JumpCloud® delivers a unified open directory platform that makes it easy to securely manage identities, devices, and access across your organization. With JumpCloud®, IT teams and MSPs enable users to work securely from anywhere and manage their Windows, Apple, Linux, and Android devices from a single platform. JumpCloud® is IT Simplified.

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.

Key Metrics:

70%
Attract new MSPs to JumpCloud, close their first deal and activate them
Attract new VARs and activate them
Close VAR opportunities
30%
Support PAM with renewal and upsell opportunities through MSPs and VARs
Support PAM with MSP expansion deals (new child/new logo)

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

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.

#LI-PS1

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.

Why JumpCloud®?

If you thrive working in a fast, SaaS-based environment and you are passionate about solving challenging technical problems, we look forward to hearing from you! JumpCloud® is an incredible place to share and grow your expertise! You’ll work with amazing talent across each department who are passionate about our mission. We’re out of the box thinkers, so your unique ideas and approaches for conceiving a product and/or feature will be welcome. You’ll have a voice in the organization as you work with a seasoned executive team, a supportive board and in a proven market that our customers are excited about.

One of JumpCloud®'s three core values is to “Build Connections.” To us that means creating " human connection with each other regardless of our backgrounds, orientations, geographies, religions, languages, gender, race, etc. We care deeply about the people that we work with and want to see everyone succeed." - Rajat Bhargava, CEO

Please submit your résumé and brief explanation about yourself and why you would be a good fit for JumpCloud®. Please note JumpCloud® is not accepting third party resumes at this time.

JumpCloud® is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.

#LI-Remote #BI-Remote

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