Senior Sales Executive

We have partnered with an Australian cyber security and technology services business selling into enterprise, government and regulated industries. It is entering its next phase of growth with a defined strategy, a productised service portfolio and an expanding vendor partnership behind it. This role exists to turn that into new enterprise revenue.

The role

You will run a business inside a business. That phrase gets used loosely, so here is what it means in practice: you choose the industries you pursue, the accounts you name, the services you lead with and the commercial approach you take to win them, and you own the result.

The business is deliberately not organised around a single vertical or a single vendor. You pick up an unfamiliar industry quickly, work out what it should be doing about its technology and security risk, and hold that position in front of a CIO or a CISO.

You will sell across cyber security, secure networking and managed services, opening accounts with advisory and assessment work and building towards larger transformation programmes. A good portion of what you win lands as ongoing managed services rather than one-off projects, so the accounts you open keep compounding instead of resetting each year.

What you will do

• Generate your own pipeline through direct prospecting, referrals, vendor relationships and executive networks

• Build a portfolio of named enterprise accounts with a clear engagement strategy behind each one

• Lead senior discovery conversations, uncover the problem underneath the stated requirement, and translate it into a commercially relevant solution

• Own the commercial construction: proposal, pricing, business case and negotiation through to signature

• Secure initial advisory or assessment engagements and grow them into broader programmes of work

• Qualify against a defined framework, forecast on evidence, and keep opportunity data accurate

• Work with technical specialists and solution architects to shape solutions, without relying on them to lead every customer conversation

• Use the vendor partnership as an accelerator rather than a dependency

What you will bring

• A record of generating and progressing complex enterprise opportunities rather than inheriting them

• Experience selling technology, cyber security, managed services or consulting into multi-stakeholder, long-cycle environments

• Commercial judgement across proposal development, pricing and negotiation

• Enough technical understanding to hold an informed position and connect it to a business outcome

• Credibility with CIOs, CISOs and senior business stakeholders in the same conversation, and a position in your market that those people already recognise

• The learning speed to become credible in an unfamiliar industry inside a few weeks

A technical, pre-sales, engineering or consulting background is an advantage, as is experience within a major security vendor ecosystem. Neither is a prerequisite.

Who this role is for

This is not a heavily resourced sales environment. You will be moving under your own power from day one.

This role is for you if:

• You go looking for the problem underneath the stated one, and you test what a customer tells you before you build a proposal around it

• You hold a considered position in front of a technical buyer rather than deferring every point, and you know when a specialist should be in the room instead

• You can run short engagements and a long anchor play at the same time, and you measure an account in years rather than quarters

• You are comfortable running your own patch, and equally comfortable having senior colleagues inside your largest deals

This role is not for you if:

• You need a marketing function or an SDR team in place before you can produce pipeline

• You want to work around a sales framework rather than inside one

• You are looking to inherit a developed sales machine rather than build one

The first twelve months

• First 90 days. Named accounts, engagement plans and quantified opportunities. Closed revenue is a bonus, not the bar.

• By 180 days. Early deals closing and a pipeline leadership can forecast from.

• By 12 months. Consistent conversion, executive relationships across your priority accounts, and a long-term programme progressing.

Why you will want this seat

• You select the industries, accounts and opportunities you pursue, rather than inheriting a patch someone else drew

• Services arrive productised, with pricing tools and commercial resources, so your time goes into selling rather than building

• Technical specialists and solution architects available to shape solutions with you

• Direct exposure to the CEO and the senior leadership team, with no layers between you and a decision

• Gross profit based commission, uncapped

• Real influence over how the business takes its services and solutions to market