Archer Sales Lead - Australia Government - Location: Canberra (preferred) Archer is a leading provider of integrated risk management (IRM) solutions that enable customers to improve strategic decision-making and operational resilience with a modern technology platform that supports qualitative and quantitative analysis driven by both business and IT impacts. As true pioneers in GRC software, Archer remains solely dedicated to helping customers manage risk and compliance domains, from traditional operational risk to emerging issues such as ESG. With over 20 years in the risk management industry, the Archer customer base represents one of the largest pure risk management communities globally, with more than 1,200 customers including more than 50% of the Fortune 500. Learn more at www.ArcherIRM.com. Hey… is this you? Do you have a passion for Risk Tech, Reg Tech and Resilience? Do you have great insights about the needs of Australian government organisations? Do you see the potential for establish and emerging technology, including AI, to not only solve challenges, but aid decision making and unlock opportunities? Do you have a passion for finding new business opportunities, while nurturing and expanding existing client relationships? Do you want to work for an organisation that is growing, innovating and acquiring? Why not join our team of successful Archer Sales Leads (Aus Gov) for the GRC solution that is rated as a leader in every Gartner Magic Quadrant on the topic. We are currently seeking a Sales Lead to join our passionate and high performing team. This is a chance to make your mark, build on an established brand, grow with a team that has been doing this for many years. The Archer Sales Lead (Aus Gov) is responsible for growing the Archer business within the Australia Federal and State Government markets by hunting out, identifying, qualifying, pursuing and closing new Archer business opportunities, while also helping existing clients derive value and expand their investments over time. Candidates must be able to demonstrate strong Risk software or Enterprise solution sales experience, experience selling SaaS solutions, and have a proven track record of closing net new business opportunities and managing existing relationships. Existing relationships, hunger, creativity and intensity are all must-haves. Security clearances are highly desirable. Key Responsibilities The Archer Sales Lead (Aus Gov) is responsible for identifying and developing new business opportunities to grow within a defined market, while also nurturing existing client relationships to secure renewals and drive business expansion opportunities. Key to success in this role will be the ability to grow their assigned territory by building new relationships, building trust, helping clients evaluate and select Archer Integrated Risk technology, and to drive growth within accounts over time. The Archer Sales Lead (Aus Gov) must develop and execute a targeted sales plan to identify new and expansion opportunities for Archer Integrated Risk offerings within a territory through target identification, prospecting, organizing resources, leading meetings and presentations with prospects, closing deals and facilitating contract negotiations with Archer procurement personnel. The individual must be capable of leverage all channels available to them - marketing, sales development representatives, alliances, their own network, and their own hard work. The individual must be capable of understanding a client's business drivers, business issues and objectives so they can translate and articulate Archer's value propositions at all levels, and across multiple domains including: Enterprise & Operational Risk Regulatory & Corporate Compliance Environment, Social & Governance IT & Security Risk Third Party and Supply Chain Risk Operational Resilience & Business Resilience Audit You Will: Build, nurture and maintain new client relationships. Sustain and expand existing client relationships. Explore new contacts and new initiatives through a deep understanding of market drivers, market challenges and market needs - and map those to the capabilities of Archer. Achieve both quarterly and annual sales goals and objectives. Work with, and drive a virtual team - engaging effectively with professional services, System Integrator community, value added resellers, product management, technical consultants & Archer resources as and when required Identify and pursue sales opportunities within an assigned territory. Drive business development and pre-sales initiatives by leveraging both industry and technical background. Build value-added relationships within the domain of your territory - become the trusted advisor. Lead sales campaigns from a "business" perspective including ensuring we have a full understanding of the clients' pain, desired outcomes, and minimum requirements while establishing the value of Archer. Work with the broader IRM specialist and Archer sales teams to move the sales opportunities to closure. Establish and build on relationships with the principal advisory partners, SI's and channel partners who can affect current/future business within accounts. Remain an invested stakeholder for all deployments within your territory Essential Requirements Proven enterprise sales experience within within risk, compliance or a closely related discipline Experience selling into government at the federal and state level Passion for IRM, GRC and related topics Ability to effectively communicate with high level business executives Ability to assist organizations to develop a business case for investing in IRM projects Ability to analyse information and draw accurate conclusions Ability to work independently as well as manage a virtual team Ability to effectively persuade executives to realize the benefits of IRM programs and Archer Goal orientated with an innovative approach to solving problems Archer is committed to the principle of equal employment opportunity for all employees and applicants for employment and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Archer are based on business needs, job requirements and individual qualifications, without regard to race, color, religion, national origin, sex (including pregnancy), age, disability, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, protected veteran status, genetic information, or any other characteristic protected by federal, state or local laws. Archer will not tolerate discrimination or harassment based on any of these characteristics. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. All Archer employees are expected to support this policy and contribute to an environment of equal opportunity.