Strategic Regional Manager-Australia presso Team Cymru

Due to recent growth and strong demand across the Asia Pacific Japan region we are seeking a highly motivated and results-driven Strategic Regional Manager to join our team operating with a “general manager” and “driver” mentality to OWN the APJ territory. The ideal candidate will be adept at driving revenue growth by acquiring new customers and partners in the APJ region, executing renewals and expansions, and maintaining strong relationships with customers. 

Why Team Cymru? 

At Team Cymru, we are leaders in the Cyber Threat Intelligence space, serving the largest, most prestigious organizations in the world. We work with the largest Government and Law Enforcement Agencies around the world, plus the largest Enterprise Organizations like Amazon, Microsoft, Cisco, Walmart, PWC, and Crowdstrike trust their security with Team Cymru’s data.. The mission of Team Cymru is to save and improve human lives by delivering the most comprehensive threat intelligence available, anywhere. 

We are looking for drivers, not passengers. To be successful in this role, we need people who say “why not” vs “that’s impossible.” Drivers will be given a great amount of freedom in designing their go to market strategy and implementation of tactics they will use to win. They will be supported by a world class sales operations team, technology stack, and being part of an exciting build phase with a clear vision and strategy to execute. 

The opportunity is large and untapped. It’s truly a greenfield opportunity that Team Cymru is making a concerted investment in tapping. You will be on the forefront of this effort. Additionally, you will work with the most prestigious organizations in the world, being a trusted partner, advisor, and advocate for our customers. Your goal will be to maintain and nurture these relationships to create long term and fulfilling partnerships. The following highlights the key responsibilities and qualifications to succeed in this role. 

Duties/Responsibilities:

1. New Business Development:

• Meet or exceed assigned sales quota by selling net new Recon, Scout, and Feeds deals to prospective customers.
• Identify and qualify new business opportunities, convert leads into opportunities, and manage the sales pipeline in Salesforce.
• Prospect into assigned territory to generate new opportunities. 
• Qualify and convert MQLs to sales opportunities.   

2. Account Management:

• Execute renewals and upsell opportunities within existing commercial accounts to maximize revenue growth.
• Maintain ongoing communication with customers through Quarterly Business Reviews (QBRs), regular phone calls, emails, and in-person events to ensure customer satisfaction and retention. 

3. Customer Onboarding and Enablement:

• Support customer onboarding and enablement processes to ensure successful adoption and usage of our products and services.
• Lead customer enablement initiatives, including onboarding, training sessions, and presentations on new use cases.

4. Salesforce Management:

• Record all sales activities and keep opportunity records up to date in Salesforce to maintain accurate sales forecasting and reporting.
• Utilize and maintain the MEDDPICC framework in Salesforce for both new deals and existing customers to drive sales effectiveness and pipeline management.

5. Customer Analytics and Insights:

• In conjunction with CST, establish and maintain a customer analytics division to leverage statistics and data for a quantitative understanding of customer behavior and preferences.
• Analyze customer data to identify trends, opportunities, and areas for improvement, and leverage insights to inform sales strategies. 

6. Collaboration with Marketing:

• Collaborate closely with the Marketing team to convert leads generated through marketing efforts into sales opportunities.
• Provide feedback to Marketing on lead quality and effectiveness of marketing campaigns to optimize lead generation efforts.

Required Skills/Abilities:

1. Bachelor’s degree in business administration, Marketing, or related field.
2. Proven track record of success in B2B sales, preferably in a SaaS or technology industry.
3. Strong understanding of sales processes, methodologies, and tools, including Salesforce.
4. Excellent communication, negotiation, and interpersonal skills.
5. Ability to work independently and collaboratively in a fast-paced environment.
6. Analytical mindset with the ability to interpret data and make informed decisions.
7. Experience in customer success, account management, or sales enablement is a plus.

Location: Sydney or Melbourne AUSTRALIA

Join Our Team

If you are a driven and customer-focused individual with a passion for sales and business growth, we invite you to apply for the Enterprise Account Executive position. This is an exciting opportunity to contribute to the success of our company and make a significant impact in the industry. Apply now and join our dynamic team!