Job Description

• A flexible vacation plan of up to 45 days per year
• $750 a year Wellbeing Allowance
• Unlimited professional development books, E-books, podcasts
• Substantial bonus payments for a number of life events including pet adoption, wedding/civil ceremony, new family, retirement
• Employee, friends and family discounts across hundreds of retail, hospitality, and lifestyle brands

Key Responsibilities

• Manage an existing portfolio of Enterprise clients including many of Australia’s leading organisations in addition to well known global businesses
• Own key account milestones in partnership (including quarterly account reviews) with Customer Success to position yourself as a strategic and consultative partner to current clients
• Managing renewal conversations in partnership with the Client Success team including direct commercial management of renewal discussions and negotiations
• Delivering a consultative sales and service approach with a focus on adding insights aligned to solutions to key business challenges, identified through a detailed discovery process
• Partnering with Client Success Managers, Marketing and Sales team to develop a  strategy for your territory and increase upsell lead generation, qualification, and conversion
• Delivering quality and consistency in all sales calls, online and face-to-face sales presentations
• Delivering insights and engaging clients into a business conversation about solutions to their unique business challenges.
• Storytelling via live platform demonstrations and client case studies
• Developing tailored solution-focused documents for cross-sell or renewal opportunities  including proposals, executive summaries, RFP/RFI’s, and specific prospects demonstration sites, aligned to business challenges
• Collaborating with our Client Success, Marketing, and Sales team to demonstrate existing client case studies and implementing strategies to bring the voice of the customer to life throughout the sales process
• Managing your sales funnel with the implementation of strategies to address key friction points and improve momentum and sales conversion rates including developing effective win strategies for each opportunity in your pipeline
• Negotiating commercial and contract terms in conjunction with your Sales Director/Head of Legal
• Identifying opportunities to build out your client network including attending and hosting HR-specific events
• Maintaining an up-to-date accurate forecast and pipeline that is aligned with RG global forecasting best practices

Skills

• Proven capability of owning all aspects of the sales cycle with the ability to uncover, qualify, develop and close existing client opportunities specifically in a B2B Enterprise or upper Mid Market SaaS sales environment.
• Proven success in client retention, renewal and expansion of an existing mid market or upper mid market customer portfolio where you can evidence success of working to net revenue retention, expansion revenue and renewal targets.
• Experience of operating within a highly consultative sales cycle, including influencing and negotiating with C-suite executives within a desirable/optional solution sale.
• Experienced in mapping, forming and growing influential relationships with key stakeholders at the executive and C Suite level within mid market/upper mid market organisations. 
• An engaging storyteller with very strong presentation and written communication skills. 
• A proven innovator with a strong bias for action and the ability quickly adapt to change in a fast paced environment.
• Excellent collaboration skills, with experience of working within a team and with cross-functional teams to support and leverage growth.
• An ability to demonstrate ‘delight your customer’ with a customer centric focus on building strong, profitable relationships and delivering value through being a credible, trusted advisor.
• An ability to demonstrate success ‘owning it’, developing tools and strategies to address sales friction points and increase deal velocity and momentum in longer sales cycles.

The Interview Process

• Telephone interview with a member of our Talent Acquisition Team 
• 1st stage online interview with our Sales Director, Australia and Head of Sales
• Final stage face-to-face  interview and ‘pitch style’ presentation assessment with our Sales Director, Australia, Head of Sales and our APAC Managing Director