Sales Account Executive Jobs

Trellis Data, an Australian business offering machine learning (ML) based software for government, military, and private sector customers around the world, is expanding our team in the U.S.

As the Account Executive (Federal Government - Civilian Sector) for Trellis Data USA Inc., you will be responsible for developing and executing on a pipeline of direct opportunities, as well as supplementing the sales efforts of our existing channel partners, with the combined goal of selling our software to targeted Federal Civilian agencies.

The role is ideal for a candidate who first and foremost has expertise selling software solutions to federal agencies. While the role will involve developing and managing a cross-functional team based in the U.S., deep experience in management is not required. If you have excellent sales experience in selling software to Government directly, or via Partners, and want to go to the next level, in building up and leading a team of sales professionals out of our US office, then this role could be for you.

Responsibilities:

• When required, develop sales forecasts (In-Month, Monthly, Quarterly, Annual, etc.,) and develop tactical plans to meet those forecasts
• Work closely with the Business Solutions and Delivery teams to ensure proposals have a sound technical basis, and customers are set up for success in implementation
• Manage all CRM activities (Contracts, Funnel management, close plans etc)
• Support corporate activities as required by the broader Trellis Data team
• Engage in required meetings, summits, strategic planning sessions with channel partners as required to support channel sales activities
• Meet or exceed sales plans for the defined segment / zone for the sales period
• Identify the needs of targeted customer organizations and how they align with the core Trellis Data offerings
• Guide customers, and where necessary channel partners, through a sales process that results in a sales bookings. Educate potential customers and channel partners on how Trellis Data can support and create value for organizations. Negotiate and/or support key terms (e.g., pricing structure, terms and conditions, warranties) for pilots and long-term contracts
• Take a leadership role in building the U.S. business, working with the Head of Revenue to develop a hiring plan for the U..S office and build the team

What you will need to be successful:

• Build long-term relationships based on mutual value-add, not just transactional ones
• Self-starter and highly motivated - be able to build up a pipeline with support from our Australian office and actively work on building up a team that you will lead in the delivery of rapid scale growth
• Demonstrate initiative, have a bias for frequent communication with the extended team and enjoy the challenge of building out the US office with strong support from our Australian office
• Take an active interest in customer issues with a keen view on matching their requirements to Trellis Data’s capability. Be the first call for key channels and customers if a new opportunity arises, and work with our Business Solutions team to ensure we quickly respond with POCs and new product features
• Be a trusted partner that ‘does what they say and say what they do’ – be able to build trust, and hold trust with your customers and partners

Basic Qualifications:

• Highly experienced at identifying stakeholders and key decision makerswithin civilian government agencies
• Ability to operate with minimal direction in a fast-paced sales organization, including being flexible with the customer, without changing Trellis Data’s strategy
• Proven experience in meeting sales goals/quotas and ability to prospect and close sales to new and existing customers
• Minimum of 5 years sales experience, with a demonstrable track record of sales in the Federal Civilian Government Sector

Advantage:

• Experience hiring, managing or developing a sales team
• A demonstrable network for selling specifically AI/ML solutions to civilian government or channels that serve this space
• Bi-lingual English and Spanish as some of our existing channel partners have customers in Spanish speaking South America
• Experience working in distributed companies or with international teams
• Involvement in the negotiation of complex multi-party contracts (either involving consortiums of software vendors or complex professional services arrangements)

About Trellis Data:

Trellis Data is focused on growth in the U.S. Federal Civilian marketplace through the adoption of explainable AI/ML capabilities, and other ML capabilities - including transcription, vision and what we call 'bespoke AI', giving public sector customers comfort and trust in the outputs of Trellis Data’s AI/ML solutions. Our products have been designed from the outset to meet the strict requirements of government clients, particularly data and security requirements relating to deployment. Trellis Data USA leverages its parent company’s track record of success serving the Australian government, as well as other Federal Governments across the globe, including national security organizations.