Enterprise Account Manager

What will you be doing

- Develop and execute strategic territory and account plans to consistently grow Saviynt's revenue across Australia and New Zealand, targeting organisations with 1,000+ employees.
- Orchestrate complex, multi-stakeholder sales cycles, building trusted relationships with CISOs and senior executives by understanding their business, security, and technology priorities.
- Actively explore and develop new business opportunities by identifying unmet customer needs and positioning Saviynt's solutions, with a particular focus on emerging AI security challenges.
- Proactively manage your pipeline using Salesforce, leveraging AI-powered tools like Gong for conversation intelligence and Tableau for insightful performance analytics to optimise your approach.
- Collaborate effectively with our internal sales pod, including Solution Engineering, Customer Success, and Product teams, and orchestrate our partner ecosystem (GSIs and specialist identity partners) to create a winning strategy for each pursuit.
- Stay ahead of the curve by researching and understanding the evolving landscape of AI governance, AI security, Non-Human Identity, and agentic identity security, bringing this expertise to customer conversations.
- Prepare and deliver compelling presentations and proposals, utilising Google Workspace and other tools to articulate value and drive deal progression.
- Manage forecasting and pipeline accuracy with discipline, ensuring clear visibility and reliable predictions for your territory.

Why you'll love this role

- Get energised by the opportunity to build something significant and shape customer thinking in a rapidly evolving market, particularly around the impact of AI on security.
- Care deeply about understanding complex customer challenges and crafting tailored solutions that deliver tangible business and security outcomes.
- Enjoy the challenge of orchestrating a diverse team – both internal experts and external partners – to collectively win complex enterprise deals.
- Thrive in a dynamic environment where you can leverage modern sales tools and AI to drive efficiency, gain deeper insights, and continuously refine your sales strategy.
- Are motivated by the idea that identity security is a critical control plane for the future of technology, including AI and autonomous systems.

What you bring

- Proven 8+years track record of exceeding quotas in enterprise software, SaaS, or cybersecurity sales.
- Deep understanding of cybersecurity principles, with a strong preference for experience in Identity Security.
- Proficient in enterprise sales methodologies, such as MEDDPICC and Command of the Message, and their practical application.
- Demonstrated ability to strategically plan and execute complex sales pursuits involving multiple executive-level stakeholders.
- Experience effectively navigating and collaborating with Global System Integrators (GSIs) and specialist technology partners.
- Familiarity and comfort with modern sales technology stack, including CRM (Salesforce), conversation intelligence (Gong), analytics (Tableau), and sales intelligence platforms (LinkedIn Sales Navigator).

- Highly organised and disciplined in developing and executing territory, account, and opportunity plans.
- Excellent communication and presentation skills, with the ability to build credibility and rapport with C-level executives.
- Collaborative spirit, understanding the importance of teamwork and effectively coordinating cross-functional resources and partners.
- Proactive and resourceful in identifying and pursuing new business opportunities, demonstrating a strong sense of ownership.
- Analytical and curious mindset, eager to understand customer needs and market trends, especially concerning AI.