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Position Summary:
Our ANZ Sales Manager for Puppet at Perforce is searching for an Account Manager to join our team. We are seeking an experienced, high-energy sales professional with a proven track record of over-achieving quota. You will drive the revenue for new business, services, and renewals, through effective value selling and relationship development at the Director-level and above. You must be well-rounded in all aspects of enterprise account selling, including the ability to create a significant pipeline in a short amount of time, identify business drivers, and have a command of and deliver the Puppet value proposition.  You will need to have experience selling software to mid-market & enterprise customers in the Australia / New Zealand market. 
Puppet is a long standing industry leader in IT infrastructure automation and has as strong local and global customer base. Our customers enjoy Puppet because it substantially reduces the toil associated with management of IT infrastructure and provides simple methods to achieve high levels of infrastructure security and compliance. 
Usage of Puppet extends to a strong open source community and user base that presents opportunity for commercial expansion. 
Responsibilities: Actively manage current accounts and prospects to develop opportunities in mid-sized and enterprise accounts. Attainment of quota, quarterly and annually. Develop an active and vibrant pipeline, equal to 3x quota. Prepare accurate weekly forecasts and reports to sales leadership. Maintain current, accurate, and active Salesforce hygiene and have familiarity with MEDDPICC and Command of the Message. Ensure the successful rollout and adoption of Puppet Enterprise and related products through strong account management activities and coordination with pre-sales engineering and support resources. Develop account-based selling methodologies and closing plans that can be coordinated with both your local management as well as the executive team. Actively prospect for new customers through direct outreach. Prospect for new customers in conjunction with our channel partner and SI community. Build and strengthen the business relationship with current accounts and new prospects by leveraging the renewal revenue stream and converting to larger, strategic deals for long-term business opportunities. Travel as necessary to develop account relationships and close large opportunities. Requirements: You have 5+ years of experience selling enterprise software into the Australia / New Zealand market – with experience selling to a broad cross section of customers ranging from corporates including finance and insurance, to government and education. Selling enterprise software with a strong technical acumen, as well as the ability to have a presence with upper management and executives in the accounts. Building and executing on a territory plan (Target Account Selling or other sales methodology to ensure you can develop a long-term selling strategy within large accounts as well as create short-term tactical opportunities.) Driving demand for newer products and are skilled at selling professional services. Calling on platform, infrastructure and application development teams at the Director to C-level You have experience leveraging SIs, VARs, and Alliance partners to deliver solutions with a proven track record of success with these partners.
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