Enterprise Account Executive, Public Sector

Vor 6 Tagen

Sydney, Österreich Pagerduty, Inc. Vollzeit

PagerDuty empowers teams of all kinds to do the critical work that moves business forward through the PagerDuty Operations Cloud.
PagerDuty is seeking an experienced Public Sector Majors Account Executive - focusing on Australian Federal, State, and Higher Education with experience selling SaaS solutions.
In this role, you will report to a Regional Sales Director.
We are seeking a dynamic sales champion who embraces technology and excels while doing it
We're on the lookout for someone with a consultative sales approach, a proven knack for driving sales growth, and the ability to captivate a tech-savvy audience.
In this role, you will exhibit all the characteristics associated with a high-performance sales culture, specifically leading and managing a pipeline of opportunities across both acquisition accounts and within our existing accounts to deliver results against sales targets.
Your target accounts will fit our ideal customer profile model in the Federal, State, and Higher Education space and focus on approximately 30-14 accounts.
You will need to have the ability to go wide within accounts to align our operations cloud story to different stakeholders (multi-product catalog).
As a customer-centric organization, PagerDuty places immense value on delivering exceptional sales experiences.
Your mission will be to go above and beyond, ensuring our customers receive nothing short of the finest sales journey imaginable.
Key Responsibilities: Value Selling - Focus on highlighting the unique PD value and benefit our products and services can provide to a customer. Possess a deep understanding of the problems and focus areas of your government stakeholders and effectively communicate the strategic business outcomes we can align to while meeting the technical wins to drive with a PagerDuty partnership.Develop strategic plans that anticipate and address customer needs and preferences based on competitor knowledge and industry trends.Identify long-term strategies to land and grow accounts by aligning with our customers' big problems and objectives.Sales Effectiveness - Establishing, overseeing, and maintaining genuine connections with customers. Negotiate positive business outcomes with existing customers for PagerDuty.Manage and close complex, multi-product sales cycles in the Australian Federal, State, and Higher Education space.Build relationships with senior-level executives to help support key business objectives.Strong presentation skills verbally and visually by customizing content and slides to an internal or external audience; share information with customers to build credibility, show integrity, and highlight the value of PagerDuty; and tailor presentations to suit the audience's level and interests.Encourage positive conversations between existing customers and sales teams, leading to solutions aligned with the customer's strategic vision.Sales Execution - Ensuring that one's own and others' work and information are complete and accurate. Planning - Map out your territory assignment, priority account targets, and work with your greater support team to drive an effective territory strategy.Utilize historical data and market trends to provide accurate forecasts to management.Prospecting - Leverage our Marketing, Alliances, BDR programs to develop a point of view and approach to opening net new logo opportunities with a specific focus on Executive level alignment.Create effective strategies and qualify opportunities within accounts, including plans for winning business for PagerDuty.Document key qualification details, including use case, purchase timeframes, and next steps (MEDDICC & COM Framework).Proactively engage internal resources and partners at the right time and in the right manner to move the sales process forward throughout their accounts.Basic Qualifications8-10 years of software sales / SaaS sales experience acquiring new accounts and expanding into new areas of existing accounts.4+ years of experience with Australian Federal, State, and Higher Education customers.Experience selling in a multi-product selling environment.Travel expectations around 30%.Preferred Qualifications Effective time management, complex deal management, account planning, and analytical skills.Consistent track record of exceeding sales targets.Self-sufficient with the ability to work independently and collaboratively.Previous Sales Methodology training (e.g., MEDDIC, SPIN, Command of Message, Challenger Sales).Join Us: This isn't just a job, it's an opportunity to showcase your sales prowess, leverage your tech-savviness, and bring your vibrant personality to every interaction.
Join PagerDuty and be a part of a thrilling sales adventure where you'll thrive, have fun, and make a significant impact
This role is expected to come into our Sydney (New South Wales) office one time per week, so you can thrive in your new role and fully embrace being a Dutonian

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