ABOUT JUMPCLOUD

JumpCloud® helps IT teams and Managed Service Providers (MSPs) Make Work Happen® by centralizing management of user identities and devices, enabling small and medium-sized enterprises to adopt Zero Trust security models. JumpCloud has been used by more than 200,000 organizations, including GoFundMe, Grab, ClassPass, Beyond Finance, and Foursquare. JumpCloud has raised over $400M from world-class investors including Sapphire Ventures, General Atlantic, Sands Capital, Atlassian, and CrowdStrike. Our teams are growing fast, too, and we’re looking for talent across engineering, sales, customer success, marketing, product management, and more. Join our team of dedicated, passionate, and creative people who are eager to change the IT industry forever.

SKILLS AND KNOWLEDGE:

• Relevant sales experience, preferably in a SaaS organization
• Experience managing a pipeline and managing the sales cycle for large contracts
• Relevant experience building and managing partner networks; experience working with partners from the Identity Access Management partner ecosystem (in particular Google Workspace, Okta, …) is desired.
• Excellent communication skills both with customers and within an organization
• Proven negotiation skills
• Strong track record of navigating within large organizations
• Ability to develop senior level relationships quickly and effectively
• Experience presenting to senior managers and the C-suite
• Ability to manage multiple opportunities simultaneously at various stages of the buying process
• Takes an active interest in increasing customer satisfaction and deepening customer relationships
• Ability to orchestrate and collaborate with cross-functional teams
• Ability to be flexible and adaptive

EDUCATION AND EXPERIENCE:

• Minimum 5 years sales experience selling a SaaS product.
• Exceptional track record of targeting and closing deals with medium to large enterprise customers.
• BA or BS preferred.
  

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WHERE YOU’LL BE WORKING/LOCATION:

JumpCloud is committed to being Remote First, meaning that you are able to work remotely within the country noted in the Job Description.
This role is remote in the country of Australia. You must be located in and authorized to work in Australia to be considered for this role.

LANGUAGE:

JumpCloud has teams in 15+ countries around the world and conducts our internal business in English. The interview and any additional screening process will take place primarily in English. To be considered for a role at JumpCloud, you will be required to speak and write in English fluently. Any additional language requirements will be included in the details of the job description.

ABOUT THE ROLE:

We are looking for inspired account executives who love selling to highly technical buyers. This role is responsible for partnering with value added resellers and channel partners to sell our cloud-based Open Directory Platform to small to medium enterprise customers in Australia & New Zealand.
We work in a Product Led Growth model serving IT professionals and business stakeholders to help them improve the security posture of their organization and to increase the effectiveness of their IT organization.

RESPONSIBILITIES:

• Help prospective customers understand our Open Directory Platform and how we can solve their various IT challenges that typically cover user management, device management, access control and security
• Manage the sales lead generation process
• Establish lasting relationships with senior executives and decision-makers
• Prospect target contacts in assigned territory to sell the Jumpcloud Partnership/value proposition and close opportunities passed from outbounding / aligned SDRs
• Consistently achieve selling activity KPIs to build and progress pipeline
• Participate and help lead ad-hoc sales campaigns to generate new prospects/opportunities
• Provide guidance and coaching to aligned Sales Development Reps
• Develop relationships by selling and creating value for our full solution stack through product/industry mastery & expertise and applied competitive insights
• Build JumpCloud awareness at all levels of an organization
• Deliver accurate forecasts and manage opportunities to Jumpcloud’’s sales process. Lead in SFDC disciplines.
• Identify customer needs to ensure customer success
• Collaborate with other members of the commercial team (marketing, solutions engineers,account managers, leadership, etc.) to build strategic adoption plans for customers
• Prepare and educate customers on new features and releases
• Monitor and identify adoption and utilization trends
• Serve as the voice of the customer and collect feedback to drive continuous Improvement across all areas including product
• Handle all customer communication and organize/escalate issues appropriately including billing, legal, security, and technical inquiries
• Drive JumpCloud value creation through proactive outreach to key accounts