Account Director - Government

Government Account Director

Brief Description

Are you looking to sink your teeth into a pivotal role within a growing Sales team? Are you excited by the tech space and want to join an innovative, market leading organisation? Do you want to work for a fast-paced global company? If the answer to these questions is yes, then we want to hear from you!

Summary

Smart Communications is looking for a talented Account Director to drive sales into the Australian Public Sector. The role is ideally based in Canberra, but we’re open to considering strong candidates located interstate, and will be supported by a team of pre-sales and partner salespeople.

Primary activities will include:

• Work closely with public sector team to create a strong pipeline of new business opportunities in net new names,
• Cross sell/upsell by identifying new opportunities for revenue generation in existing accounts.
• Working with the marketing operations and business development team/s to identify and drive effective campaigns specifically for your territory,
• Expansion of key verticals to focus efforts, creating appropriate value propositions
• Build and maintain relationships with government agencies and key decision-makers.

Candidates should be comfortable with AUD$250,000+ SaaS deal values and 6-9 month sales cycles, dealing with c-level business stakeholders, and IT contacts within target accounts.

About Smart Communications

Smart Communications is the trusted choice for regulated enterprises looking to modernize complex processes and connect with customers in the moments that matter most. Its Conversation Cloud™ platform powers frictionless, compliant, digital-first experiences through omnichannel communications, intelligent data capture, and secure digital archival. More than 650 enterprises worldwide—including Zurich Insurance, Priority Health, The Pacific Financial Group, and The Bancorp—rely on Smart Communications to reduce compliance risk, boost operational efficiency, lower costs, and fast-track digital transformation that fuels business growth and elevates the customer experience. With more than 30 pre-built connectors, Smart Communications’ cloud-native platform integrates effortlessly with the world’s most trusted enterprise systems including Salesforce, Guidewire, DuckCreek, OneSpan, and Pega, enabling more than 60 billion mission-critical customer conversations globally, and driving faster time to value. To learn more, visit smartcommunications.com.

The responsibilities of the role include:
Deliver revenue, and develop and manage your territory/sector to:

• Develop strategic plans to meet and exceed quota in annual software SaaS revenue
• Keep up-to-date on government spending, strategic initiatives, competitor activity, and the company's value propositions and product offerings. Build understanding and knowledge of Smart Communication’s competitive advantage within the sector and be fully confident presenting and demonstrating this to prospects and partners, as well as internally within Smart Communications.
• Develop new business opportunities through specific marketing campaigns/seminars using extensive market knowledge and leveraging our partner network.

Demonstrate strong communication and collaborative working skills by being able to:

• Contribute to Smart Communication’s partner strategy in the sector, communicating the value proposition and building productive relationships to develop revenue generating opportunities.
• Map and build senior level relationships across the public sector and partner organisations.
• Partner effectively with internal teams, such as pre-sales, professional services, partner sales, and support to ensure that the needs of prospects and customers are met, both during the sales cycle and through their lifetime as a Smart Communications customer.
• Ensuring Smart Communication remains ahead of the competition by sharing competitive knowledge acquired.

Effectively manage sales processes to mitigate risk to Smart Communication, including:

• Supporting the commercial & legal negotiation process in partnership with Smart Communication’s commercial and legal representatives.
• Managing all stages of the bid process, using Smart Communications’ resources in the most effective way.
• Maintaining accurate account, contact and opportunity records in Salesforce.com on a weekly basis, and provide accurate forecasts.

Be an active team member of the global Smart Communications team by:

• Participating in Smart Communications company initiatives.
• Familiarising yourself and complying with company procedures.
• Always being an advocate for Smart Communications.

Performance Indicators:

• Constantly meet and exceed financial revenue targets.
• Build and maintain a sales pipeline providing a foundation to exceed fiscal revenue targets.
• Develop a marketing plan with Smart Communications marketing and telemarketing groups.
• Accurately forecast using Salesforce.
• Maintain Account plans for major opportunities and target accounts.
• Maintain positive 360’ feedback from Smart Communications colleagues.
• Demonstrate strong product and competitive knowledge.

What we’re looking for:

Must have skills/experience:

• Proven track record selling high value SaaS solutions and/or software licenses
• You will have a strong understanding of the Australian public sector and will focus on key strategic accounts and partners that have a strong presence in this space
• It would be highly advantageous to have a good understanding of one or more of the following:
  • XM, CCM, ECM & BPM Solutions
  • Web and Mobile Content Management
  • CRM (One to One marketing, 360’ view of a customer etc.)
  • Document Composition Solutions and general CCM market drivers
• Proven success in building relationships with key influencers and the ability to leverage his/her sector network in both the Partner and Prospect communities.
• Proven ability to interpret client’s business requirements into a Smart Communications solution using ROI to create compelling events that will drive buying decisions.
• A track record in building and growing business in Australia and, ideally, the wider ANZ region
• Excellent presentation, verbal and written communication skills.
• Ability to demonstrate solution and talk through highlights of the systems architecture.
• Consultative sales approach with an inspirational ‘Can do / Will- do’ attitude.
• Comfortable with Salesforce and solution selling, Target Account Selling (TAS) and/or other sales methodologies.

We look for the following SMART values in everyone we hire at Smart Communications:

• Speak Openly - We are positive, creative, helpful, kind and we have fun. We listen and provide constructive feedback. Through meaningful conversations we encourage each other to be the best that we can be. We’re not complainers we’re problem solvers.
• Make a Difference - We focus on the things that matter and prioritize the things that have the greatest impact. We celebrate success and hold ourselves accountable for our choices. We don’t sit on the sidelines.
• Agile & Flexible - We are focused on evolving, improving and growing. We think differently and challenge the status quo with open minds. We ask ‘why?’ so that we can help remove complexity. We don’t allow hurdles to get in our way.
• Results-Focused - We get stuff done by being efficient, working at pace and paying attention to detail. We focus on finding solutions and fixing things. We don’t believe in being busy for the sake of being busy, we focus on productivity.
• Teamwork - We are stronger and better together. We collaborate, trust and support each other to deliver results for our company and our customers. We don’t want anyone to feel disengaged, we’re in this together!

What’s the deal?

We will provide you with the tools, equipment and support to give you the best possible chance of success and over-achieving your goals. Salary will depend on your experience and will be highly competitive!

In addition to a friendly, flexible and fun working environment, we provide a range of other benefits, including vision benefits, subsidised gym membership, 20 days holiday allowance and an additional day off for your birthday!

Located in the heart of the city in Sydney, Canberra and Brisbane our offices are a friendly, tight-knit environment that house our APAC Sales, Marketing, Technology, Customer and Corporate teams. This role can be based at either our office locations or remotely with travel required.

So, if we interest you, please let us know by applying for this position and tell us all about yourself.

Please note: we only consider applicants with current legal right to work in the countries in which our positions are based. All qualified applicants will receive consideration for employment regardless of race, colour, religion, sex, national origin, sexual orientation, age, disability, marital status or gender identity.

To learn more about Smart Communications visit:

https://www.smartcommunications.com/

About Smart Communications

Smart Communications is a leading technology company focused on helping businesses engage in more meaningful customer conversations. Its Conversation Cloud™ platform uniquely delivers personalized, omnichannel conversations across the entire customer experience, empowering companies to succeed in today’s digital-focused, customer-driven world while also simplifying processes and operating more efficiently.

Smart Communications is headquartered in the UK and serves more than 650 customers from offices located across North America, Europe, and Asia Pacific. Smart Communications’ Conversation Cloud platform includes the enterprise-scale customer communications management (CCM) power of SmartCOMM^TM, forms transformation capabilities made possible by SmartIQ^TM and the trade documentation expertise of SmartDX^TM. In 2021, the company acquired Assentis, a leading European software solutions provider specializing in customer communications management (CCM) with a focus on the financial services industry. To learn more, visit smartcommunications.com.