Account Executive, Majors- Install Base (APAC)

Vercel is the agentic infrastructure company, freeing people and agents to ship what’s next. For more than a decade we’ve helped builders move from idea to production with speed, security, and exceptional developer experience.

Now we’re scaling our products for both agents and people to ship and run software, built in the open and trusted by OpenAI, PayPal, Ramp, Supreme, and millions of developers worldwide.

About the Role:

Vercel’s Enterprise sales team is built on people who are technically fluent, commercially sharp, and deeply curious about the companies they work with. As a Majors Install Base AE covering the ANZ market, you will own a curated book of named enterprise accounts and be the primary driver of net-revenue retention, expansion, and long-term platform depth. This is not a maintenance role — you will be expected to identify whitespace, accelerate adoption of Vercel’s newest products, and drive meaningful growth across a portfolio of some of the most digitally ambitious companies in the region.

You will work alongside Solutions Engineers, Customer Success, and cross-functional Vercel stakeholders to build strategic account plans rooted in customer outcomes — and to establish Vercel as an indispensable infrastructure partner embedded in your accounts’ roadmaps for web and AI transformation.

What You Will Do:

- Own a book of named Major Accounts, driving renewals, upsells, and cross-sells to grow account value and ensure strong net revenue retention
- Identify and execute expansion opportunities across your portfolio — mapping whitespace, uncovering new teams or use cases, and activating Vercel’s newest products (including platform API, AI SDK, and observability tooling)
- Build and maintain multi-threaded relationships with key stakeholders and champions across engineering, product, procurement, and the C-suite
- Develop and execute strategic account plans aligned with each customer’s business goals and Vercel’s growth objectives, with hyperscalers, SIs, and agency partners embedded in the strategy from day one
- Translate Vercel’s platform into board-level narratives around developer velocity, infrastructure consolidation, and AI-driven transformation as measurable operational levers
- Own complex commercial negotiations — renewals, ELA amendments, consumption-based expansions — and position Vercel as a long-term strategic partner
- Partner with Solutions Engineering, Customer Success, and Product to deliver customer outcomes and surface feedback that shapes the product roadmap

About You:

- 5–10+ years in enterprise SaaS with a demonstrated track record of success in install base, account management, or named account roles
- Proven ability to drive expansion — you understand how to identify whitespace, build champions across multiple buying centres, and accelerate upsell and cross-sell motions in complex accounts
- Experienced in partner-influenced or co-sell motions — you know how to activate a hyperscaler or SI relationship to deepen account penetration, not just open doors
- Comfortable discussing architecture with a CTO and total cost of ownership with a CFO — you can flex between technical product conversations and high-level business ROI narratives
- A disciplined account planner who thinks in years, sequences accounts for maximum long-term revenue, and builds executive relationships with intention
- Fluent in MEDDPICC and rigorous about forecast hygiene and CRM discipline
- Able to hold credible, technically grounded conversations with senior engineering and product leadership without leaning on a solutions engineer as a crutch
- A value seller who leads with customer pain and business outcomes, not feature lists

Bonus If You:

- Have a background in web development, developer tooling, web infrastructure, cloud platforms, or AI/ML
- Come with existing relationships at AWS, GCP, or Azure — or with major SI/agency partners active in the ANZ market
- Have experience navigating ELAs, consumption-based commercial models, or enterprise procurement in regulated industries
- Have sold into or managed accounts in media, retail,



financial services, or digital-native companies — verticals where Vercel has strong traction in the ANZ market
- Understand PLG-influenced sales motions — how developer adoption at the team level translates into enterprise expansion

Benefits & Compensation:

- Competitive compensation package, including equity
- Inclusive Healthcare Package
- Learn and Grow — we provide mentorship and send you to events that help you build your network and skills
- Flexible Time Off
- We will provide you the gear you need to do your role, and a WFH budget for you to outfit your space as needed

Disclosures:

- Privacy: Please review our Job Applicant Privacy Policy for more information on how we handle your data.
- Equal Opportunity: Vercel is committed to fostering and empowering an inclusive community within our organization. We do not discriminate on the basis of race, religion, color, gender expression or identity, sexual orientation, national origin, citizenship, age, marital status, veteran status, disability status, or any other characteristic protected by law. Vercel encourages everyone to apply for our available positions, even if they don’t necessarily check every box on the job description.

The Australia based pay range for this role is 388,000 - 524,000 AUD OTE. Actual salary will be based on job-related skills, experience, and location. The total compensation package may include advantages, equity-based compensation, and eligibility for a company bonus or variable pay program depending on the role.

Additional Information

**Additional Information**
**Job Number**
**Job Category** Engineering & Facilities
**Location** 30 Pitt Street, Sydney New S 2000, Australia
VIEW ON MAP ( Full Time
**Located Remotely?** N
**Position Type** Non-Management

What we ask of you:

- A genuinely warm & welcoming demeanour.
- Personable communication skills.
- Energising motivation - its infectious - no job is too big or too small.
- A passion for the industry, a want to be the best in service.
- Experience in hotel engineering or maintenance preferred

POSITION SUMMARY

- Maintain maintenance inventory and requisition parts and supplies as needed.
- Communicate daily activities and problems that occur to the team using approved communication programs and standards.
- Perform all surface preparation, painting, minor drywall and wood trim repair, light bulb and A/C filter replacement
- Complete a thorough cleanup of the painting or repair area.
- Perform repairs on interior and exterior landscaping as well as external landscaping sprinklers.
- Provide daily repairs and preventive maintenance.
- Attend to internal and external customer needs in relations to maintenance services.
- Provide safety check to all tools and equipment’s.
- Repair furniture and fittings.
- Perform minor plumbing repair.
- Perform carpentry and painting tasks.
- Complete ad-hoc projects assigned by your Manager.
- Display basic computer skills including inputting air handler schedules and making temperature changes.
- Follow all company and safety and security policies and procedures; report any maintenance problems, safety hazards, accidents, or injuries; complete safety training and certifications; and properly store flammable materials.
- Ensure uniform and personal appearance are clean and professional, maintain confidentiality of proprietary information, and protect company assets.
- Welcome and acknowledge all guests according to company standards, anticipate and address guests’ service needs, assist individuals with disabilities, and thank guests with genuine appreciation.
- Adhere to quality expectations and standards.
- Develop and maintain positive working relationships with others, support team to reach common goals,



and listen and respond appropriately to the concerns of other employees.
- Speak with others using clear and professional language.
- Move, lift, carry, push, pull, and place objects weighing less than or equal to 50 pounds without assistance and heavier lifting or movement tasks with assistance.
- Move up and down stairs, service ramps, and/or ladders.
- Reach overhead and below the knees, including bending, twisting, pulling, and stooping.
- Enter and locate work-related information using computers.
- Perform other reasonable job duties as requested.

Perks, Rewards, Motivations

- Team-spirited co-workers
- Encouraging leadership
- Discounted room rates on hotels worldwide
- Discount on food and beverage at participating Marriott International hotels worldwide
- Recognition programs to keep you motivated
- Wellbeing & mindfulness programs to ensure you stay healthy
- Paid birthday leave
- Training and development

**Please note, full Australian working rights are required for this position.**

At Marriott International, we are dedicated to being an equal opportunity employer, welcoming all and providing access to opportunity. We actively foster an environment where the unique backgrounds of our associates are valued and celebrated. Our greatest strength lies in the rich blend of culture, talent, and experiences of our associates. We are committed to non-discrimination on any protected basis, including disability, veteran status, or other basis protected by applicable law.

Marriott Hotels strive to elevate the art of hospitality, innovating at every opportunity while keeping the comfort of the oh-so-familiar all around the globe. As a host with Marriott Hotels, you will help keep the promise of “Wonderful Hospitality. Always.” by delivering thoughtful, heartfelt, forward-thinking service that upholds and builds upon this living legacy. With the name that’s synonymous with hospitality the world over, we are proud to welcome you to explore a career with Marriott Hotels. In joining Marriott Hotels, you join a portfolio of brands with Marriott International. Be where you can do your best work, begin your purpose, belong to an amazing global team, and become the best version of you.

JW Marriott is part of Marriott International’s luxury portfolio and consists of more than 100 beautiful properties in gateway cities and distinctive resort locations around the world. JW believes our associates come first. Because if you’re happy, our guests will be happy. JW Marriott associates are confident, innovative, genuine, intuitive, and carry on the legacy of the brand’s namesake and company founder, J.Willard Marriott. Our hotels offer a work experience unlike any other, where you’ll be part of a community and enjoy true camaraderie with a diverse group of co-workers. JW creates opportunities for training, development, recognition and most importantly, a place where you can pursue your passions in a luxury environment with a focus on holistic well-being. Treating guests exceptionally starts with the way we take care of our associates. That’s The JW Treatment. In joining JW Marriott, you join a portfolio of brands with Marriott International. Be where you can do your best work, begin your purpose, belong to an amazing global team, and become the best version of you.

At Roche you can show up as yourself, embraced for the unique qualities you bring. Our culture encourages personal expression, open dialogue, and genuine connections, where you are valued, accepted and respected for who you are, allowing you to thrive both personally and professionally. This is how we aim to prevent, stop and cure diseases and ensure everyone has access to healthcare today and for generations to come. Join Roche, where every voice matters.

A Roche Field Services Engineer provides vital field service activities for Core Lab, Molecular Diagnostics, Tissue Diagnostics and Sequencing Instruments by provision and coordination of all activities relating to instrument troubleshooting, instrument installation, instrument preventative maintenance, software and hardware modifications, relating to both pre and post sales requirements.

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