Enterprise Account Executive

About the Role

The Enterprise Account Executive will be accountable for managing a designated territory within New South Wales (NSW), focusing predominantly on the acquisition of new enterprise customers to expand AvePoint's market reach. While overseeing a limited set of current clients and aiding their growth, the main emphasis remains on generating fresh business by employing strategic prospecting, engaging executives, and conducting value-driven selling.

The role involves formulating and implementing detailed plans for territories, accounts, and opportunities while establishing strong connections with senior business and IT leaders. Handling intricate sales cycles from the initial contact to closure is a key function. Collaboration with channel partners and internal teams will enable solutions for critical challenges around data protection, governance, and digital workspace utilizing the AvePoint Confidence Platform.

Key Responsibilities

• Formulate and implement a territory strategy aimed at acquiring new logos across NSW.
• Produce a qualified sales pipeline by prospecting, networking, engaging partners, and applying account-based strategies.
• Establish and nurture relationships with executive and senior decision-makers within target accounts.
• Drive complex enterprise sales processes from qualification through negotiation to deal closure.
• Create comprehensive account plans, stakeholder analyses, and tailor-made value propositions for customers.
• Coordinate with Business Development, Marketing, Solution Engineering, Customer Success, and Professional Services to support successful sales efforts.
• Utilize channel partnership opportunities to generate and advance new business prospects.
• Ensure accurate sales forecasting, pipeline management, and CRM data integrity.
• Manage and expand a focused portfolio of existing customers by promoting upselling, cross-selling, and supporting renewals.

Required Qualifications and Skills

• Minimum of five years experience in enterprise software sales with proven new logo acquisition success.
• Experience selling to large enterprises with over 1,500 employees.
• Capable of executive-level relationship management and handling complex multi-stakeholder sales cycles.
• Proficiency with sales methodologies like MEDDPICC.
• Strong abilities in prospecting, negotiation, and account planning.
• Demonstrated resilience, accountability, and urgency in sales environments.
• Experience with Microsoft technologies, particularly Microsoft 365, is strongly preferred.

Benefits and Culture

• Highly competitive compensation aligned with market standards.
• Opportunities for career growth and movement within the global AvePoint network across North America, EMEA, and APAC.
• Hybrid working arrangement offering work-life balance with three days per week onsite.
• Generous paid time off including special company holidays like Birthday Day, Family Day, and Community Outreach Half Day.
• Comprehensive private health insurance coverage.
• Reimbursement for mobile phone plans.
• Tuition reimbursement programs.
• Recognition programs such as Dedication Awards and Employee Referral initiatives.
• Commitment to diversity, inclusion, and fostering an environment where all employees feel welcomed and valued.