Principal Customer Manager - Digital Solutions

ENTERPRISE CUSTOM SOFTWARE SOLUTION SALES

PhoenixDX, one of the fastest growing technology companies in Australia, is an award-winning digital transformation delivery organisation and OutSystems partner, specialising in custom application development and digital products.

We are seeking applications from highly experienced and high achieving enterprise custom software sales executives, to join our team in the role of Principal Customer Manager.

Key capabilities required include proficiency in achieving “trusted adviser” status at senior executive level, establishing credibility as a thought leader, sales campaign planning, sales team leadership, opportunity identification and exploration, value engineering, and customer stakeholder relationship development.

The successful candidate will assume responsibility for a signifcant multi-million dollar annual sales target that will be made up of “land” and “expand” revenue goals. As well as responsibility for a significant “new logo” revenue target, the successful candidate will be assigned a portfolio of existing PhoenixDX customers with existing “expand” pipeline.

Our customers choose PhoenixDX because they are committed to ensuring that their business future is founded on maximising innovation and building highly effective and long-term sustainable solutions, delivered in weeks instead of months. Our customers stay with us because of the experience they have of working together in deep partnership, whilst consistently achieving exceptional digital transformation outcomes.

ARE YOU OUR IDEAL CANDIDATE?

Our ideal candidate, will have at least 10 – 15+ years of experience working in the domain of enterprise level professional services, application software development sales and professional services consulting.

In addition, you will also have at least 3 – 5 years of enterprise custom software projects sales, or professional services sales experience focussed on selling large and complex solutions to senior level stakeholders in commercial and enterprise grade organisations.

You will have a passion to learn and understand the business of our customers, so that you can meet (and anticipate) their needs with our solutions and service offerings.

You will be responsible for account planning and sales campaign execution to achieve individual and team targets.

Your remuneration will include a generous base salary as well as an uncapped incentive component. There will be no ceiling to the rewards you can reap in line with the value that you bring.

Our promise to you is that you will be well supported, well rewarded and have the opportunity to grow along with PhoenixDX.

ROLE RESPONSIBILITIES

• Understand customer business strategy and IT key initiatives

• Proactively manage customer expectations and perceptions of value

• Oversee an exceptional customer experience and results, leading to a 5 star CSAT

• Business value framework & benefits realisation

• Establish the Account Management Framework with the customer

• Lead account planning sessions and review the account plan on a regular basis with the team

• Ensure that the relationship is healthy and growing

• Establish a service delivery governance and reporting framework with the customer

• Support expansion / CRs within existing engagements working with Delivery Managers

• Manage all new business requests in the account

• Ensure PhoenixDX is delivering innovation and thought leadership

• Handle escalations from key customer stakeholders

SKILLS AND EXPERIENCE

• Elevating conversation – strategic alignment

• Roadmapping

• Business case / Value Engineering / Benefits realisation

• Sponsors and senior stakeholder relationships

• Commercial acumen

• Art of the possible

• Proactive relationship building and ongoing contact relationship management

• Presentation / demos

• Technical thought leadership OutSystems and beyond

• Thought leadership – Digital Transformation

• Big picture – trends within the customer’s industry

• Consultative approach / Advisory

• Negotiating enterprise agreements and rate cards

• Quota / target carrier

ABOUT PhoenixDX

PhoenixDX, one of the fastest growing technology companies in Australia, is a multi award-winning digital transformation company that leverages next generation enterprise software development tools, techniques and the top talent in the market.

Recognised at #22 in the latest Deloitte Tech Fast 50 list, we work with our customers to deliver innovative solutions that run, grow and transform their businesses. We deliver them in months (not years).

We are passionate about customer success. With a 5 star average CSAT rating and 100% reference-able customer base, our customers include ASX listed companies from a variety of industries with solutions that touch hundreds of thousands of users.

Our purpose is to transform lives for the better through technology and education.

We are a Certified Great Place To Work in Australia, and with employee engagement scores of 97%, eNPS of +98% and little to no attrition, our people live our mission and core values every day. In our culture of co-elevation, we recognise, reward and celebrate our people in dozens of innovative ways that allow them to bring their whole selves to work, do their best work, and grow along with the organisation. When we succeed, everyone shares in our profits.

We embrace diversity, equity and inclusion, in all its forms, informed by the different backgrounds, identities, preferences and experiences of our incredible, talented team who originate from 17 different countries of origin. In line with our values, we have a passion for social impact and giving back to the community. Through Pledge 1%, we donate our profits and time to causes aligned around SDG4: Quality Education and SDG2: Zero Hunger and encourage our team to work as volunteers to support social impact initiatives they are passionate about through our Make the World a Better Place Day. We also contribute with software and staff time to accelerate strategic digital initiatives for charities across Australia and the world.