Executive - Strategic Accounts, Energy/Utilites, SEA

Our client is the world’s leading supplier of enterprise software and services for asset intensive industries such as energy, mining, public infrastructure and transportation and they bring more than 120 years of experience delivering enterprise solutions specifically designed to support the needs of global companies in asset-intensive industries.

The primary responsibility of this role is to achieve an agreed revenue targets or sales quotas for software and services by identifying, qualifying and winning sales in the nominated territory, while maintaining high levels of customer satisfaction. 

Key results areas and accountabilities 

The role is accountable for the following activities:

• Create, develop and implement a go-to-market strategy for the nominated territory, utilising a strategic understanding of the territory and specific strategic accounts in the territory to develop new business opportunities and manage and grow existing revenue streams;


• Identify, qualify, win and sustain new business where results are based on designed and planned actions and the application of significant market understanding;


• Identify, qualify and win depth and breadth of additional business (new software and services revenues) within the nominated territory;


• Demonstrate and maintain an expert understanding of new and existing solutions offered by Client and the business value these solutions will drive;


• Working closely with accounts within the nominated territory to determine their present and future needs and gain a strong understanding of their objectives, buying criteria and decision making processes;


• Forming long term business partnerships in order to leverage revenue from these relationships and promote Client as a quality supplier, with the aim of achieving and maintaining "preferred" supplier status;


• Maintaining call rates to assure contact across the nominated territory and the ecosystem of suppliers and stakeholders with influence in the account;


• Acting as the main interface between customers and Client to ensure an optimal level of service is provided at all times;


• Proposing suitable products, services and upgrades in order to maintain and grow revenue for Client;


• Conducting and facilitating solution presentations and coordinating the preparation of sales proposals, tenders/bids and contract documents;


• Negotiating commercial agreements in accordance with Client policies;


• Maintaining up to date records about all accounts and sales opportunities in the corporate CRM system and enforce a high standard of accuracy and completeness across the sales team;


• Provide a weekly sales forecast across all lines of business for the current fiscal quarter and full year;


• Establishing and maintaining complete Opportunity and Account Plans in accordance the sales methodology and tools in use at Client;


• Work effectively with key internal departments to achieve objectives, including Pre-Sales, Marketing, Consulting, Managed Services, Global Customer Support, Research and Development, Legal and Finance;


• Liaising with technical support staff regarding technical issues to ensure client retention and continued business;


• Manage overall customer satisfaction by developing direct relationships with stakeholders in key customer accounts, and acting as the first point of escalation for customers as issues arise

The key performance indicators for this role are:

• Achievement of annual primary and secondary revenue targets as detailed in the role’s individual Sales Commission Plan;


• High levels of customer satisfaction;


• Professional and ethical conduct aligns with Policy and Code of Conduct.

• Extensive direct sales experience in the enterprise software market with a track record of sales achievement;


• Expertise in articulating the business value of products, services and solutions to specific target industries and customers.


• Direct experience with, and knowledge of, large, complex enterprise software solutions


• Highly developed commercial expertise and knowledge with an expert ability to successfully lead complex commercial negotiations on behalf of the company.


• Proven expertise and experience successfully developing and executing a go-to-market or other business and sales strategy to win new business and expand existing business.


• Proven ability to build a professional network of contacts at all levels within customer accounts and the broader marketplace;


• An ability to work in a large and complex organisation and to leverage all parts of the organisation effectively to achieve goals;


• Proven ability to work independently to develop and drive market strategy and manage and grow business


• Proven track record of achieving and exceeding sales growth targets


• Experience in cross border, cross cultural workplaces working in a global matrix organisation


• Bachelor's Degree,  (MS/MBA, a plus)


• C-level presence with a high level of diplomacy