• Build and qualify pipeline Develop account lists targeting Australian and Pacific carriers, craft outbound sequences, and represent Farel at regional aviation events to engage airline executives and commercial leaders. • Lead consultative deals Run discovery workshops, quantify business cases, coordinate solution demos, and manage multi-stakeholder evaluations for six-figure ARR opportunities across Australia, NZ, and Pacific Island carriers. • Drive contracts to close Own pricing, negotiation, and commercial terms, partnering with Legal and Finance to reach signature and hand-off to Customer Success. • Refine the sales engine Instrument funnels, A/B-test outreach, and share win/loss insights with Marketing, Product, and Leadership to sharpen positioning and roadmap. • Represent Farel in-market Act as the face of Farel at trade shows, airline forums, and partner meetings across Sydney, Melbourne, Auckland, and key Pacific hubs, cultivating local relationships and brand presence.

• Build and qualify pipeline Develop account lists targeting local and regional carriers, craft outbound sequences, and represent Farel at regional aviation events to engage airline executives and commercial leaders. • Lead consultative deals Run discovery workshops, quantify business cases, coordinate solution demos, and manage multi-stakeholder evaluations for six-figure ARR opportunities — adapting your approach to local enterprise buying processes and multi-stakeholder decision-making dynamics. • Drive contracts to close Own pricing, negotiation, and commercial terms, partnering with Legal and Finance to reach signature and hand-off to Customer Success. • Refine the sales engine Instrument funnels, A/B-test outreach, and share win/loss insights with Marketing, Product, and Leadership to sharpen positioning and roadmap. • Represent Farel in-market Act as the face of Farel at trade shows, airline forums, and partner meetings across key aviation hubs, building long-term relationships and brand presence in the market.

• Become an expert on Snowflake’s product and conduct discovery calls, customized demos, and presentations to prospective customers • Be the trusted advisor to the customer by understanding their existing and future IT roadmap to drive the Snowflake solution within the marketplace • Prospect qualification and the development of new sales opportunities and ongoing revenue streams • Land, adopt, expand, and deepen sales opportunities with accounts in your region • Achieve sales quotas for allocated accounts and/or territory on a quarterly and annual basis by developing a sales strategy in the allocated territory with a target prospect list, and a regional sales plan. • Work closely with cross functional teams including sales engineering, professional services, marketing, legal and finance.

• Serás responsable de impulsar nuevas oportunidades de negocio y convertir cada contacto en una relación de valor. • Identificar y gestionar prospectos y nuevas oportunidades comerciales. • Ejecutar procesos de venta outbound de manera estratégica. • Brindar información clara, veraz y consultiva a prospectos y clientes. • Cumplir y superar los objetivos comerciales asignados. • Garantizar el cumplimiento de las políticas comerciales establecidas.