Netscout | Account Manager | Sydney
vor 1 Monat
Description:
At NETSCOUT, we are an elite force of trailblazers, innovators, and problem solvers.
We protect the connected world from cyberattacks and performance and availability disruptions through our unique visibility platform and solutions powered by pioneering deep packet inspection at scale technology.
We are Guardians of the Connected World.
We are looking for exceptional talent to join our team.
About NETSCOUT
NETSCOUT has been helping the world's largest organizations solve their most complex digital challenges for more than 40 years.
NETSCOUT unlocks insight at unequaled scale, from every data packet to the broadest view of global internet traffic, so the world's essential organizations can solve problems faster, constantly transform their digital ecosystems, secure what matters – and stay unstoppable for a world that relies on them every second.
Position Summary:
This position is responsible for direct sales into key Enterprise and State Government accounts, as well as working with selected resellers that transact, implement and support specific NETSCOUT products.
Accounts in the region will require a direct, high-touch relationship, as well as a thorough understanding of their organizations and business.
Developing and maintaining trusted relationships with senior-level decision makers and other key personnel within the assigned customers and partners is an important element of this role.
Basic Qualifications/Skills:
Demonstrable track record of achievement: This position requires the Account Manager to have a demonstrable track record of achievement in exceeding sales quotas on a quarterly and annual basis for the period leading up to the current date.
Experience working on sizeable deals: This position requires the Account Manager to have a demonstrable track record of working on deals that exceed US$100,000.
Time in Markets: Minimum of 5 years established track record direct sales in the markets mentioned.
Experience working with Partners: Act in ways that demonstrate the ability to work with partners in order to transact with customers.
Effective Communications: Deliver oral & written communications that are impactful and persuasive with their intended audience.
Trained in Selling Methodologies: Well versed in a training methodology such as TAS, Strategic Selling, Challenger Selling.
Business Acumen: Understand key aspects of business, e.g., business models and competitive positioning; can speak in business language when applying professional expertise.
Financial Acumen: Use financial analysis to make decisions, evaluate opportunities and choices; know how financial decisions impact business success.
Previous employment: Previous employment with the following companies advantageous: Software vendors, NTT / DiData, Datacom, and similar.
Start-up / small company experience: Entrepreneurial style, forging new inroads into Enterprise and State Government.
Demonstrate the ability to have initial conversations with customers about customer pain points and be able to communicate that back to the team.
Role Requirements:
You will be required to travel to locations in this region, including, but not limited to, NSW, VIC, QLD, and New Zealand.
Use your skills, experience, and contacts to get introductory meetings with the appropriate roles in target accounts.
Establish and grow relationships with network operations, senior management, and security teams within assigned customers in target sectors that include, but are not limited to, the following: State Government: Health, Transport, NSW Police as well as ICT providers to state government departments.
Banking, Finance, and Insurance: QBE, IAG, Bank of Queensland, Macquarie Bank, AMP, Suncorp.
Health: Ramsay Health Care, Sonic Health, Healthscope.
Utilities: APA Group, Origin Energy, Essential Energy.
Managed Service Providers: NTT, Datacom, DXC.
Exceed bookings targets on a quarterly and yearly basis.
Develop and document a strategy, in collaboration with management, to exceed the quarterly and annual bookings targets.
Work closely with the Business Development Representative on key initiatives and campaigns that align with the strategy to exceed the quarterly and annual bookings targets.
Consistent execution of activities that drive direct business development, such as identifying key individuals and having direct meetings with those individuals, bringing in other team members as required.
Create and maintain detailed business plans.
Maintain the Customer Relationship Management customer and opportunity entries on a daily basis.
Strong familiarity with SFDC.
Working closely with the rest of your team, including SEs, BDR, management, and HQ.
Collaborate with Marketing to develop and execute marketing plans.
History of cold calling and willingness to network to do what is necessary to break into accounts.
Maintain and expand your sales, network assurance, and security solutions, industry, market, and competitive knowledge and skills.
Job-Specific Authority and Scope:
Generally works without consulting their manager; independent decisions are made daily.
No immediate direct reports, but territory could expand.
Business Travel:
If the candidate is located in Melbourne or Sydney, business travel of approximately 50 percent.
If located elsewhere, more travel is to be expected.
Preferred Education:
Bachelor's degree or global equivalent in an IT, business, or sales related field.
Working at NETSCOUT:
At NETSCOUT, our vision is to create a workplace where every individual feels valued, respected, and empowered to contribute their unique perspectives.
We strive to build a diverse workforce that reflects the communities we serve.
We also know that life at NETSCOUT is not just about what you will contribute, but what we will give back to you.
Besides the promise of interesting work in an exciting and ever-growing industry, NETSCOUT is committed to giving you opportunities to continue to learn and grow.
Employees are eligible for a variety of professional development opportunities to help them advance their skills and career.
We have heavily invested in our individual, management, and leadership training and development programs.
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