Senior Enterprise Account Manager - Federal Govt & NZ

Canberra, AUSTRALIA - Sales

Job Description

The opportunity

Denodo is growing!  And with growth, comes the opportunity to be part of that expansion and transformation.  Denodo is the world’s leading Data Virtualization vendor with an enviable marquee client list across almost all main sectors and strata. This includes Government Agencies and Departments, where policy making, operations, legislative adherence and security are heavily dependent on bringing data together, real time.  This is where Denodo steps in.

Job summary

The Denondo team is looking for an experienced senior federal government sales account manager to join us in Canberra, Australia. In this role, you will represent Denodo’s market leading solutions and services to the sector of strategic Australian and New Zealand federal and local departments and agencies. You'll determine the sales strategy and messaging appropriate for your market, and you will align the sales and customer success team with the strategy, to achieve the sales and customer objectives to those departments and agencies. 

You will work with local and international Denodo partners to influence superior data architectures and patterns that enable the Department to over deliver and the partner to build upon the success of the client engagement.

Duties & Responsibilities

  • Contribute to direct sales based on agreed criteria.
    • Penetrate and develop major strategic accounts and new prospects in chosen business segments. Perform sales presentations to those prospects, negotiate contacts, and close new business deals
    • Understand the client’s issues and objectives and map those to how Denodo can address them in a unique and powerful way.
    • Managed the client buying process including, presentations, business cases, proposals, winning the architecture and budgeting cycle, objection handling, problem solving and negotiating the closure of contracts.
    • Manage direct sales in assigned territory and typical enterprise sales metrics of pipeline creation, ratios, forecasting, closing business and expanding into new sectors.
  • Build a coalition of partners and network of Influencers to help grow your business
    • Identify appropriate partners to help Denodo’s sales in your market and work with them to influence and or resell Denodo.
  • Contribute to marketing strategies and plans to identify opportunities in the territory that lead to solid pipeline generation.
  • Work in a high trust, open, collaborative way with the various functions of the Denodo business to achieve the sales and customer targets.
  • Have a relentless focus on customer success.

Preferred Behaviours

  • Demonstrated collaborative, open and transparent teaming within cross functions of Denodo, but also partners and customers
  • Higher level of inquiry and curiosity
  • Preferred self learning and problem solving
  • Influencing skills
  • Able to build and retain trust
  • Strategic thinking and accountability to execution
  • Strong executive presence and communication skills

Why Join?

If you are passionate about data, passionate about the potential for organisations to better exploit their use of data, and be exposed to a growing set of cutting edge data technologies and applied practices. If you have a high emotional quotient and inquisitive nature and are looking for an employer to support these interests and motivations, then Denodo is the place for you. 






Desired Skills & Experience

  • 5+ years of results-driven enterprise software sales experience
  • Sales experience in the enterprise software market, dealing with middleware and with data and application integration solutions around ETLs, Data Warehouses, Data Bases, MDM, ESBs, BPM tools, and/or SOA suites
  • Good understanding of enterprise IT architectures and corporate data strategies and solutions. Fluent with data types and formats, data access and delivery modes, data and metadata management, web and cloud-based integration technologies, big data solutions, IT infrastructure deployment models, and enterprise-class architectural topics like performance, scalability, security and governance
  • Capable of managing all aspects of the sales cycle from cold calling prospects to negotiating enterprise-wide contracts
  • Ability to present technical concepts and business solutions clearly through demonstrations and proposals
  • Good organizational, prospecting and follow-up skills
  • Effective verbal and written communication
  • Bachelor’s degree in a business-related discipline, computer science or engineering with an MBA preferred, or equivalent work experience.

Employment Practices

Denodo is an equal opportunity employer and prohibits discrimination and harassment of any kind. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by applicable law. Denodo will provide reasonable accommodation to employees who have protected disabilities in accordance with applicable law


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