• Own a portfolio of strategic national accounts, with full lifecycle responsibility from pipeline development and new business acquisition through renewals and account expansion. • Drive renewals, retention, and service expansion. • Build pipeline through outreach, partnerships, and industry engagement. • Identify and close new business opportunities and new logos. • Develop account plans and lead QBRs to drive value and growth. • Navigate complex procurement and compliance requirements. • Partner cross-functionally (Service Delivery, Sales, Legal, Finance) to deliver on commitments. • Develop proposals, pricing, and negotiate contracts. • Maintain accurate pipeline, forecasting, and CRM activity (Dynamics).

• Build and grow pipeline for Flexible Automation solutions across new and existing customers. • Lead complex customer sales cycles from discovery through business case, solution alignment, commercial negotiation, and close. • Position Dematic’s Flexible Automation portfolio, including AMRs, AGVs, robotic cells, pallet shuttle solutions, AutoStore-style solutions, and software-enabled automation. • Help customers understand commercial models that include recurring software, service, or automation-as-a-service value. • Develop ROI-driven proposals tied to labor, throughput, storage density, scalability, uptime, and operational flexibility. • Partner closely with regional account teams, software leaders, solution design, engineering, and implementation teams to shape solutions. Ensuring flexible technologies integrate smoothly with Dematic’s traditional fixed automation infrastructure; and move deals forward. • Engage operations, supply chain, logistics, IT, finance, and executive stakeholders across customer organizations. • Identify opportunities that start with Flexible Automation and expand into the broader Dematic portfolio where appropriate. • Maintain disciplined forecasting, pipeline hygiene, and account planning. • Target customer environments: 3PL and contract logistics, Retail and e-commerce fulfillment, Grocery and consumer goods, Healthcare and pharma distribution, Industrial and manufacturing logistics.

Strategic Account Manager, Enterprise - 12 months FTC Location Sydney Employment Type Contract Location Type Hybrid Department GTM - Sales Strategic Account Manager, Enterprise (APAC) Our Strategic Accounts team creates world-class relationships with collections and portfolios of hospitality brands in the Groups and Chains segment, and provides recommendations for technology solutions to the Groups, including some of the largest operators in the world. Core focus of this role is to establish and grow SiteMinder’s enterprise business throughout APAC markets, by creating new partnerships and unlocking growth within existing accounts, with keen attention on Australia and New Zealand. In an individual contributor role, you will be joining an established high performance team, to assume responsibility for creation of new revenue opportunities through both acquisition of new multi-property groups and via fostering excellent relationships within an existing portfolio of accounts. You will be an experienced commercial operator, with a background in SaaS business development, partnership management, strategic account management, or a similar senior commercial profile with strong business acumen. This role is offered as a 12-month fixed-term contract. What you'll do... - Active listening: deep understanding of customer goals, strategy and long term objectives, to formulate plans to unlock new revenue opportunities and mitigate attrition risks. Initiating conversations and solutions that deliver against customer buying needs - Consultative selling: you will hold a creative and ambitious talent for driving new business and strategic account management, coordinate large group discussions and bring in the relevant buying authorities to influence and drive the business to sale-won - Hyper Collaboration: you will have experience in working with multiple teams and stakeholders to create a winning strategy for unlocking growth in APAC to lead SiteMinder to be the preferred partner for multi-property groups in the region. - Stakeholder management: influencing and liaising with variety of internal stakeholders, across multiple departments (Product solutioning, Onboarding, Support, Sales, Marketing, Finance, Support, Customer Success) - Proactive engagement: implementing plans to increase product adoption, service satisfaction, product updates and customer feedback - Protection of revenue: by ensuring customers are committed to term agreements and managing the contract renewal process - Travel requirements: regular travel within the region to attend trade shows, conferences and Quarterly Business Reviews with high value accounts What you have... - Hotel or travel industry experience: in-depth understanding of the hospitality/hotel industry and travel technology, and the infrastructure of large hotel groups - Experience in SaaS sales or product/technology partnership management. Ideally 3+ years experience in consultative selling to C level personas within a technology or hospitality-travel technology business - Strong communication skills to build rapport and trusted, long-term relationships with customers and ability to bring together multiple stakeholders internally and externally to match buying authority and knowledge sets - Excellent negotiation skills to overcome objections and navigate complex buying structures to influence multiple buying identities - Consultative approach to solution sell and present as a subject matter expert in the hospitality technology field - Creative problem-solving skills and ability to manage expectations - Highly resilient self starter, operating well independently, with positive attitude to winning deals - Language requirements: Fluent in English, Professional working proficiency in any of these languages: Bahasa, Mandarin, Korean or Japanese, is a plus. Our Perks & Benefits… - Hybrid working model (in-office at our Sydney HQ & from home) - Mental health and well-being initiatives - Generous parental (including secondary) leave policy - Paid birthday, study and volunteering leave every year - Sponsored social clubs, team events, and celebrations - Employee Resource Groups (ERG) to help you connect and get involved

• Exceed quarterly renewal and upsell goals • Maintain solid relationships with customers and ownership of customers’ success with Acquia platform services • Guide customers through onboarding of products and services • Maintain control of account direction and strategy • Build relationships with strategic leadership level customer contacts • Identify new opportunities and work to drive them to a close • Coordinate with business users and procurement to ensure timely renewals • Update and maintain Sales database as appropriate • Must be able to proactively drive accounts with minimal oversight • Strong collaboration with internal teams • Generates trusted relationships with customers • Ability to manage multiple systems and administration at once