilities.
A day in your role: Demonstrate domain expertise in the public sector and regulated industries while providing value and insight to key stakeholders.Leverage a strong network and develop relevant industry contacts and influencers.Maintain records in sales tools such as Salesforce (CRM) and TAS (opportunity management).Continually develop Strategic Sales Skills.Achieve annual revenue targets for the sale of software and professional services delivered through our strategic partner network.Retain and grow Upgrade & Support Program (USP) or Annual Recurring Revenue (ARR) directly and indirectly.Develop appropriate partner pipeline to achieve current and future years' quota(s).Maximise customer satisfaction and retention.Align closely with allocated Customer Success Managers to achieve successful outcomes for Objective and our clients.Achieve annual revenue targets for the sale of software and professional services via nominated channel partnerships (depending on the territory).Develop appropriate pipeline to achieve current and future year's quota.Your skills, experience and beyond: Proven sales ability, including outstanding negotiation skills and ability to persuade at all levels of business, including GM, CEO, CIO, CFO, Dept. Heads etc.Experienced in Solution Selling, Strategic Selling or Challenger Selling methodologies.Consultative approach to selling with highly developed interpersonal/relationship-building skills.Proactive opportunity and pipeline management using Salesforce or other CRM.Advanced user of corporate sales tools (Salesforce, TAS, etc.).Strong experience in selling complex SaaS solutions into the public sector or other regulated industries.Proven experience in achieving sales targets through channel partnerships.We are an equal-opportunity employer. We do not discriminate based on any protected characteristics or on any other basis prohibited by the applicable laws in the regions we operate in.
To provide a positive experience, please advise our Talent Team of any adjustments or accommodations required during the recruitment process so we can support you.
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