[Hiring] Strategic Account Manager @Vantor

Role Description

Vantor is seeking a Strategic Account Manager in Australia, joining Vantor’s International Government Team in Asia Pacific. The ideal candidate is a detail-oriented strategic thinker with strong communication skills and a passion for driving business by solving our customers’ most challenging issues. As a Strategic Account Manager, your job is to be the expert on our customer’s mission, operations, processes, investing in our champions, expanding our key accounts and ensuring that our customers in Australia and New Zealand receive all necessary support to move the needle on growth targets.

The Strategic Account Manager will be responsible for driving large, complex transactions, owning the booking and revenue quota for the existing account, all while ensuring consistent and predictable growth and success. You will be expected to:

• Think Strategically:
  • Identify economic buyer, decision maker, budget timelines and build capture plans around strategic activities, desired relationships and business strategies that optimize business opportunities and deliver results.
  • Provide regular product updates to inform customer on the latest and greatest of Vantor product roadmap.
  • Conduct regular account review and prepare business reports for customer to review historical usage, challenges faced, areas of improvement.
  • Gain recognition as a trusted and respected representative of Vantor.
  • Develop a reputation as the key industry advisor for GeoInt across customers and industry.
  • Develop key cross Government and US Embassy engagement plans to evangelise the use of Vantor’s capabilities and elevate to the highest offices of Govt for positive influence.
  • Be able to operate in an autonomous manner, with a strong self-starter mentality and rally cross company support for key initiatives in a matrixed structure.
• Act Tactically:
  • Frame deal structure and channel to market (i.e. reseller, direct, agent, partner etc.).
  • Design negotiation strategy – prioritize list of requirements and concessions.
  • Work with Sales Operations and Finance teams to accurately forecast, implement, and track revenue against goals.
  • Design, price and quote solution by collaborating with SEs, SAs, Product, and other internal stakeholders.
  • Conduct product overview briefings and demonstration to the account.
  • Understand feasibility and delivery timelines, finalizing project scope, price, and T&Cs.
  • Draft terms, license and use rights.
  • Collaborate with Proposals team to create proposal.
  • Lead the internal deal approval process.
  • Create opportunity in Salesforce and keep the record up-to-date as the opportunity progresses.
  • Generate and present key internal reporting updates for Executive Team and Board Members.
• Understand Our Customers:
  • Leverage your government industry and mission domain knowledge when working with cross-divisional teams to grow business and increase market share for Vantor.
  • As a mission partner, demonstrate government industry and foreign relations knowledge and its relevance to the application of Earth observation data and advanced spatial solutions for National Security and Emergency Management domains.

Qualifications

• This position requires the successful candidate to be eligible to obtain and maintain an Australian Government security clearance at the NV1 level or higher. As Australian citizenship is a prerequisite for this clearance, applicants must be Australian citizens at the time of application.
• 10+ years of direct government industry work experience, preferably in operational, diplomatic, defense and intelligence or geospatial domains.
• Experience with Defense & National Security > 5 years.
• Solutions selling experience > 5 years.
• Demonstrated experience in growing high value key accounts.
• Experience responding to RFPs, RFIs, and tenders in complex environments and short timeframes.
• Lives in any major Australia capital city or is prepared to relocate.
• Ability to travel domestically or internationally averaging about 25% with potential peaks up to 50% travel.
• Native English proficiency.

Preferred Qualifications

• Bachelor’s degree in Business, Geospatial, Engineering or related fields.
• Understanding of International Traffic in Arms Regulations (ITAR) and the Foreign Military Sales (FMS) process.
• Experience working within the Earth Imagery, GEOINT, Defense or Technology markets for a globally recognized MNC or leading Japanese company highly desired.
• MBA or Master’s degree in a technical, commercial discipline or Analysis and Strategy.

EEO Policy

Vantor is an equal opportunity employer committed to an inclusive workplace. We believe in fostering an environment where all team members feel respected, valued, and encouraged to share their ideas. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, gender identity, sexual orientation, disability, protected veteran status, age, or any other characteristic protected by law.