Account Director
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Job Description
Account Director selling OneStream’s SaaS finance platform across Australian enterprise accounts. Growing renewals, expansions, cross-sell opportunities and strategic customer relationships.
Responsibilities:
- Sell OneStream SaaS solutions within a specified territory
- Manage and grow existing customer relationships through subscription renewals, expansion, uplifts and cross-selling
- Conduct strategic planning and account management across the designated sales territory
- Retain and grow the existing solution footprint and meet or exceed assigned quota
- Identify new sales opportunities within the existing customer base
- Introduce additional products or services to drive upsell and cross-sell opportunities
- Manage CRM knowledge transfer, sales pipeline and proposal preparation
- Grow pipeline through direct prospecting and business partners including Customer Success, Business Development, Marketing and Alliances
- Provide proactive, consultative guidance to customers
- Understand customers’ market position, products/services, differentiators and competitive landscape
- Present the OneStream value proposition through written, virtual and in-person presentations
- Prepare joint business cases aligned with customer objectives and OneStream solutions
- Develop and execute business plans to achieve sales targets
- Track and forecast sales opportunities accurately
- Ensure timely knowledge transfer across internal teams and external collaborators
- Assess customer needs through research, discovery sessions and solution demonstrations
- Prepare proposals and SaaS agreements
- Identify use-case expansion opportunities within customer accounts
- Prepare comprehensive proposals in response to client and prospect requests
- Model sales professionalism and potentially coach and mentor Sales teams
Requirements:
- Minimum 5-10 years’ experience as a sales manager, sales representative or related occupation specifically in B2B selling across Enterprise accounts
- Proven track record in hitting quota and retention targets
- Negotiation skills relating to renewals, upselling, cross-selling and solution add-ons
- Highly proficient in MS Office Suite and CRM systems
- Experience working consultatively with C-level customers on complex SaaS solutions
- Extensive customer service experience assessing and evaluating customer needs and satisfaction
- Exceptional oral and written comprehension, communication and presentation skills
- Experience demonstrating, promoting and selling products/services
- Knowledge and experience with marketing/sales strategy and tactics
- Knowledge of administration, business and management principles
- Experience with MS Office, SFDC and other analytical or project management tools
- Extensive experience working in a team environment
- Track record of exceeding revenue goals
- University Degree or College Diploma in Sales, Business Administration, Marketing or a related field (preferred)
- Prior sales experience in the software industry, especially CPM/EPM
- Experience with Salesforce (preferred)
- Working knowledge of Accounting, Finance and Corporate Performance Management
- Ability to build rapport with C-level executives and customers
- Highly organized and tech-savvy
- Ability to understand and react to customer needs
- Willingness to travel
- Flexible and adaptable
- Goal driven
- Must be legally authorized to work for any company in Australia without sponsorship
Benefits:
- Additional variable compensation
- Benefits may apply
- Multiple training opportunities
- Transparency around salary and benefits
- Strong culture and camaraderie
- Variety of project work (not industry specific)
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