Your Career

As a Regional Account Manager, you will focus on Critical Infrastructure and Public Sector Accounts, you will be responsible for generating new opportunities in our growing territory. You are the primary point of contact for these accounts and are accountable for delivering at above-quota sales performance in your region. You are motivated by a hunger to solve critically difficult challenges that face our clients. You develop trusted relationships at a high, executive level, focusing on the strategic nature of the partnership. This means that you have a concrete understanding of our product suites, and are able to help identify areas that can be resolved by Palo Alto Networks solutions.

You will lead to identifying and signing appropriate channel partners as well as training them on our solutions. Additionally, your credibility will guide your customers in their search to transition to a more secure online environment. You feel empowered by our product offerings - and love a technical challenge.

Your Impact

• You will specifically be responsible for acquiring and managing Critical Infrastructure and Public Sector accounts in Queensland

• Employing world-class account management skills to identify cross-selling and up-selling opportunities within the target accounts

• Be a highly competent presenter, with a proven track record in selling to C-level executives

• Develop and maintain detailed account profiles including organisational charts for all accounts to be reviewed by management on a quarterly basis

• Facilitate communication on strategic and tactical issues facing our clients and partners

• Maintain continuity and up-to-date knowledge of industry trends, technical developments, and governmental regulations that affect target markets

• Develop market strategies and goals for each product and service - understand the strategies, goals, and objectives of accounts

• Lead coordinating account strategy and tactics for sales support team (inside sales, systems engineering, sales management)

• Take full responsibility for accurate sales forecasting by demonstrating in-depth knowledge of sales cycles from initial contact through the procurement process

• Extensive domestic travel and possible International travel as necessary

“Every new client is an opportunity to make legal help more accessible.”

• We are looking for target driven, self-motivated with a professional mindset and has a passion for selling to join our Sales Team!
• Work for a Culture that values its Employees
• Full-time, hybrid and willing to travel

ABOUT LEAP
LEAP is the leading provider of Legal Practice Productivity Solutions in the world and is part of ATI – one of the largest international LegalTech companies. For more than 30 years, our curiosity and commitment to continual improvement has kept us reimagining productivity tools for lawyers and their staff to support our guiding purpose, to ‘Help lawyers who help people’. The market leading software we develop and support is used by more than 100,000 lawyers and their staff in small and medium sized law firms.

Working alongside our international team of passionate high achievers, you’ll join a fast-growing technology business where things seldom stay the same for long. With more than 1000 smart, caring and ambitious ‘LEAPsters’ working together across Australia, Canada, the United States, the United Kingdom, the Republic of Ireland, Poland and New Zealand, you’ll find yourself in good company here.

MEET THE SALES TEAM
Our vision is to be the world’s most valued LegalTech company and our Sales Team are the influential movers and shakers driving our value skywards with every new client.

Reporting to the Sales Director, your role is responsible for identifying and qualifying new prospects who have a need for LEAP’s services, building and nurturing relationships with prospects. The ideal candidate should be ambitious towards their goals, a hunter that loves to win and hit targets, and have a genuine interest in sales with an appetite to carve out a sales career.

WHAT YOU’LL DO

• Identify and qualify new prospects
• Build and nurture relationships with prospects
• Maintain a solid pipeline of prospects
• Convert prospects into demonstration bookings
• Master and confidently demonstrate the benefits of LEAP to opportunities either in person or online (3+ user target market only)
• Ensure all communication with opportunities is effective and moves to a close
• Negotiate to a win / win outcome with prospects
• Master the LEAP demonstration script
• Respond quickly to sales enquiries by phone or email
• Monitor and report on activities and KPIs using Salesforce
• Attend sales conferences and events
• Attend conferences, roadshows, exhibitions and events, networking with existing clients and prospective clients
  

WHAT YOU’LL BRING

• A proven record and demonstrated passion for solution selling, preferably within a professional service or B2B environment.
• Demonstrated ability to self-generate leads, including prospecting, cold calling, converting leads into demonstration bookings and closing deals
• Ability to build strong relationships with teams and clients through confidence and trust
• Demonstrated commitment to customer service and continuous improvement
• Experience using Salesforce or similar CRM (desired, but not essential)
• Legal industry experience (desired, but not essential)

WHAT YOU NEED TO BE REALLY GOOD AT

• Expanding and advancing opportunities – engaging with customers to explore their situations and needs; probing underlying issues that suggest broader solutions; maximizing the productiveness of interactions by monitoring and building on customers’ cues; articulating and promoting a path forward
• Sales negotiation – effectively exploring alternatives and positions to reach mutually beneficial sales agreements that gain customers’ acceptance and commitment
• Managing work (includes time management) – setting high goals for personal and group accomplishment; using measurement methods to monitor progress toward goals; tenaciously working to meet or exceed goals while deriving satisfaction from that achievement and continuous improvement
• Continuous learning – actively identifying new areas for learning; regularly creating and taking advantage of learning opportunities; using newly gained knowledge and skill on the job and learning through their application.
• Sales disposition – demonstrating the traits, inclinations, and outlooks that characterize successful salespersons; exhibiting behavioral styles that facilitate adaptation to the demands of the sales role

• Friendly, supportive, and driven culture
• Complimentary gym membership
• Flexible Work Environment
• Fully stocked pantry
• Monthly massages
• Break out area and sporting activities
• Monthly celebrations for birthdays, work anniversaries, new joiners
• Generous Parental Leave benefits
• One additional paid "Be Me" leave day per year to celebrate being you!
• Opportunity to participate in our Employee Share Scheme

SOUND LIKE A JOB YOU WERE BORN TO DO? WE WANT TO HEAR FROM YOU AND CAN'T WAIT TO RECEIVE YOUR APPLICATION!

LIFE at LEAP

LEAP is all about impact, growth and ownership. We’re united by a genuine passion for what we do, enriched by the care we show to our customers and each other and driven by the difference we can make together.

LEAPster culture is about prioritising and celebrating the incredible humans behind our market-leading technology. Think performance-driven remuneration incentives, flexible hybrid work, a world-leading Parenting Policy, regular social events, free gym membership and so much more.

At LEAP, we promote equal opportunity. Creating a culture of diversity and inclusion not only promotes innovation but we believe is the right way to do business. Our LEAPsters bring different cultures, genders and perspectives to their days and we wouldn't have it any other way. We welcome and encourage you to apply, no matter who you are or how you identify.

…unless you are representing a third-party agency. Thanks for thinking of us, but we will not review any CVs from external recruitment agencies.

More you should know
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