Job Description

ACPL Systems is a services-first cybersecurity partner helping organisations assess, design, deploy, optimise, manage and defend modern security environments.

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With certified engineering capability, global delivery scale, an established Australian presence, proprietary IP and a focused partner ecosystem, ACPL supports customers across consulting, implementation, professional services, managed services, MDR and long-term cybersecurity maturity.

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As our ANZ business continues to grow, we are expanding our customer-facing sales capability across strategic cybersecurity technologies and services.

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The Role

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We are seeking a Mid-Market Account Executive to drive new business acquisition and customer growth across ACPL's mid-market customer segment in NSW.

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This role requires a commercially disciplined sales professional who can create pipeline, identify and develop new customer opportunities, build trusted relationships and manage cybersecurity sales opportunities from initial engagement through to close.

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You will work closely with Solutions Engineering, Delivery, vendor partners and distributors to develop compelling customer propositions and ensure opportunities progress effectively through the sales cycle.

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Key Responsibilities

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- Own sales performance across an assigned NSW portfolio and territory, with accountability for pipeline development, revenue growth and customer acquisition.
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- Develop new-logo opportunities through targeted prospecting, account mapping, referrals, partner engagement, industry events and structured outbound activity.
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- Build and execute account and territory plans across priority mid-market organisations.
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- Lead customer discovery conversations to understand cybersecurity priorities, business requirements, budget, procurement processes and decision criteria.
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- Partner with Solutions Engineers and technical teams to develop appropriate cybersecurity solutions.
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- Position ACPL's consulting, qualified services, managed services and MDR capabilities alongside relevant technology solutions.
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- Manage the commercial sales cycle including qualification, proposals, pricing, negotiation, procurement, contracting and close.
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- Develop relationships with IT leaders, security teams, business stakeholders, procurement and senior decision-makers.
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- Collaborate with technology vendors and distributors on joint opportunities, campaigns, deal registration and pipeline development.
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- Maintain accurate CRM records, opportunity stages, forecasts, next steps and pipeline hygiene.
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- Identify renewal, cross-sell and expansion opportunities within existing customers.
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Essential Experience and Capability

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- Proven B2B technology or cybersecurity sales experience with responsibility for a sales target.
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- Demonstrated ability to create current pipeline and convert opportunities into customer outcomes.
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- Strong new-business development and account-management capability.
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- Experience managing multiple opportunities across a defined customer portfolio.
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- Strong solution-selling capability and the ability to uncover business and security requirements.
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- Understanding of qualification, forecasting, pricing, negotiation and commercial sales processes.
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- Strong customer communication and presentation skills.
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- Ability to work effectively with Solutions Engineers and technical teams.
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- Strong organisational and CRM discipline.
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Highly Desirable

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- Experience selling cybersecurity technologies and services within Australia and/or New Zealand.
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- Experience working with vendors such as Cloudflare, Netskope, Zscaler, Microsoft or comparable cybersecurity platforms.
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- Existing relationships within the NSW mid-market customer segment.
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- Experience working across vendor, distributor and partner ecosystems.
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- Experience positioning professional services, managed security services or MDR alongside technology solutions.
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- Familiarity with HubSpot or comparable CRM platforms.
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- Awareness of Australian cybersecurity priorities and frameworks including ACSC Essential Eight, ISO 27001 and APRA CPS 234.
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What Success Looks Like

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- You develop a healthy and qualified pipeline across the NSW mid-market segment.
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- You consistently create new customer opportunities and progress them effectively through the sales cycle.
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- You build strong relationships and identify opportunities to expand existing customer accounts.
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- Your forecasts, CRM records and prospect next steps provide clear visibility across the business.
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- Customers and internal teams view you as a credible and commercially focused advisor.
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Working Model and Remuneration

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This role is based in Sydney, NSW and operates under a hybrid working model incorporating ACPL offices, customer sites and work from home.

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Travel across NSW and other ANZ regions may be required depending on customer and business requirements.

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Remuneration will be discussed with shortlisted candidates and determined based on experience, capability and the requirements of the role.

📌 Mid-Market Account Executive (New South Wales)
🏢 ACPL Systems
📍 New South Wales