ICT Account Manager

Work Location: Remote (based in Melbourne)

Qualifications & Skills Required:

• A Bachelor’s degree or higher in a relevant field such as Sales, Marketing, Computer Science, or Information Technology
• A minimum of one year of relevant work experience in ICT account management, ICT sales, or a closely related role
• Demonstrated experience in client relationship management, ICT product/service sales, and business development
• Excellent communication, presentation, and negotiation skills
• Strong problem-solving skills and commercial acumen to align solutions with business needs

Wire8 Digital is seeking an ICT Account Manager to join their team. The ICT Account Manager will identify, engage, and convert potential clients within a defined target market segment, laying the foundation for long-term business relationships.

The ICT Account Manager will interact with Chief Information Security Officers, IT Risk Managers, and Chief Information Officers across commercial organisations and local government entities with 500 or more seats.

Internally, the ICT Account Manager will collaborate closely with Directors, Technical Leads, and Sales Development Representatives (SDRs), leveraging their knowledge, energy, and drive to exceed sales targets and contribute to a collaborative team environment.

The ICT Account Manager will be responsible for managing up to 50 named accounts.

Main Duties/Responsibilities:

• Outbound hunting - you will categorise your potential market for your outbound cold call activities. Your primary solution is VMDR and Risk Operations (Qualys), and your secondary solutions are PKI Lifecycle (Keyfactor), TPRM (SecurityScorecard or Black Kite), Microsoft E5 implementation and 24/7 MDR (CrowdStrike and Sophos).
• Learning - learn the value propositions so you can clearly articulate them and handle objections effectively.
• For SDR-generated leads, you will conduct qualification through Discovery calls to understand the prospect’s challenges and determine next steps.
• For all qualified leads that become on of your named accounts, you will manage the activities to progress them through the sales process.

• You will accurately manage your sales pipeline using the HubSpot CRM tool to record all interactions and to plan for the next steps.
• You will identity the BANT (Budget, Authority, Need, and Timeline) for each opportunity in your sales pipeline
• You will develop a sales approach for each named account with an opportunity, to close the opportunities in the shortest possible time in line with the customers buying cycle. This will include regular contacts (at least two interactions per month).
• Establish activities so that each named account without a current opportunity have regular contacts (at least two interactions per month).
• Before any quote is issued, ensure that decision makers within the prospects have seen the solution and/or met with the vendor
• Collaborate with others within Wire8 to develop proposals and navigate the negotiation process to close deals
• Work with the Wire8 team to analyse wins and losses, using the insights gained to refine your sales approach.

• Stay informed about cyber security market trends, new technologies, and services, and use this knowledge to tailor your propositions.
• After a lead closure, including lost opportunities, proactively seek feedback from the client to improve your sales process.

• Regularly review and analyse performance metrics, such as lead conversion rates, average deal size, and sales cycle length.
• Participate in Sales Meetings, Stand-ups, and Reviews to give and receive feedback on opportunities and propositions.

• Gain and maintain the necessary technical expertise to sell Wire8 solutions and services with accuracy and confidence by remain Sales Certified (or equivalent) for Qualys and Sophos as a minimum.
• Actively seek training opportunities, workshops, or seminars (often provided by vendors) to enhance your sales skills, product knowledge, and industry insights.

• Ensure all sales data is accurately updated in HubSpot in a timely manner.
• Ensure that all active contacts are recorded as Marketing Contacts in HubSpot

• Consistently monitor your personal sales performance against targets, proactively identifying and pursuing opportunities to meet or exceed benchmarks.
• Collaborate with Wire8 team members to share insights and learn from their experiences, helping you achieve your sales targets.