Job Family: Sales

Req ID: 427689

Who We Are

Brightly, a Siemens company, is the global leader in intelligent asset management solutions, enabling organizations to transform the performance of their assets. Brightly’s sophisticated cloud-based platform leverages more than 20 years of data to deliver predictive insights that help users through the key phases of the entire asset lifecycle. More than 12,000 clients of every size worldwide depend on Brightly’s complete suite of intuitive software – including CMMS, EAM and, Strategic Asset Management. Paired with award-winning training, support and consulting services, Brightly helps light the way to a bright future with smarter assets and sustainable communities. 

About The Job

We are seeking an experienced Account Manager with a proven track record in enterprise software sales. As an account director, you will be responsible for building and maintaining strong relationships with our clients, identifying new business opportunities, and driving sales growth – specifically focusing on selling our asset management software and services portfolio into our local government clients.

You will act as the main point of contact for assigned accounts, ensuring customer satisfaction, and maximizing revenue.

The ideal candidate will have a deep understanding of Australian local government procurement processes, strong relationships with government agencies, and a proven track record of driving sales growth in the software industry. Experience with asset management software is a plus.

The primary metric for success in this role is ARR bookings.

This role requires a strong understanding of SaaS sales, excellent communication and negotiation skills, and a proven track record of achieving sales targets. If you are passionate about technology and have a knack for sales in the Government space, this is an exciting opportunity to be part of a growing software company.

This position reports directly to the VP of Sales, APAC.

What You’ll Be Doing:

• Develop and execute a strategic sales plan to drive revenue growth within your territory

• Identify and qualify new business opportunities at your accounts, leveraging your existing network - as well as through market research, lead generation, partners, networking, and other outreach/prospecting activities

• Build and maintain strong relationships with key decision-makers and stakeholders within government agencies, understanding their asset management needs and pain points

• Collaborate with clients to understand their business challenges, goals, and requirements

• Deliver compelling sales messages that articulate the value of our software and services solutions in terms of relieving client technical and commercial pain

• Collaborate across a cross-functional team to develop proposals and solutions that align with clients' specific needs and requirements

• Lead the negotiation and closing of complex sales deals, ensuring mutually beneficial pricing, terms, and agreements for both the company and the client.

• Stay up-to-date with industry trends, government regulations, and competitors' offerings, providing market insights and recommendations to drive innovation and competitive advantage

• Achieve and exceed sales targets, consistently meeting or surpassing quarterly and annual bookings goals

What You Need :

Education

• Bachel or’s degree in Engineering, Computer Science, Business, or other relevant discipline required

Years of Experience

• Proven track record of success in software sales, with a demonstrated ability to meet or exceed sales targets

• Minimum 5 years of experience selling enterprise software with average deal sizes above $100k

Market Expertise

• Experience with fiscal budgeting, grants, and procurement at the local/state/federal government level

• Experience in infrastructure asset management

• Familiarity with public works departments, IT, finance, and/or asset managers at the local/county/state GOV level

Skills

• Proficient with enterprise sales process, techniques, and deal qualification frameworks such as MEDDPICC

• Experience with key account management

• Navigating a software sales process at the C-Suite level, in complex decision-making environments containing multiple decision makers

• Blend of technical and commercial skills

• Strong problem-solving skills and the ability to think strategically

• Excellent communication and interpersonal skills, with the ability to build rapport and establish trust with clients

• Self-motivated and results-driven, with the ability to work independently and as part of a team

• Ability to understand and articulate complex software solutions in a clear and concise manner

• Proven ability to work across organizational functions (product, R&D, marketing, finance) to define and operationalize revenue expansion strategies

• Proven track record of accurate sales forecasting, sales process management, and successful attainment of quota across multiple product lines, with average deal sizes over $150k

Location and Travel

• This position can be located anywhere in Australia, but you must be close enough to an airport to travel as required to meet with clients and attend industry events

• Melbourne is the preferred location

The Brightly culture

Service. Ingenuity. Integrity. Together. These values are core to who we are and help us make the best decisions, manage change, and provide the foundations for our future. These guiding principles help us innovate, flourish, and make a real impact in the businesses and communities we help to thrive. We are committed to the great experiences that nurture our employees and the people we serve while protecting the environments in which we live.

Together we are Brightly