At SmartBear, we deliver the complete visibility developers need to make each release better than the last. Our award-winning and industry-favorite tools TestComplete, Swagger, Cucumber, ReadyAPI, and Zephyr are trusted by over 16 million developers, testers, and software engineers at 32,000+ organizations – including world-renowned innovators like Adobe, JetBlue, FedEx, and Microsoft.Reporting to the APAC Sales Director, the Account Manager role within SmartBear is an integral part of our continued success. You will be a trusted advisor to our most valued customers, driving both their success and that of SmartBear.This position will drive the growth of SmartBear through new and cross-sell opportunities.For this role, you need to be a relationship builder. Someone who can engage with customers at all levels to communicate the value of our software portfolio and help support the customer in achieving their business goals.Successful candidates are required to be on site in the Melbourne office a minimum of 3 days a week.Ideally, to be successful in this role, you will already be displaying the following characteristics:A demonstrable track record of selling high-value and transactional dealsHighly organised, results-driven, and extremely self-motivatedAccountable and interested in continuous learning to master your craftExtensive communication skills; you should be equally comfortable speaking with a manual tester as you would be with senior-level executives by phone and emailResponsibilities:Drive Billings and ARR within a defined territoryDiscover, prospect, and qualify new opportunities as well as upsell opportunities within the existing customer baseRepresent SmartBear to the customer in all sales-related matters and understand the customer's business, product requirements, and industry challengesDirect complex sales cycles, including account mapping, development of high-level relationships, account strategies, and business casesEffectively maintain sales pipeline data and activity reports, providing management with accurate sales forecastsCollaborate with SEs, marketing, channel, and product owners to share account knowledge and execute on sales strategiesWork closely with the Customer Success team to ensure successful roll-out, adoption, and ongoing use of the productProven ability to effectively communicate the value proposition of SmartBear solutions to prospects and customersSelf-motivation, time management, and personal accountability; overall hunter mentality with entrepreneurial spiritStrong analytical and presentation skills using common sales and business toolsStrong organization and planning skillsWhy you should join the SmartBear crew:You can grow your career at every level.We invest in your success as well as the spaces where our teams come together to work, collaborate, and have fun.We love celebrating our SmartBears; we even encourage our crew to take their birthdays off.We are guided by a People and Culture organization - an important distinction for us. We think about our team holistically – the whole person.We celebrate our differences in experiences, viewpoints, and identities because we know it leads to better outcomes.Did you know?Our main goal at SmartBear is to make our technology-driven world a better place.SmartBear is committed to ethical corporate practices and social responsibility, promoting good in all the communities we serve.SmartBear is headquartered in Somerville, MA with offices across the world including Galway, Ireland, Bath, UK, Wroclaw, Poland, and Bangalore, India.We've won major industry (product and company) awards including B2B Innovators Award, Content Marketing Association, IntellyX Digital Innovator, and BuiltIn Best Places to Work.SmartBear is an equal employment opportunity employer and encourages success based on our individual merits and abilities without regard to race, color, religion, gender, national origin, ancestry, mental or physical disability, marital status, military or veteran status, citizenship status, age, sexual orientation, gender identity or expression, genetic information, medical condition, sex, sex stereotyping, pregnancy (which includes pregnancy, childbirth, and medical conditions related to pregnancy, childbirth, or breastfeeding), or any other legally protected status.Are you authorized to work in the country where you are applying? *Will you now or in the future require visa sponsorship from SmartBear? *This role is an in-office position. Are you within commutable distance to Melbourne, Australia? *LinkedIn ProfileWebsiteSmartBear has my consent to collect, store, and process my data for the purpose of considering me for employment, and for up to 1825 days thereafter. *Enter the verification code sent to confirm you are not a robot, then submit your application.Security Code *
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