Solution Sales Director - Entities Management, Australia

The Solutions Sales Director will play an instrumental role in driving revenue growth for Diligent for existing and new accounts for Diligents’ solutions. The Solutions Sales Director is a key decision maker with responsibility for larger, complex accounts with longer sales cycles. As a key member of the team, success in this position is measured by increasing the products used by existing customers, moving existing customers to the Diligent One platform and selling the Diligent One Platform to new customers. 

This individual contributor position is responsible for initial prospect/customer meetings, pipeline management and accurate forecasting through to deal completion. The Solutions Sales Director leads the strategic execution of account plans and orchestrates internal expertise to deliver on and grow accounts.

Providing coaching, guidance and support to Sales stakeholders is a key element of this position to enable team members to learn best practices. This position requires a commercially astute individual with a proven track record of success. The Solutions Sales Director embodies our culture and values and has demonstrated experience collaborating with stakeholders to realise shared goals.

• Demonstrates and maintains an expert level of technical knowledge in Diligent’s solution and specialised 
  products.
• Responsible for prospecting new and existing business within the designated vertical / territory for larger, 
  complex accounts with longer sales cycles
• Adopts a ‘solutions’ selling approach, understanding customer needs, and developing solutions through the 
  lens of the Diligent One Platform
• Leverages unique, strategic, industry-focused business insights and opportunities to create long-term, 
  competitive advantage for the customer.
• Expands strategic customer relationships to drive larger impact for the customer to promote growth into other 
  areas of the organisation.
• Proactively gathers feedback on additional needs, products, and features from customers, collaborating with 
  product management and product marketing to drive change on behalf of the customer.
• Develops strategic business/account plans for customers that drive business outcomes to generate new 
  business and upsells. Leads and coordinates a cross functional team on plan execution and drives 
  accountability to execute and deliver on account plans.
• Effectively manage the end-to-end sales cycle from opportunity to deal close using the Diligent approved 
  sales methodology.
• Effectively utilise sales tools to prospect new leads, schedule initial meetings, increase win rates and generate 
  bookings.
• Accurately maintain CRM records, forecast and report out on projected bookings, deals closed etc. on a 
  regular basis.
• Demonstrates deep expertise and understanding of the competitor landscape externally, including customers’ 
  business strategy and the direction of the industry.
• Collaborates and partners with Sales stakeholders to discover new and growth opportunities, qualify 
  opportunities and build pipeline.

• 10+ years of experience within the entity management space.
• Proven track record of success in account management and achieving revenue targets within the technology 
  or GRC industry.
• Ability to build and maintain relationships with diverse stakeholders at different levels of the organisation.
• Continuous learning, including a desire to develop knowledge and expertise in internal products, external 
  industry trends and the customer landscape.
• Strong communication, presentation and influencing skills.
• A high level of curiosity and empathy with the ability to understand a potential customer's context, issues and 
  pain points through effective questioning and listening.
• Self-motivated, results-driven, and ability to work in a fast-paced and dynamic environment.