[ref. e25567004] Senior Account Executive & Channel Sales
An opportunity to work at a company who is a leading provider of cybersecurity solutions specialising in Customer Identity and Access Management (CIAM) and SaaS-based Multi-Factor
Authentication (MFA).
Our client focuses on working with VAD/VAR partners and Tier-1/2 providers in the iGaming and banking sectors, particularly with Temenos-based systems.
This role will support the establishment of their business in Australia.
Location:
Whilst our preference is for the applicant to be based in Melbourne there will be regular travel to partners and customers across states.
Key Responsibilities:
- Sales of CIAM and MFA Solutions: Identify and acquire business
opportunities for our complex CIAM suite and SaaS MFA authentication
solution, especially within major financial institutions and the iGaming
sector.- Channel Sales Management: Build and maintain a strategic partner
network in Australia, particularly with VAD/VAR partners, to increase market
penetration and grow revenue through channel partners.- Technical Presentations & Presales: Conduct technical demos and
product presentations for potential customers and partners. Act as a
presales expert, addressing technical questions and explaining solution
approaches.- New Customer Acquisition & Revenue Growth: Proactively acquire new
customers in the banking sector (Temenos-based systems) and iGaming
industry to drive sales of our solutions in Australia.- Building the New Location: Actively contribute to and support the
establishment of a new Nevis location in Australia, including strategic
decisions and localization of company offerings.
Customer Success: Ensure successful implementation of our solutions and
foster long-term customer relationships through ongoing support and
after-sales services.- Negotiations: Prepare proposals, lead contract negotiations, and close
deals with customers and partners, taking into account individual
requirements and market conditions.- Market Analysis & Strategy: Conduct market analysis and collaborate
closely with marketing to develop effective go-to-market strategies tailored
to the Australian market’s needs.
Requirements:
- Experience: At least 5 years of experience in B2B sales of complex software
solutions, with a strong focus on CIAM (Customer Identity and Access
Management) and SaaS solutions, preferably in MFA (Multi-Factor
Authentication).- CIAM & Banking Expertise: Solid knowledge of CIAM and a deep
- Technical Skills: Ability to conduct technical demos, explain complex
- Network Strength: An existing network in the banking and iGaming
industries, particularly with contacts in Temenos-based solutions and
VAD/VAR partners, is a plus.- Company Knowledge: Strong understanding of Nevis Security as a
company and the ability to leverage this knowledge to help establish the
new location in Australia.- Communication Skills: Excellent negotiation and communication skills,
both written and verbal, to build and maintain relationships with customers
and partners at the executive level.- Autonomous Working: Ability to work independently and remotely within
- Travel: High willingness to travel within Australia to meet with customers
- Language Skills: Native English, strong German proficiency (headquarters),
and additional language skills are a plus.