Vault Cloud is a rapidly growing Australian company that is dedicated to providing highly secure cloud services to the Australian Government and its partners. Founded in 2012, Vault is an Australian ASD certified cloud service provider to government agencies and Enterprise. Vault was the first cloud to be certified by the Australian Signals Directorate for classified systems and delivers a secure hyperscale technology platform driving agile digital transformation within organisations.
Bringing together scalable, flexible, open standards cloud with the highest level of security, privacy, governance, physical sovereignty and legal sovereignty, Vault accelerates critical systems to exceed stakeholder expectations and outcomes. Vault's cloud platform natively embeds security controls to meet the highest security requirements while providing extensive scalability, flexibility and remaining cost effective.
As part of the Vault Business Development team, you will be responsible for the identification of future opportunities, positioning the business to capture those opportunities and drive business unit growth and expansion within your assigned Territory. The overall objectives of this role are summarised below:
Identify, Qualify and Delivery incremental revenues for Vault and its partners where appropriate
Act as the first point of contact into new and established markets
Sourcing and developing relationships with new and existing clients
Fostering relationships with key industry partners i.e. Independent Software Vendors, Systems Integrators and Managed Service Providers
What you will do
Meet and exceed sales quota through outbound/ inbound leads, strategically selling the Vault propositions to new prospects in a consultative manner.
Responsible for full sales cycle from prospecting, discovery, education and thought leadership, solution proposal, negotiation and close. This includes proactively generating leads.
Responsible for accurately managing your forecast throughout the defined sales lifecycle in Salesforce.
Identifying and developing new opportunities in existing customers that are within your assigned territory.
Develop and maintain a clear understanding of your prospects business needs and how Vault services can enable current and future requirements.
Build cross functional relationships within the prospect in order to penetrate the account further through to C level engagement.
Engage with partners as appropriate leveraging the Vault Partner Sales team.
Develop and execute against a comprehensive account/territory plan
Lead executive level discussions and negotiations with prospects to a successful close
Negotiating complex multi-party deals and contracts
Conducting presentations for clients at senior levels
Managing the preparation of complex sales proposals, tenders, contracts and account plans
Managing multiple strategic initiatives simultaneously, interacting with a wide range of stakeholders, partners, clients and prospective clients.
What you require
Professional / Technical Skills and Knowledge
A well-documented and successful sales career having generated results from a subject matter specialist or business development roles.
Experience selling new products or services into new markets is strongly desired.
Experience in business development, particularly acquisition sales, and the sales processes and tools expected.
Professional Sales training and sales process knowledge (e.g. TAS, Strategic Selling, SPIN, Scotsman, Miller Heiman, etc).
Ability to manage clients at senior levels.
Proven experience in selling to various sectors.
Outstanding negotiation and communication skills and persuasive ability.
Experience developing, implementing and managing large solution and service sales.
Expert solution and industry knowledge coupled with the ability to deal with clients at all levels and translate client needs into a complete solution.
Creativity, ability to think laterally.
Excellent communication skills, both written and oral.
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