Job Title: ICT Account Manager

Company: Broadbean Pty Limited

Department: Sales

Supervisor’s Title: Director, Sales

Location: Sydney, Australia

Salary Range: $83,000 - $90,000

OTE: $120,000 – 140,000

Role open Date: 22 November 2023

Role closing Date: 20 December 2023

Summary of the Job:

The ICT Account Manager is responsible for overseeing client accounts for the entire sales process. They serve as the key point of contact, maintain client satisfaction, handle account renewals/ upsells and help clients strategize to meet their needs.

Essential Responsibilities:

• Manage the entire sales process from prospecting to close using consultative sales methods.
• Managing a portfolio of over 150 clients spread across the APAC region
• Maintain a high level of sales activity.
• Build a healthy opportunity sales pipeline to achieve and exceed monthly/annual sales quota.
• Drive the entire sales cycle from initial customer engagement to closed sales.
• Prospect for potential customers using various direct methods such as calling and face to face meetings, and indirect methods such as networking.
• Qualify prospects against company criteria for ideal customers and sales.
• Consult with prospect about business challenges and requirements, as well as the range of options and cost benefits of each.
• Maintain a high level of relevant domain knowledge in order to have meaningful conversations with prospects.
• Make presentations to executive leadership/decision makers.
• Draft and deliver proposals.
• Work with technical staff, product specialists and customer service where required to address customer requirements.
• Run Quarterly Business Reviews with customers.
• Develop and maintain key account plans that identify opportunities for company to deliver value, strategic motivators, main stakeholders, buying processes and forecasted sales.
• Provide forecasts on best case and most likely sales volumes over relevant time periods.
• Provide feedback to sales management on ways to decrease the sales cycle, enhance sales, and improve company brand and reputation.
• Provide feedback to company management on market trends, competitive threats, unmet needs, and opportunities to deliver greater value to customers by extending company offerings.

Required Experience, Knowledge and Skills

• Minimum 3 years B2B sales experience in a SaaS environment
• Demonstrated experience working with senior stakeholders across HR, Talent Acquisition and Procurement
• Demonstrated experience working with a HRIS Organisation or similar is essential.
• Demonstrated experience working an online Job Board or similar is essential.
• Strong time management skills with demonstrated experience in managing a high volume of client accounts
• Proficiency with Microsoft Office Applications (Outlook, Word, Excel, etc.)
• Good interpersonal skills
• Positive attitude and willingness to learn
• Excellent written and verbal communication skills - both phone and email
• Experience with conceptual sales, solution selling and value-based selling.
• Exposure to HR software would be an advantage.
• Track record of overachieving sales target.
• Able to self-motivate and work independently.
• Ability to effectively manage time, prioritize tasks and work within deadlines.

Supervisory Responsibilities:

• No

Education:

• Minimum Degree

Minimum Years of Experience:

• Minimum 3 years of B2B sales experience