Account Executive, Enterprise Commercial

Customer and Executive Engagement Build and maintain trusted relationships with executives, business decision makers and technical decision makers across assigned customer organisations. Establish a regular Rhythm of Business with customer sponsors to review strategic priorities, business outcomes, solution value and return on investment. Develop stakeholder maps and engagement strategies covering key decision makers, influencers, sponsors and relevant partners.

Develop a comprehensive understanding of customers' business strategies, technology environments, industry trends and transformation priorities. Develop compelling value propositions, business cases, executive presentations and specialised business plans. Establish strategic priorities, determine where resources should be invested and maintain accountability across the account team.

Manage complex customer environments while balancing immediate sales priorities with long-term relationship and transformation goals. Establish clear success measures with customers and regularly assess progress against the agreed outcomes. Deliver revenue, consumption and business growth objectives across assigned accounts.

Identify, develop and progress new sales, cross-sell and upsell opportunities based on customer priorities. Apply consultative selling, negotiation, persuasion and storytelling skills to influence decisions and secure stakeholder commitment. Lead the development and execution of opportunity strategies, including customer engagement, positioning, partner participation and deal orchestration.

Use business and financial analysis, including return-on-investment considerations, to strengthen customer proposals. Maintain accurate forecasts, assess risks and implement actions to improve opportunity quality and predictability. Bachelor's Degree in Business, Technology, or a related field, or equivalent experience.

Typically 6+ years of experience in enterprise sales, account management, digital transformation, consulting, technology, or a related industry. MBA or Master's Degree in Business Administration is preferred. 3-5+ years of account management experience with enterprise or strategic customers is preferred. Proven experience managing complex enterprise accounts and executive-level customer relationships.

Experience driving digital transformation initiatives and business outcomes through technology. Demonstrated ability to develop and execute strategic account plans that deliver revenue, consumption, and customer success objectives. Experience leading complex sales opportunities and orchestrating cross-functional virtual teams across sales, technical, customer success, partner, and services organisations.

Experience in consultative selling, negotiation, stakeholder management, and executive communication skills. Ability to translate technology capabilities into measurable business outcomes, business cases, and executive-level value propositions. Experience collaborating with partners to develop joint solutions and accelerate customer outcomes.

Knowledge of industry trends, landscape, cloud technologies, AI, security, data, business applications, and modern workplace solutions..

Executive relationship development and stakeholder management Trusted-advisor and consultative engagement Account strategy, planning and execution Opportunity and deal orchestration Pipeline management, forecasting and risk management Business acumen and financial analysis Business-value selling and negotiation Executive presentations and storytelling Cross-functional team leadership Partner ecosystem collaboration Decision-making and problem-solving Clear written and verbal communication Organisational effectiveness and operational excellence