Our WhyDatacom works with organisations and communities across Australia and New Zealand to make a difference in people's lives and help organisations use the power of tech to innovate and grow.About the Role (your why)With exciting growth ahead, we have 2 openings within our Specialised Sales line of business to help us deepen our front print within Cloud and Business Platforms (Service Now and Workday).The primary purpose of the role is to drive new business leading to improved market profitability, reference ability, and market awareness of Datacom's capability. In practice, this role will work in partnership with generalist enterprise sellers, account managers, technology partners, and on your own as the opportunity owner in white space.Our offices are based in Adelaide, Brisbane, Canberra, Melbourne, and Sydney. We like to bring people together in person when we can, but we are mindful of the benefits of working from home for work/life balance. We therefore leave it to you and the team you join to figure out what works best!What you'll doIn this role, the Strategic Engagement Leader is responsible for (but not limited to):Industry: Act as an industry 'Thought Leader', supporter of best practice, a trusted advisor to our clients on emerging trends, and to build pathways for our clients that enable the practical adoption of people, processes, and technology to deliver on the customer's strategic objectives.Technology partners: Maintain an up-to-date awareness and knowledge of the technology vendor market and key industry developments within your specialist domain. Make sure that regular and appropriate "interpretations" are provided to key stakeholders and staff within the organisation.Propositions: Learn and maintain in-depth knowledge of Datacom propositions including supporting platforms, services, solutions, competitors, and industry trends. Through market engagement, provide feedback insights to shape and refine propositions that Datacom takes to market.Deal origination: Contribute to demand generation activity including representing Datacom at external events and in the development of content used for marketing, pre-sales, and general thought leadership pieces.Drive growth: Accountable for an individual sales target that supports and enables the growth of the practice that you will be driving growth for. This includes managing each sales opportunity through the sales pipeline and the supporting activities which is inclusive of account strategy development, account mapping, opportunity forecasting, and enabling demand generation activities.Commercial responses: As a specialist, you will have the ability to articulate how a solution solves a client's pain points, needs, and future vision. You will also contribute to the development and submission of commercial proposals and tenders in partnership with the service lines that you work with.Negotiation: As a sales professional, your experience in navigating objections, procurement processes, and organisational structures will set yourself and Datacom up to win new business.We are a pretty agile company, and are keen to respond to customer, technology, and internal stakeholders' changing requirements, and this can mean we evolve in our roles to meet those needs.What you'll bringTo be successful, you should have the following skills and experience:Extensive business development, sales, and marketing experience within one of the following Domains: Cloud Specialist or Business Platforms Specialist (Service Now and Workday)Ability and proven experience in a combination of hunting new business as well as expanding and/or cross-selling to existing customersAbility to develop and maintain competitive knowledge on industries and products to leverage in the sales cycleExperience and ability to articulate how a solution solves a client's pain points, needs, and future vision. You will also contribute to the development and submission of commercial proposals and tendersDemonstrated ability to implement strategic policies when selecting methods, techniques, and evaluation criteria for obtaining resultsBroad and deep understanding of technical infrastructure projects and related technology dependenciesStrong business acumen with strong financial management practices with a clear understanding of the relationship between costs, utilisation, and project revenueEstablishes and assures adherence to budgets, schedules, work plans, and performance requirements.Outstanding negotiating skills with the aptitude to ensure win/win situations for all parties. Advanced analytical interpretation and problem-solving abilitiesExcellent customer relationship building and management skillsStrong influencing and persuasive abilityAbility to escalate with a solution focusWhy join us here at Datacom?Datacom is one of Australia and New Zealand's largest suppliers of Information Technology professional services. We have managed to maintain a dynamic, agile, small business feel that is often diluted in larger organisations of our size. It's our people that give Datacom its unique culture and energy that you can feel from the moment you meet with us.We care about our people and provide a range of perks such as social events, chill-out spaces, remote working, flexi-hours, and professional development courses to name a few. You'll have the opportunity to learn, develop your career, connect and bring your true self to work. You will be recognised and valued for your contributions and be able to do your work in a collegial, flat-structured environment.We operate at the forefront of technology to help Australia and New Zealand's largest enterprise organisations explore possibilities and solve their greatest challenges, so you will never run out of interesting new challenges and opportunities.We want Datacom to be an inclusive and welcoming workplace for everyone and take pride in the steps we have taken and continue to take to make our environment fun and friendly, and our people feel supported.
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