Lead Enterprise Account Manager

Cloud Software Group

Principal Enterprise Sales Executive for Cloud Software Group driving sales in North America. Focusing on enterprise sales lifecycle and acting as a trusted advisor for cyber resilience and operational continuity solutions.

Posted 4/23/2026full-timeRemote • 🇦🇺 AustraliaSeniorWebsite

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

Own the end-to-end enterprise sales lifecycle for assigned named accounts, from account planning and opportunity identification through negotiation, close, and renewal.
Develop and execute account-based sales strategies aligned to customer business priorities, IT initiatives, and budget cycles.
Drive new and recurring ARR by expanding use cases across high availability, disaster recovery, cyber resilience, and application modernization.
Build and deliver value-based business cases that demonstrate business continuity, risk reduction, improved recovery objectives (RTO/RPO), and cost efficiency.
Maintain full accountability for pipeline health, forecast accuracy, and revenue outcomes within the assigned accounts.
Serve as a trusted advisor to senior IT, infrastructure, operations, and cybersecurity leaders.
Develop a deep understanding of each customer’s application landscape, infrastructure architecture, and resiliency requirements, including digital transformation and modernization initiatives.
Build and sustain strong relationships with customer stakeholders, systems integrators, and channel partners.
Navigate and manage complex enterprise procurement processes, including large-scale sourcing events, renewals, and multi-year agreements.
Orchestrate internal teams (Sales Engineering, Architecture, Product, Support, Legal, and Finance) to support deal strategy and execution.
Identify and mitigate risks related to deployment success, customer satisfaction, and post-sale outcomes.
Leverage disciplined account planning, MEDDICC-style qualification, and modern sales tools to accelerate deal velocity.
Take full ownership of territory execution while fostering a collaborative, team-oriented culture across internal and partner ecosystems.

Requirements

What you’ll need

Bachelor’s degree or equivalent experience
10+ years of enterprise sales experience in infrastructure software, availability, data protection, or resiliency solutions
Proven track record of exceeding quota and closing large, complex, multi-year enterprise deals
Experience selling into large North American enterprises with an understanding of corporate buying processes and stakeholder alignment
Experience working with and through systems integrators, strategic partners, and channel ecosystems
Ability to build trusted relationships with senior executives, business leaders, and technical decision-makers
Strong understanding of business continuity, disaster recovery, cyber resilience, and infrastructure modernization trends
Demonstrated ability to lead complex, cross-functional account teams
Strategic mindset with strong account planning, opportunity management, and deal execution skills
Comfortable navigating internal deal strategy, pricing, legal, and commercial approval processes
Growth mindset with adaptability in dynamic enterprise environments
Excellent verbal and written communication skills in English.

Benefits

Comp & perks

Equal Employment Opportunity (EEO)
Reasonable accommodation due to a disability during any part of the application process

ATS Keywords

✓ Tailor your resume

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

enterprise salesaccount-based sales strategiesbusiness continuitydisaster recoverycyber resilienceapplication modernizationpipeline managementMEDDICC qualificationaccount planningopportunity management

Soft Skills

trusted advisorrelationship buildingcollaborative culturestrategic mindsetadaptabilitycommunication skillsleadershipnegotiationrisk mitigationteam-oriented

Certifications

Bachelor’s degree