Account Director Senior in SYDNEY, Australia

About Lumen

Lumen connects the world. We are igniting business growth by connecting people, data and applications – quickly, securely, and effortlessly. Together, we are building a culture and company from the people up – committed to teamwork, trust and transparency. People power progress. We’re looking for top-tier talent and offer the flexibility you need to thrive and deliver lasting impact. Join us as we digitally connect the world and shape the future.

The Role

This is a senior & key position within the sales team who will be instrumental in refining and implementing a successful sales strategy to accelerate sales of our Managed Security Services beginning with the ANZ market. The successful candidate will already have strong relationships with key security decision makers in the market which we can leverage to accelerate our sales in this area. He/She will also be able to develop and hold strong relationships with key security decision makers in the market and influence them to consider Lumen MSS solutions for their business needs .

The Main Responsibilities

• Develops and manages relationships with customers HQ and/or decision making executives in ANZ market. Develops action plans to cross-sell and up-sell accounts to increase overall total customer spend with the company.

• Identifying and winning NEW high value and strategic enterprise customers to achieve targets

• Independently execute consultative selling with prospects to identify their gaps and problem statement, strategize with their stakeholders, derive a fit-for-purpose proposition, bids on, negotiates, and closes new sales opportunities in order to meet and exceed established sales and revenue quotas. Provides comprehensive account plans and strategies to win new business from new accounts.

• Demonstrates knowledge of the company’s entire security services offerings especially in Managed Security Services (MSS) and Professional Security Services.

• Provides accurate and detailed weekly/monthly forecast funnel of identified and proposed opportunities in order to meet or exceed sales quota requirements.

• Provides input to sales management about trends and changes taking place within the customer’s organization and makes recommendations about future courses of action necessary of the company towards improving its position with the customer.

• Collaborate closely with the Security Practice in Product Management & Practices team to ensure alignment in our narratives, solutions and portfolio strategy.

What We Look For in a Candidate

• Experience 7+ years sales experience in Security Services, preferably with Managed Security Services (MSS) and/or Professional Security Services.

• Strategic mindset with excellent business acumen and cybersecurity foundation

• Good understanding of Mitre ATT&CK framework, Threat hunting, MAS TRM, NIST and other cybersecurity standards and frameworks.

• Good understanding of Australian data privacy act and obligations under APP 1 and 11, CPS234, CPS230, Essential Eight, obligations for reporting cyber incidents to authorities and others.

• Ability to prioritize with good time management skills.

• To establish a sales portfolio plan that set-out the strategy to achieve your key performance metrics and build a sustainable pipeline over the next 12-24 months. To develop and maintain in depth knowledge of the Prospects business and technology environment and drivers, relevant for the application of network IT services.

• Excellent network and access to CSOs / CISOs communities

• Ability to open doors with Senior Executives/CXO in the ANZ market

• Applying business and commercial fundamentals and success criteria to inform planning and decision making.

• Experience with Salesforce.com preferred. Demonstrated strong communication, written, and formal presentation skills as well as proficiency in selling to the close.

• Self-motivated, pro-active, results-oriented professional with an ability to work with minimum direction.

• Proficient in MS office products: Outlook, Word, Excel, and PowerPoint.

What to Expect Next

Requisition #: 336957

The above job definition information has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job. Job duties and responsibilities are subject to change based on changing business needs and conditions.

We are committed to making reasonable adjustments to the recruitment process for people with disabilities. If there is anything we can do to help you, please let us know.

We are committed to providing equal employment opportunities to all persons regardless of race, religion, colour, sex, age, disability or sexual orientation or any other status protected by local or national law. We do not tolerate unlawful discrimination in any employment decisions, including recruiting, hiring, compensation, promotion, benefits, discipline, termination, job assignments or training.

Join a diverse and inclusive culture where everyone is welcome and every voice is heard. A culture where people feel they belong, can be themselves and feel inspired to share different perspectives. Our culture, shared values and behaviours truly make Lumen a fantastic place to work and provides an environment where people can genuinely thrive.