Quick overview
Job description
You'll be at the forefront of helping Australian and New Zealand enterprises secure their digital future in an era defined by AI. By driving adoption of Saviynt's leading identity security platform, you’ll directly contribute to protecting some of the region’s largest organisations from evolving threats, positioning yourself as a trusted advisor in a rapidly expanding market.
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.