Strategic Account Executive

Reporting to the ANZ Sales Director, this role is a field-based position with ownership of an assigned New Zealand territory. The role is focused on growing a substantial existing customer base and winning a focussed set of key prospect accounts in the New Zealand market.

You will be supported by an Auckland based Sales Engineer, Customer Success Management, Sales Development, and Marketing. You will work across existing customers and target prospects to drive strategic growth initiatives, deepen executive engagement, and deliver strong business outcomes. Face-to-face engagement with customers, prospects and partners is a key component of the role.

You will:

• Create, implement, measure and review a territory plan that drives achievement of performance goals aligned to the regional sales strategy.
• Grow existing customer relationships and identify expansion opportunities aligned to strategic business initiatives, working alongside the Customer Success Manager.
• Prospect into a specific group of ICP prospective customers and build engagement by conveying clear business outcomes to executive, business and technical stakeholders.
• Collaborate closely with your Sales Engineer to shape account strategy, align technical and business value, and deliver compelling customer and prospect engagements throughout the sales cycle.
• Navigate complex, multi-stakeholder sales cycles and negotiate and close strategic contracts.
• Travel primarily between Auckland and Wellington to visit customers and progress opportunities.
• Prepare indicative subscription pricing and customer offers, including broader opportunities such as training, professional services and RFP responses.
• Report on sales activity and forecasts to management.
• Work collaboratively with internal specialists and partners, including system integrators and advisory firms, as a core part of our go-to-market model.
• Provide customer feedback to marketing, customer success, product management and engineering teams, and contribute to the planning and execution of regional marketing events.

You have:

• Significant quota-carrying experience selling enterprise software or SaaS solutions.
• A strong record of meeting or exceeding quota in complex, multi-stakeholder sales cycles.
• Experience growing substantial existing business while also landing new logo opportunities in a defined target market.
• Experience prospecting into large enterprise customers and conveying business outcomes to drive engagement across the business.
• Strong executive selling and negotiation skills, with the ability to engage senior business and technical decision-makers.
• Strong proficiency with sales and collaboration tools.
• Experience working with partners as a core part of the go-to-market motion, including system integrators and advisory firms.
• Experience selling into large enterprise environments, with relevant industry exposure such as Financial Services, Telco, Government and Airlines.
• Identity experience is not required, but is a benefit.