Enterprise Strategic Account Manager

In May 2023, Reward Gateway was acquired by Edenred, a CAC40 company listed on the Paris Stock Exchange with over 50 years of experience. Edenred is a leading digital platform connecting over 60 million users, 2 million partner merchants, and nearly 1 million corporate clients across 45 countries. Together, Reward Gateway and Edenred are global leaders in employee benefits and engagement. We help clients transform employee experiences to attract, engage, and retain top talent through benefits, rewards, recognition, and well-being programs.Your role in our Mission Our mission is to make the world a better place to work and to achieve this mission, you will partner with HR leaders in your portfolio of current enterprise organisations to improve their employees' everyday experience and engagement. You will help us drive this mission, play your part in a highly successful sales team, and achieve annual net revenue retention, renewal, and cross-sell revenue targets.What's in it For You? $290k-$300k OTE consisting of base salary $130k-$140k (depending on experience) + Super + additional $160,000 commission opportunity (uncapped) Annual pay reviews Genuine pathways for career growth, including Elev8 high-performance programs and tailored Learning & Development initiatives, designed to guide your career in the direction that's right for you. You will also receive over 70 individual employee benefits & perks designed for financial, career, mental, physical, and social wellbeing including: A flexible vacation plan of up to 45 days per year. $750 a year wellbeing allowance. Membership with Unmind - encompassing therapy, coaching, and proactive wellbeing. Appreci8 - an opportunity to gain monetary awards for doing an excellent job. Additional bonus payments for a number of life events and milestones. Employee, friends and family discounts - huge annual $$$ savings across hundreds and hundreds of retail, hospitality, travel, lifestyle brands. Flexible, Hybrid Working: Our office is for you to use as much as you like; as a minimum our Sales Team works from our Sydney office or Melbourne Office at least twice a week.Key Responsibilities Manage an existing book of businesses across Australia including many of Australia's leading organisations. Proactively partner with our Client Success and Sales teams to qualify and build opportunities to cross-sell additional solutions to your portfolio of customers. Take ownership of key account objectives in collaboration (including quarterly account reviews) with the Customer Success team to establish a strategic and consultative partnership with current clients. Manage renewal conversations in partnership with the Client Success team including direct commercial management of renewal discussions and negotiations. Deliver a consultative sales and service approach with a focus on adding insights aligned to solutions to key business challenges, identified through a detailed discovery process. Partner with Client Success Managers, Marketing, and Sales team to develop a strategy for your territory and increase upsell lead generation, qualification, and conversion. Deliver quality and consistency in all sales calls, online and face-to-face sales presentations. Deliver insights and engage clients in meaningful business conversations about solutions to their unique challenges. Use storytelling through live platform demonstrations and relevant client case studies to illustrate value and enhance engagement. Develop tailored solution-focused documents for cross-sell or renewal opportunities including proposals, executive summaries, RFP/RFI's and specific prospects demonstration sites, aligned to business challenges. Collaborate with our Client Success, Marketing, and Sales team to demonstrate existing client case studies and implement strategies to bring the voice of the customer to life throughout the sales process. Manage your sales funnel with the implementation of strategies to address key friction points and improve momentum and sales conversion rates including developing effective win strategies for each opportunity in your pipeline. Negotiate commercial and contract terms in conjunction with your Sales Director/Head of Legal. Be an ambassador for Reward Gateway including representing Reward Gateway at HR events. Find opportunities to build out your client network including attending and hosting HR specific events. Maintain an up-to-date, accurate forecast and pipeline that aligns with RG's global forecasting standards and guidelines. Contribute to a strong Australian and Global Sales culture with a mission to be an extraordinary sales team, aligned to RG's mission and values. Skills Proven capability owning all aspects of the sales cycle with the ability to uncover, qualify, develop, and close existing client opportunities specifically in a B2 B Enterprise Sales Environment. Proven success in client retention and expansion of an existing customer portfolio (delivering net revenue retention of your portfolio of 115%+). Experience in a consultative sales cycle, including influencing and negotiating with C-suite executives. Experience forming strong/influential relationships with key stakeholders at the executive and C Suite level and ability to effectively map and grow relationships in Enterprise organisations. An experienced storyteller with strong presentation and written communication skills. A proven innovator with a strong bias for action and the ability to quickly adapt to change in a fast-paced environment. Excellent collaboration skills, with experience working within a team and with cross-functional teams to support and leverage growth. Demonstrate 'delight your customer' with a customer-centric focus on building strong, profitable relationships and delivering value. Demonstrate success 'owning it', developing tools and strategies to address sales friction points and increase deal velocity and momentum in longer sales cycles (4+ months). The Interview Process Telephone call with a member of the Talent Acquisition Team. 1st stage online interview with the Head of Sales, Australia and either our Sales Director, Australia or our Head of Enterprise Client Success, Australia. Take home presentation task. Final stage in-person, pitch style presentation interview with our Head of Sales and Sales Director, Australia. At Reward Gateway, we are committed to ensuring an inclusive and accessible recruitment process for all candidates. If you have any specific requirements or need reasonable adjustments at any stage of the recruitment journey, please let your Talent Acquisition Partner know. Your needs are important to us, and we want to ensure an equitable experience for every candidate. Be comfortable. Be you. We want all of our employees to feel comfortable bringing their passion, creativity, and individuality to work. We value all cultures, backgrounds, and experiences, as we truly believe that diversity drives innovation. Express yourself, join our community and help us Make the World a Better Place to Work.We hire BETTER. Find out more about our approach to benefits, equality, talent, technology, empathy and what you'll get in return for joining our Mission at rg.co/lifeatrg.#J-18808-Ljbffr