Regional Account Director, Australia and New Zealand (Remote Sydney)
Anomali
Sales & Business Development
Sydney, Australia
Posted on Wednesday, November 23, 2022
Objective:
We are currently looking for talented and passionate Regional Account Director to join our APJ Team. Anomali has experienced explosive growth over the past 18 months and are looking to expand our team immediately. We are known for having an upbeat and healthy, dynamic environment with a culture focused on career growth, success and winning! Our business model allows our sales teams to manage the full life cycle of our customer engagement. We do not cap commissions!
The primary responsibility is for the go to market strategy for the territory (Key named enterprise accounts within the Australia and New Zealand (Based in Sydney or Melbourne)) and grow the revenue of Anomali’s security solutions into enterprise organizations within an eco-system of channel and technology partners).
Job Description
Responsibilities:
o Establishes productive, professional relationships with key personnel in partner accounts.
o o Assist in developing a regional territory go-to-market plan with the Regional Director, N.Europe, incorporating a sales, marketing and channel plan with execution milestones.
o Although initially a ‘new business hunting’ enterprise sales role, the Regional Account Director will work in close partnership with an established and very experienced Team who is already based in the Australia and New Zealand (Based in Sydney or Melbourne) to support this role.
o Actively participate in all areas of the regional business. Build and drive the sales motion for the territory, establishing and maintaining all client and channel relationships.
o Above all else, be accountable for results to exceed sales targets for the territory on a regular basis.
o Represent Anomali as a figurehead for the territory. Evangelize to the market and partners. Host key industry and Anomali events for the territory.
o Work closely with our strategic customers to be their advocate in Anomali for additional needs, identifying new business opportunities, and ensuring smooth and on-time renewals.
o Work with the customer success team to develop strong regional Anomali customer advocates who can be an important part of our sales motion / GTM and create up-sell.
o Travel as required across the territory, either working directly with end-users or with channel / eco-system partners. This could include regular planned trips within the territory.
o Build and communicate consistent, accurate forecast information weekly, monthly and quarterly, giving the SVP APJ excellent visibility into the territory’s pipeline.
o Develop an Anomali eco-system within the territory with key decision makers, influencers and partners. Find and develop ‘lighthouse accounts’ for the territory.
o Work closely with the channel team to evolve the partner channel both in terms of select SIs, VARs, distributors and technology partners to drive maximum value and incremental pipeline growth for the territory.
Accountabilities & Performance Measures
o Exceeds assigned sales quotas in designated territory.
o Responsible for the development and performance of all sales activities in assigned markets.
o Provides accurate reporting and forecasting for the territory.
o Establishes plans and strategies to expand the customer base in the territory.
Organisational Alignment
o Reports to Stree Naidu SVP and GM of APJ
Qualifications
Required Experience
o Minimum of 5 years of direct enterprise cybersecurity sales / regional management experience in ANZ
o Proven track record in significant over-quota achievement and demonstrated career stability in enterprise sales.
o Experience of selling into several verticals, especially financial services.
o Successful in driving growth in the region of at least 30% y/y consistently, preferred.
o Full life cycle solution selling. Experience with SaaS enterprise security products preferred.
o Strong and systematic experience in selling 6 & 7 figure deals
o Domain experience in preferably Cyber Threat Intelligence but alternatively cyber related domain experience in SIEM, SOC, Big Data, Cloud, SOAR, NDR or EDR.
o Experience in a fast growth or pre-IPO business in a similar phase of growth to Anomali.
o Proven and consistent hunting skills, 5 + years in an enterprise hunting / closing new business role is required. Experience in target account selling strategy.
o Proven ability to generate 3x pipeline and strong closing skills.
o Salesforce experience preferred.
o Bachelor’s Degree in business or technical domain is required.
Required Skills
o Ability to connect with all individuals at all levels, C-Suite to analyst.
o Consultative sales approach – ability to uncover value by identifying customer pain points and understand information security concepts and approaches. Experience of value selling methodologies.
o Gravitas – needs to be comfortable dealing with CISO level engagements and have an extensive existing network of enterprise cybersecurity contacts within the territory within the end-user but also within the channel / ecosystem.
o Strong work ethic, ability to adapt to rapidly changing environments, self-starter, high energy, passionate mindset.
o Curious / strong desire to self-learn new technology and ramp quickly.
o Entrepreneurial and creative business approach.
o Strong but balanced personality with high integrity and work ethic, checked ego, non-political, ability to self-analyse and self-motivate. Positive energy, collaborator, winner attitude. Brings solutions, not problems.
o Strong relationship builder externally and internally.
o Enthusiastic and effective communicator. Excellent presentation skills (oral and written) for communication of complex solutions, business benefits, customer journey, and more. Excellent written and verbal communications skills.
o Strong public speaker – track record of speaking and evangelizing at industry events.
o Strong negotiation skills, including managing legal contract negotiations.
o Strong pipeline management and forecasting skills.
o Analytical – data-driven in approach to decision making.
Environmental Job Requirements &Working Environment
o Languages: English (fluent oral and very high standard in written).
o Travel as necessary to develop the territory to end users, channel partners, marketing events.
o Occasional travel out of territory to attend corporate events / training events and company kick-offs.
Equal Opportunities Monitoring
It is our policy to ensure that all eligible persons have equal opportunity for employment and advancement on the basis of their ability, qualifications and aptitude. We select those suitable for appointment solely on the basis of merit without regard to an individual's disability, race, religion, sex, age or sexual orientation. Monitoring is carried out to ensure that our equal opportunity policy is effectively implemented.
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