Hybrid Account Executive – Smart Buildings, IoT, Automation Systems

at Willow

• Job title: Account Executive – Smart Buildings, IoT, Automation Systems
• Job type: Full Time
• Experience level: Mid level, Senior
• Salary: Not specified
• Degree requirement: Bachelor's Degree
• Tech skills: IoT
• Location requirements: Hybrid, Sydney, Australia

About the role

• Account Executive with responsibility for selling smart building SaaS solutions. Focusing on enterprise customers in public sector institutions across healthcare, education, and aviation.

Responsibilities

• Identify, target, and secure new enterprise customers to drive revenue growth.
• Generate and qualify new leads through various channels including partners, networking, and industry events.
• Deliver sales presentations and product demonstrations to prospective customers, highlighting the value and benefits of our SaaS solution.
• Ensure customers achieve their desired outcomes through the effective use of our SaaS solutions.
• Drive contract renewals and identify opportunities for upselling and cross-selling.
• Act as the primary point of contact for customer inquiries, issues, and feedback.
• Ensure timely and effective resolution of customer concerns.
• Develop and execute strategic account plans to maximize customer value and revenue.
• Monitor customer usage and adoption of our SaaS solutions, providing guidance and support to optimize their experience.
• Serve as a customer advocate within the company, collaborating with internal teams to ensure customer needs are met.
• Work closely with marketing, product, deployment, and customer support teams to align on strategies and support customer success initiatives.

Requirements

• 3+ years of experience in enterprise SaaS sales with a proven track record of landing and expanding accounts
• Strong knowledge of OT, IT, and IoT solutions
• Understanding of requirements of facilities teams, with the ability to act as a trusted customer advisor.
• Brings insight into market trends, secular challenges, and the business drivers behind customer pain points.
• Proficiency with modern sales and productivity tools, including Microsoft Dynamics, ZoomInfo, and Microsoft Office Suite.
• Background in operations, facility management, or mechanical engineering is highly beneficial.
• Understanding of HVAC systems, Building Controls Systems and how they interact is highly desirable.
• Excellent verbal and written communication skills with the ability to present complex solutions in a clear and persuasive manner.
• Proven ability to build and maintain strong executive-level relationships, influencing decisions and driving long-term value.

Benefits

• Health insurance
• Competitive salary
• Flexible work hours
• Professional development budget
• Home office setup allowance
• Global team events