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Department: Sales

Location: AU-Melbourne

Denodo is a leader in data management. The award-winning Denodo Platform is the leading data integration, management, and delivery platform using a logical approach to enable self- service BI, data science, hybrid/multi-cloud data integration, and enterprise data services. Realizing more than 400% ROI and millions of dollars in benefits, Denodo’s large enterprise and mid-market customers across 30+ industries have received payback in less than 6 months. For
more information, visit www.denodo.com.

 

We are a fast-growing, international organization with teams across four continents and we work with a cutting-edge technology, but that's not all we have to offer. At Denodo, we are like a family and it is of the utmost importance to us that we help support your professional growth every step of the way

Job Description

The Denondo team is looking for an experienced Sales Account Manager to join us in Melbourne, Australia. In this role, you will represent Denodo’s solutions and services to a market of strategic enterprise companies and government departments.

We are seeking talented candidates for this position with a proven track record of exceeding goals in enterprise software sales in at least the last five years. Candidates should show good knowledge of the data management, Business Intelligence or middleware software market in the region and superior communication and closing skills to sell subscriptions, and software services around different business uses and verticals.

The selected candidate will be working closely with experienced sales and marketing leadership and be supported by a strong technical team in an ideal, fast-paced, rapidly growing startup environment to grow professionally and go beyond expectations.

Job Responsibilities & Duties

  • 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

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.

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