Senior Sales and Accounts Manager

ABOUT TL CONSULTING

TL Consulting Group is an independent Australian professional services company established in 2008. We are focused on providing Technical IT solutions for Australia’s leading organisations. Originally established to address a lack of technical capabilities in the Testing domain, TL has evolved to offer a broad spectrum of specialist IT solutions and services leveraging on automation as our core asset to deliver benefits realisation.

Our expansion across the Australian market is evident through diversified clients, Professional Services capabilities and innovative service offerings aligned to Strategic Channel and Solutions Partnerships including GitLab, CNCF, Microsoft, Google, VMware Tanzu and Enov8.

POSITION PURPOSE

The purpose of this role is to:

Help drive growth through key relationships in region covering core accounts
Support ‘key clients & accounts’ that TL Consulting provide services too as well as growing channel partnerships in region.
Manage pre-existing Client relationships, including accountability for accounts in NSW (defined in the commission model/structure).
Deliver upon new business development opportunities outside of core accounts with a view to grow new accounts, from own network, for TL driving growth strategy in alignment with Sales direction.
Help support channel partnership growth through engagement with key partners supporting Sales leaders.
Provide leadership in Sales and Account Management.

KEY RESPONSIBILITIES

Building and maintaining client relationships through developing an intimate understanding of their business needs and aligning our solutions and / or services accordingly
Support and help manage consultants within your account portfolio. This will involve coordinating regular catch ups, acting as the primary escalation point and the main conduit between consultants and operations.
Working closely with technical resources in order to develop fit for purpose solutions for clients in response to proof of concepts, statements of work and tenders. This will include drafting and finalising responses.
Represent the business at industry events both locally and interstate as well as strategically plan and organise customer functions
Directly support the sales lifecycle namely in regards to pre-sales, account planning and management and delivery activities
Engage, coordinate, liaise with and manage internal and external partners, stakeholders and / or vendors in order to ensure the successful delivery of project outcomes.
Provide weekly and monthly account and status reports
Assist with training and mentoring as and when required
Perform other duties and / or initiatives as directed by the Sales Director in order to ensure the company’s success

Qualifications

Bachelor’s Degree in Business Management, ICT, Engineering or Technology
7 years + in Account Management and Business Development experience gained within and / or servicing the technology industry.
Experience in selling Cloud Native, DevSecOps, Data Engineering and Quality Assurance/Engineering opportunities (circa $2.5 – 3M Per annum + Annual Sales Revenue)
Experience working within a boutique Professional Services business and growing it extensively over a 2–3-year period.
Demonstrable experience building, growing and maintaining customer relationships.
Demonstrable experiencing growing an account from the inside out, delivering both top-down through executives and strong relationship building, delivering strong influencing and guidance to Clients about our strategic capabilities in areas including BFSI, NSW Government, Wealth, and Entertainment industries.
Experience working effectively with Channel partners and ability to influence pro-serve sales and drive growth in areas such as Cloud, DevSecOps, Software engineering etc.
Demonstrable experience supporting & directly contributing towards strategic business initiatives focused on increasing the business’s gross profit and revenue.

Skills

Demonstrable ability to communicate, present and influence key stakeholders at all levels of an organization, including C-Level executives, Directors, General Management & Head of Technology (HOT).
Excellent written and verbal communication skills with a demonstrated ability to manage and communicate up an across to secure buy-in and deliver solutions.
This role is hands on selling, we are seeking an individual who can lead from the front selling direct to end customers, to then use this field sales experience to help shape and execute a successful sales strategy that is diversified in nature, whilst being strategic attracting core growth accounts.
A team player who can liaise effectively with a diverse group of delivery teams to ensure a positive experience for the customer.
Lead negotiations, coordinates complex decision-making process, and overcomes objections to capture new business opportunities
Manage the sales lifecycle, including territory planning, deal reviews, gaining approvals, sales pipeline management and forecasting, deal closure planning.
Develop strategies for top accounts which maximize cross-sell and up-sell business opportunities
Excellent people skills. Ability to communicate with clients, management, team members and peers
Strong client focus; ensures effective relationships are in place with key client stakeholders to deliver that service
Committed to continuous improvement and delivering excellence in customer service
Works collaboratively with key stakeholders (both internal and external) to deliver effective and successful outcomes
Consistently achieves positive, concrete results through hard work and perseverance
Highly proactive. Chooses to take initiative and ownership of opportunities.