Federal Account Director - Fivecast

About the role:

The Federal Account Executive will expand our client-base and be responsible for implementing an effective business development & customer acquisition strategy - including identifying new markets, leads & opportunities and increasing the level of customer engagement to hit a revenue target.

Responsibilities:

Implementing the APAC sales and business development

• Work with CEO and VP APAC to implement the sales and business development strategy.
• Maintain a strategic view of the APAC customer, partner and competitive landscape
• Drive business growth and expansion into different markets and geographies

Undertaking business development & sales activities with key customers and channel partners

• Identify key customers in the Australia and international law enforcement, national security, defense & corporate security sectors for Fivecast products and services
• Identify end-user groups/divisions within the customers
• Identify key contacts in the customer organisations
• Identify key use cases and requirements for the customers
• Qualify customer opportunities.
• Engage with customers to secure product and capability demonstrations for Fivecast
• Engage with customers to secure, monitor, track and review Fivecast product trials
• Engage with customers to secure sales of Fivecast product and capabilities
• Manage the Fivecast APAC customer opportunity pipeline, including the development and execution of customer capture plans
• Identify and engage with key customer influencers (eg thought-leaders, professional associations etc) to promote Fivecast in the APAC law enforcement, national security and defense sectors.
• Build long-term relationships with new and existing customers and partners
• Grow existing customer user base through direct and channel sales
• Provide trustworthy feedback and after-sales support
• Update the customer relationship management (CRM) system
• Maintain the relevant sales forecast

Thought Leadership

• Working with the marketing team and external consultants to build thought leadership around Fivecast
• Represent Fivecast at conferences as a delegate or exhibitor

Product demonstration and training

• Maintaining a strong user understanding of Fivecast software and its key features.
• Work with the presales team to provide software demonstrations to potential customers, as required.

Skills and Experience

Essential Criteria:

• Australian citizenship and eligibility to option NV1 clearance
• Must live in Canberra, ACT
• Must have 5+ years experience selling to the Federal government
• A proven track-record in enterprise software sales in the Australian Federal government sector
• Excellent communication and stakeholder management skills
• Demonstrated history of over-achieving sales targets and earning 100% club awards
• Highly regarded and well-connected within the law enforcement and national security sector

Desirable Criteria:

• Recent experience selling to the Federal Government including defense, law enforcement and national security
• Current list of contacts in federal and state law enforcement and ability to leverage your network to bring revenue to Fivecast.
• Understanding of application of open source intelligence and risk assessment
• Understanding of investigation and intelligence practices in law enforcement and national security agencies in Australia