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MEL or SYD-based Sales Account Executive

Position Description
The Account Executive’s primary responsibility is to drive sales revenue in the assigned territory and develop the pipeline and foundation for future growth. The Account Executive will target new business through up-selling to current customers and through channel partners for the Australia and New Zealand (ANZ) territory. The Account Executive will define the territory strategy and be empowered to execute it. This is a strong leadership role and requires individual excellence to demonstrate this on a situational and strategic basis. The Account Executive will report to the Sales Director for ANZ.

Primary Responsibilities

• Build and execute a territory plan to achieve territory revenue target
• Utilise internal resources to sell effectively at all levels of the client organisation
• Build foundations for future revenues
• Monitor and record all sales related activity for each account or prospect in Salesforce.com
• Work in harmony with the company executives and management to achieve company’s objectives.
• Maintain an awareness of accounts, partners and industries from which to leverage strengths as appropriate
• Work with partners to promote and evangelise ClickSoftware solutions
• Participate in trade shows, events, training, and outings
• Follow process for managing qualification and distribution of leads from channel partners such as SAP
• Manage and up sell to current customers that are assigned to the Account Executive
• Ensure partners meet their target and revenue goals, as detailed in their business plans

Required Skills/Experience

• 5 years’ sales experience selling through/ with channel partners. Experience working with large software vendors (e.g. SAP) is preferred.
• 3 years’ experience in generating revenues by up-selling to current customer base.
• Knowledge of the channel sales process and demonstrated success in establishing new partner relationships and evaluating existing channel partners
• Proven over achiever in enterprise sales, including licenses and professional services sales
• Dynamic, self-motivated, creative thinker with an appreciation of corporate goals
• Experience in either WFM, CRM or ERP preferred
• Bachelor’s Degree in Business or other related field preferred
• Articulate, confident, self-aware and personable character
• Requires approximately 50% travel primarily in ANZ
• Ability to link client business needs and reframe the way the client views their business
• Experience with business application sales in a complex selling environment selling directly and through strategic partners
• Proven ability to build a strategic and concise territory plan with demonstrated execution according to the plan
• Experience in using Salesforce.com experience
• Excellent oral and written communication skills, including strong presentation skills
• Strong organizational and time management skills
• Ability to travel as needed to establish and maintain partner relationships and to attend trade shows both locally and nationally