Deployment Manager jobs in Australia

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Career

You will center your role on relationship management to achieve measurable results in increased revenue, market share, and depth within each sales segment. Your success in this role will span the creation and execution of unique business plans in your region in partnership with other Palo Alto Networks Core sales organizations and channels. Your responsibilities will include finding and generating new customers, growing existing accounts and partnerships. You develop new accounts and/or expand existing accounts within an established geographic territory, industry, product segment or channel.

Your Impact

• Directly drives revenue impact by exceeding bookings goals of assigned partners and new initiatives

• Identify, create, and implement a comprehensive account strategy to develop new consulting business and drive expansion growth with enterprise customers across your territory, including channel partner

• Scope, negotiate and close enterprise contracts to exceed all bookings and revenue targets

• Establish access and create positive business relationships with key executives and senior-level decision-makers (typically CISO, CSO, and CIO level)

• Apply your knowledge of the cybersecurity industry, market landscape, technology, product, and processes to educate prospective and current customers on the business value of Unit 42’s offering and services

• Collaborate cross-functionally with key internal stakeholders (Field Sales, Marketing, Sales Operations, Product Management, Engineering, Pre/Post Sales, and Finance) to drive Unit 42 services adoption in target accounts

• Develop relationships with select partners in your region to leverage their account presence and drive new growth and further penetration of Unit 42 incident response and proactive services in the market

• Maintain accurate and up-to-date account intelligence in SFDC, including regular forecasting of business opportunities to Sales and executive leadership

Your Experience

• Experience in Business Development and Sales roles within the cybersecurity consulting industry

• Track record exceeding your sales quota as a Major / Large Account Manager, Regional Sales Manager / Enterprise seller focused on F1000 accounts in high growth companies

• At least 7 years of experience selling cybersecurity consulting services (preferred), or Enterprise Security solutions: SOC security-based products/services (such as Incident Response, Breach Management, Malware/Exploit Prevention, Anti-Virus, White Listing, SIEM, and other techniques) or SAS, Behavior Analytic or Logging tools; preferably Subscription or SaaS solutions as a direct contributor. Solutions related to Security Operations / SIEM / SOAR or adjacent solutions focused on Data / ML and automation preferred

• Deep understanding of channel partners and a channel-centric go to market approach in your region

• Knowledgeable in MEDDIC and Complex Solution Sales methodology and proven ability to sell complex enterprise software solutions to large and sophisticated enterprises at 6-figure transaction sizes and greater

• In-depth knowledge of how specific industries might leverage cybersecurity consulting services and security solutions and able to succinctly translate complex technical benefits to solve high leverage business problems; you can effectively articulate and present well in front of technical and executive-level stakeholders

• You have a demonstrated passion for helping organisations address their cyber security challenges and you are excited about the prospect of scaling a fast growing consulting services team and accustomed to working in a fast-paced environment

All your information will be kept confidential according to EEO guidelines.

The Difference You Will Make:

As Market Manager based in Sydney
,you will be responsible for the supply health and growth in key markets across Australia and New Zealand, by managing professional host accounts and supply acquisition of high-quality inventory. Focusing on these responsibilities, you will build Airbnb’s strong market presence in your assigned region by collaborating with other teams as the local in-market expert.

As someone who knows the Airbnb mission and values inside out, you will drive all phases of supply acquisition and market success, including acquisition strategy development, generating and converting supply leads, and strategic partners relationship management, as well as creating them from scratch.

You will help develop and iterate scalable localised supply management strategies for both developed and highly competed market destinations and nascent and relatively untapped new markets ultimately ensuring our long-term market success.

A Typical Day:

• Build and manage partner relationships within assigned territory
• Directly manage accounts to meet and exceed quarterly/annual sales goals
• Analyse data and utilise data-driven recommendations to identify and action on strategic opportunities in your region to drive increase in sales
• Prospect and onboard new, high quality supply in your assigned geography
• Maintain a baseline understanding of the technical integration of various software partners so that you can provide the right support to your clients
• Represent Airbnb in external meetings with Professional Hosts and at industry conferences in your market
• Educate clients on all significant product changes and cascade feedback on product and policy to the relevant internal stakeholders
• Hold regular optimisation calls and business reviews with your partners
• Develop a deep knowledge of your assigned geographic markets and become the go-to source for all information relating to local trends and market dynamics for internal and external partners
• Respond to and deliver exceptional service to your professional hosts in a timely and efficient manner, occasionally traveling to your market to provide in-person support and guidance
• Work cross-functionally with product, communications, public policy, legal and customer support teams to ensure our long-term market success.

Your Expertise:

• 5+ years of experience in sales, account management, business development, customer success or partner support
• 2+ years of technology, travel or hospitality industry experience
• Strong time management and prioritisation skills
• Proven track record of being able to effectively work a leads pipeline and/or a book of business
• Excellent communication and presentation skills and ability to communicate effectively with clients via phone, email, and in-person
• Highly analytical and ability to transform and interpret data into actionable insights for your hosts and the business
• The ability to get things done with constantly changing priorities, projects and deadlines
• Available to travel to assigned markets
• Passion for Airbnb, travel, and the sharing economy - being an Airbnb host is a plus
• Proven experience working cross-functionally
• Ability to work at both strategic and tactical levels, with a proven track record to execute in ambiguous environments
• Ability to work within tight deadlines, adjust to changes in priorities, and balance short-term needs with long-term strategic initiatives
• Highly proficient in using CRM software, specifically in working with leads, opportunities and other core objects - Salesforce experience is a plus
• Charismatic self-starter who is resourceful and self-sufficient
• Fluency in English

Offices: Sydney, Australia

Responsibilities

• General Manager (GM) for eBay Commerce Australia Pty. Ltd. (eCA), eBay’s regulated Australian payments entity. Represent eBay externally with regulators, government officials and industry bodies.

• Drive the development of regulatory frameworks to comply with the Australian Financial Services Licence including governance, policies and controls, operational risk management, safeguarding funds and regulatory reporting.

• Define and implement a strategy to deliver strong, clear governance across eCA as required by external regulations and internal eBay policies.

• Lead eCA Board meetings (agenda, materials, and minutes). Ensure the Board is fully equipped to supervise the business of the entity and its financial affairs.

• Develop detailed understanding and aligned plans for all activities performed by the entity to anticipate and mitigate risks.

• Chair management meetings, monitoring and urgently closing out issues across the entity. Foster a culture of learning to drive continual improvements.

• Supervise service levels as detailed in eBay Support Agreements and external contracts. Champion improvements to service levels across eBay and key 3rd parties through predefined channels.

• Act as a key representative for eCA for audits & ensuring detailed planning and preparation ahead of time and Management Action Plans are completed. Work with Enterprise Risk Management as part of the ERM monitoring program.

• Stay ahead of financial services & regulatory requirements, advising the business on opportunities and risks from a changing payment landscape.

• Deeply understand the regulatory requirements on eBay’s product design. Integrate cross functionally, working closely across Legal, Compliance, Tax, Privacy, Sourcing, Auditors, Finance, Product, Risk, Payments, and senior management to ensure current regulatory requirements are understood as they apply to eBay and fulfilled with future requirements adequately planned for.

Job Requirements

• Ability to work in a dynamic, fast paced environment and to influence cross functionally, act quickly, and conclusively with outstanding attention to detail.

• Effective executive level communicator with strong diligence, documentation, and executional follow through.

• Sound experience working with regulators and expertise in payments/ financial services with an ability to apply regulatory requirements to functional applications.

• Commercial outlook with ability to assess comprehensive impacts to the business.

• Strategic and creative problem solver with self-confidence, ‘can do’ attitude, sound judgement and a good sense of humour.

• Consistent track record leading sophisticated projects across large and distributed organisations.

• Ability to thrive in a fast-paced, dynamic environment, comfortable leading with ambiguity

• Highly collaborative and a standout colleague.

Experience and Qualification

• Completed a Bachelor’s Degree or equivalent in Banking, Finance, Accounting or other relevant areas.

• Worked with a company which has an AFSL (or an authorised representative of an AFSL). Responsible Manager experience is must-have .

• Experience in financial product advice, including drafting financial services guides, product disclosure statements (or like offer documents), merchant terms and conditions, overseeing the provision of financial product advice in relation to payment facilities on a day-to-day basis, or the development of advice templates,

• Experience in financial/remittance services, including reviewing application / onboarding requirements, attending to funds settlement processes, configuring payment gateways, attending to transaction processing, or assisting merchants / clients to maintain compliance with payment card network rules and regulations.

• Oversee day-to-day facilities operations, including both hard and soft services (e.g., maintenance, janitorial, events, catering, etc.).
  

• Manage small- to medium-scale facilities projects, ensuring timely delivery within scope and budget.
  

• Foster a proactive service culture, ensuring prompt and effective resolution of workplace maintenance and service issues.
  

• Regularly visit regional offices to audit performance and ensure consistency in service quality.
  

• Develop, manage, and report on both expense and capital budgets, in close collaboration with Finance.
  

• Act as a primary liaison with a variety of stakeholders including Security, HR, IT, Procurement, Real Estate, Space Planning, Design & Construction, EH&S, Legal, and Brand teams.
  

• Partner with business unit leaders and third-party vendors to ensure efficient and safe workplace operations.
  

• Identify and drive initiatives to enhance service delivery, reduce costs, and optimize operational performance.
  

• Develop and implement standardized facilities management practices and tools to ensure consistency and efficiency across all regional locations.
  

• Excellent interpersonal and communication skills, with a strong service-oriented mindset.
  

• Proven ability to influence without authority and collaborate across diverse functional groups.
  

• Financial acumen with experience in facilities budget development and oversight.
  

• Demonstrated success managing teams across multiple locations.
  

• Trusted and persuasive communicator who can build strong relationships with senior leaders, team members, and external vendors.
  

• Experience managing facilities within fast-paced, technology-driven environments.
  

• Proactive and results-oriented with a high level of accountability and follow-through.
  

• Skilled in vendor management with a focus on performance and customer satisfaction.
  

• BA/BS degree preferred in Facilities Management, Hotel Management, Mechanical/Electrical Engineering, Architecture, Design, or Business Administration.
  

• 7+ years of facilities management experience, ideally in a technology company setting.
  

• 5+ years of people management experience (direct or indirect), with demonstrated leadership in dynamic office environments.
  

• Ability and willingness to travel frequently across regional office sites.
  

You will report to the Regional Sales Director

• Partner with sales account managers, pre-sales consultants, Partner Sales staff, and professional services colleagues in the expansion of sales within all accounts, while building relationships with main decision makers.
• Navigate a complex, enterprise sales environment to understand customer needs and promote/develop business propositions for their specialist area of our product portfolio.
• Use account planning and management skills to address customer needs and with competitive solutions.
• Follow up on leads generated by business development, inside sales, marketing and partners and qualify the funnel of opportunities, and create new pipeline with prospecting efforts.
• Documentation within CRM / Marketing software of customer contact and activity data is required of this role (e.g. names, titles, contact information, opportunity value, product information, sales stages, probability, business pain, firm-future commitments).
• Accountable for accurate forecasting and regular quarterly revenue delivery for specialist product area.
• Communicate company news/product updates to existing customers and prospects
• Identify and define use cases for Informatica products.
• Coordinate through initial launch of use cases on Informatica platforms.
• Address Client satisfaction and issues until resolved. This will include coordinating other teams that work with each Client.
• Manage the onboarding process for new select Informatica Clients.
• At this level, incumbents will have expert-level knowledge of selling our products and services, with expertise of their specialization.
• Assigned opportunities/engagements are typically larger and of the most complex nature, where attributed expected revenue retirement would be higher than lesser-scoped sales specialist roles.
• You sell-to and work with executive-level customer decision makers, to include up to CXO levels.))

• Hold expert-level experience and use professional concepts and our goals to resolve complex issues in creative ways.
• Deep industry understanding of a customer's decision-making process, goals, strategies, and our goals.
• Expert-level experience establishing communication and engagement with prospects at all levels of customer engagement.
• Complete, "big-picture" understanding of the business and technical contexts of main accounts.
• Driven, who exudes leadership on account set and compels others to get on board.
• Familiar with consultative effectiveness and establishing trust with internal and external customers.
• Knowledge of hybrid deployment of software solutions, Data Warehousing, Database, and Business Intelligence software concepts and products.

• BA/BS or equivalent educational background.
• Minimum 8+ years of relevant professional experience.

• Comprehensive health, vision, and wellness benefits (Paid parental leave, adoption benefits, life insurance, disability insurance and 401k plan or international pension/retirement plans
• Flexible time-off policy and hybrid working practices
• Equity opportunities and an employee stock purchase program (ESPP)
• Comprehensive Mental Health and Employee Assistance Program (EAP) benefit