Enterprise Account Executive - APAC

Diligent (Sydney NSW, Australia) 26 days ago

The Company

Diligent is the pioneer in modern governance. We empower leaders to turn governance into a competitive advantage through unparalleled insight and highly secure, integrated SaaS applications, helping organizations thrive and endure in today’s complex, global landscape. The largest global network of corporate directors and executives, Diligent is relied on by more than 19,000 organizations and nearly 700,000 leaders in over 90 countries. With award-winning customer service, Diligent serves more than 50% of the Fortune 1000, 70% of the FTSE 100, and 65% of the ASX. Our passionate, smart, and creative group of more than 1,000 employees support customers around the globe.

Position Overview

As an Enterprise Account Manager, you are responsible for driving new sales and revenue with Diligent's existing strategic enterprise clients, through the development of strategic account plans, and building key relationships with senior client executives. role requires a strong focus on strategic account management, identifying and developing enterprise solution-selling opportunities and working with product specialist Sales, Customer Success and Marketing teams to close transactions and drive revenue growth. You will have strong relationship management and sales skills, be highly motivated, team-oriented and able to influence internal and external stakeholders to achieve client development and sales goals. Ultimately, you are responsible for the overall customer relationship management and revenue growth of Diligent’s largest and most critical clients.

Key Responsibilities

  • Prepare strategic account plans for each key account which will map organization plans, identify new sales/cross-sell/up-sell opportunities, develop tactical sales plans and map out current and future revenue projections.
  • Collaborate with Sales, Marketing, Finance, Operations, and Product leadership to develop specific account management plans to meet assigned accounts’ needs and an overall strategy to optimize sales and retention opportunities.
  • Collaborate with marketing, sales and product teams to share account knowledge and execute on account strategies
  • Initiate and deliver proposed solutions to C-Suite and Executive level clients across multiple levels and divisions, to meet the needs of the organization as it relates to the full suite of Governance Cloud products, as appropriate.
  • Meet or exceed monthly sales quota through identification and closing of incremental sales and revenue opportunities.
  • Use Salesforce to drive organization and management of leads, opportunities and relationship touch-points.
  • Work closely with Customer Success team to ensure successful roll-out, adoption, and on-going use of the product.

Required Experience/Skills:

  • Proven track record with 5+ years in direct client-facing sales roles focused on enterprise/strategic/key account clients within a software or SaaS product environment.
  • Proven ability to effectively demo and sell complex, multi-product solutions, and articulate Diligent’s value proposition to clients and their key stakeholders.
  • Excellent communication and influencing skills through verbal, written, and interpersonal presentation.
  • Ability to manage and generate revenue from existing customers through a conscientious and relationship-driven approach.
  • Good organizational skills with the ability to set priorities and be flexible in changing, fast-paced, and high stress environment.
  • Strong negotiation skills and competency in managing large service agreements across their lifecycle.
  • Experience producing client deliverables such as communications plans, SOP’s, strategic account plans, etc.
  • Ability to travel up to 20-30%.

FSLA Status: Exempt

Diligent offers a competitive compensation and benefits package, including health, vision, dental, 401k with a strong match, health club reimbursement and much more.

We are a drug free workplace, and an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religious creed, sex, national origin, ancestry, citizenship status, pregnancy, childbirth, physical disability, mental disability, age, military status, protected veteran status, marital status, registered domestic partner or civil union status, gender (including sex stereotyping and gender identity or expression), medical condition (including, but not limited to, cancer related or HIV/AIDS related), genetic information, or sexual orientation in accordance with applicable federal, state and local laws.

Enterprise Account Executive - APAC

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