Federal Account Director

The Federal Account Executive will expand our client-base and be responsible for implementing an effective business development & customer acquisition strategy – including identifying new markets, leads & opportunities and increasing the level of customer engagement to hit a revenue target.  

Responsibilities:

Implementing the APAC sales and business development 

• Work with CEO and VP APAC to implement the sales and business development strategy.  
• Maintain a strategic view of the APAC customer, partner and competitive landscape 
• Drive business growth and expansion into different markets and geographies  

Undertaking business development & sales activities with key customers and channel partners  

• Identify key customers in the Australia and international law enforcement, national security, defense & corporate security sectors for Fivecast products and services 
• Identify end-user groups/divisions within the customers 
• Identify key contacts in the customer organisations 
• Identify key use cases and requirements for the customers  
• Qualify customer opportunities.  
• Engage with customers to secure product and capability demonstrations for Fivecast 
• Engage with customers to secure, monitor, track and review Fivecast product trials  
• Engage with customers to secure sales of Fivecast product and capabilities 
• Manage the Fivecast APAC customer opportunity pipeline, including the development and execution of customer capture plans 
• Identify and engage with key customer influencers (eg thought-leaders, professional associations etc) to promote Fivecast in the APAC law enforcement, national security and defense sectors.  
• Build long-term relationships with new and existing customers and partners 
• Grow existing customer user base through direct and channel sales 
• Provide trustworthy feedback and after-sales support 
• Update the customer relationship management (CRM) system 
• Maintain the relevant sales forecast  

Thought Leadership  

• Working with the marketing team and external consultants to build thought leadership around Fivecast  
• Represent Fivecast at conferences as a delegate or exhibitor  

Product demonstration and training 

• Maintaining a strong user understanding of Fivecast software and its key features.  
• Work with the presales team to provide software demonstrations to potential customers, as required.  

Skills and Experience 

Essential Criteria: 

• Australian citizenship and eligibility to option NV1 clearance 
• Must live in Canberra, ACT 
• Must have 5+ years experience selling to the Federal government 
• A proven track-record in enterprise software sales in the Australian Federal government sector 
• Excellent communication and stakeholder management skills   
• Demonstrated history of over-achieving sales targets and earning 100% club awards 
• Highly regarded and well-connected within the law enforcement and national security sector  

Desirable Criteria: 

• Recent experience selling to the Federal Government including defense, law enforcement and national security 
• Current list of contacts in federal and state law enforcement and ability to leverage your network to bring revenue to Fivecast. 
• Understanding of application of open source intelligence and risk assessment   
• Understanding of investigation and intelligence practices in law enforcement and national security agencies in Australia