Key Account Manager

📌 Core Information

🔹 Job Title: Key Account Manager

🔹 Company: Triskele Labs

🔹 Location: Melbourne, Victoria, Australia

🔹 Job Type: Full-time

🔹 Category: Not provided

📌 Essential Job Details

🚀 Job Overview

Triskele Labs, a leading provider of cybersecurity services in Australia, is seeking an experienced Key Accounts Manager to join their team. In this role, you will be responsible for developing and executing a comprehensive account management strategy to strengthen relationships with key clients, ensuring customer retention and growth. You will act as a trusted advisor, proactively offering solutions to meet the evolving needs of your strategic accounts.

ASSUMPTION: The job description does not explicitly state the size or growth stage of Triskele Labs, but based on the details provided, it can be reasonably inferred that they are a mid-sized or larger cybersecurity services provider in the Australian market.

📋 Key Responsibilities

• Develop and execute a comprehensive account management strategy to strengthen relationships with key clients, ensuring customer retention and growth.
• Manage and nurture long-term relationships with high-value, strategic accounts, understanding their evolving needs and proactively offering solutions.
• Identify opportunities for account expansion, upselling, and cross-selling within existing accounts.
• Monitor client satisfaction, resolve issues, and act as a trusted advisor to ensure continued partnership and success.
• Collaborate with the sales and marketing teams to develop targeted proposals, presentations, and marketing strategies for key accounts.
• Lead negotiations for renewals, service-level agreements, and contract modifications, ensuring mutually beneficial terms.
• Track and manage key account performance, including setting KPIs and reporting on client status and forecasts to senior management.
• Represent the company at client meetings, industry events, and conferences to build and maintain a strong network and provide regular insights and feedback to improve client engagement strategies and identify potential risks to client retention.

ASSUMPTION: The job description does not provide a comprehensive list of responsibilities, but the listed items cover the key aspects of the Key Account Manager role, including relationship management, business development, client advocacy, and performance reporting.

🎯 Required Qualifications

Education: Not specified

Experience: Minimum of 5 years' experience in business development with experience in the cybersecurity or IT industry.

Skills:

• Proven track record in account management and achieving sales targets.
• Strong understanding of cybersecurity solutions and services.
• Excellent communication, negotiation, and interpersonal skills.
• Proficiency in CRM software (ideally Hubspot) and Microsoft Office Suite.

ASSUMPTION: The job description does not specify any educational requirements, but a bachelor's degree or equivalent experience is likely expected for this senior-level role.

💰 Compensation & Benefits

Salary Range: Not specified

Benefits: In addition to standard leave, Triskele Labs provides team members a day of paid Birthday Leave and a day of Doona Day leave each year.

Industry Comparison: ASSUMPTION: Based on the experience and seniority level required for this Key Account Manager role in the cybersecurity industry in Melbourne, Australia, the salary range is likely in the range of $100,000 to $150,000 AUD per year, which is competitive for the local market.

📌 Applicant Insights

🔍 Company Context

Industry Position: Triskele Labs is one of the leading providers of cybersecurity services in Australia, with a focus on assisting clients in reducing their risk of cyber compromise through the delivery of risk-considered controls.

Company Size: ASSUMPTION: Based on the details provided, Triskele Labs appears to be a mid-sized or larger cybersecurity services provider, as they are described as "one of the last remaining boutiques in Australia" and the "largest CREST Registered Penetration Testing company in Melbourne".

Company Stage: ASSUMPTION: Triskele Labs is in a growth phase, as they are "embarking on [their] next phase of growth" and "expanding [their] sales team with a strategic focus on national growth".

📊 Role Analysis

Career Level: This role is targeted at experienced professionals, as it requires a minimum of 5 years of business development and industry experience.

Reporting Structure: ASSUMPTION: The Key Account Manager will likely report to a senior sales or business development executive, as they are responsible for managing key client relationships and contributing to the company's growth strategy.

Team Size/Composition: ASSUMPTION: The Key Account Manager will be part of a larger sales and client success team, as they are expected to collaborate with the sales and marketing teams.

Growth Opportunities: The role provides opportunities for career advancement within the company's sales and client management functions, as well as the potential to take on additional responsibilities or leadership roles as the company continues to grow.

🌍 Location & Work Environment

Office Type: ASSUMPTION: Based on the location in Melbourne, Australia, this role is likely an in-office or hybrid position, as Triskele Labs is described as having a "24x7x365 Security Operations Team completely onshore".

Geographic Context: Melbourne is a major technology and business hub in Australia, with a thriving cybersecurity industry and a highly skilled workforce.

Work Schedule: ASSUMPTION: The job description does not mention specific work schedule details, but a typical full-time schedule of 40 hours per week is likely expected for this role.

Regional Considerations: Melbourne is known for its high quality of life, vibrant cultural scene, and strong talent pool, which can be appealing factors for candidates considering this opportunity.

💼 Interview & Application Insights

Typical Process: ASSUMPTION: The interview process for this role is likely to include an initial phone or video screening, followed by one or more in-person or virtual interviews with the hiring manager and potentially other team members. The process may also include assessments, such as a case study or presentation, to evaluate the candidate's skills and fit.

Key Assessment Areas: Employers will likely focus on evaluating the candidate's account management experience, ability to build and nurture client relationships, sales and negotiation skills, understanding of the cybersecurity industry, and cultural fit within the organization.

Application Tips: Applicants should highlight their relevant experience in business development, client management, and the cybersecurity or IT industry. They should also demonstrate their strong communication, problem-solving, and strategic thinking abilities.

ATS Keywords: Key terms to include in the application and resume may include "key account management," "client relationship management," "business development," "cybersecurity," "sales strategy," "negotiation," and "CRM software".

🛠️ Tools & Technologies

The role requires proficiency in CRM software, particularly Hubspot, as well as the Microsoft Office Suite.

ASSUMPTION: Familiarity with other common sales and client management tools, such as presentation software, data analytics platforms, and collaboration tools, may also be beneficial for this role.

👔 Cultural Fit Considerations

Company Values: ASSUMPTION: Based on the job description, Triskele Labs appears to value strong team culture, loyalty, and a customer-centric approach. They emphasize the importance of "meaningful relationships" with clients and a "kick ass company culture" where employees "love what [they] do".

Work Style: The role requires a proactive, strategic, and collaborative approach, as the Key Account Manager will need to work closely with the sales and marketing teams to develop and execute account management strategies.

Self-Assessment: Applicants should consider whether they thrive in a fast-paced, growth-oriented environment, enjoy building long-term client relationships, and have a strong entrepreneurial mindset to contribute to the company's expansion plans.

⚠️ Potential Challenges

ASSUMPTION: The Key Account Manager role may involve managing a high volume of client relationships and responsibilities, which could require excellent time management and prioritization skills. Additionally, the need to collaborate with multiple teams and represent the company at client meetings and industry events may necessitate a significant amount of travel or virtual engagement.

📈 Similar Roles Comparison

ASSUMPTION: Similar roles in the cybersecurity industry may include Account Executive, Client Success Manager, or Strategic Partnerships Manager. These roles typically involve building and maintaining strong relationships with key clients, identifying growth opportunities, and advocating for the client's needs within the organization. The Key Account Manager position at Triskele Labs is more focused on strategic account management, rather than direct sales, and requires a deeper understanding of the cybersecurity landscape.

📝 Sample Projects

ASSUMPTION: As a Key Account Manager at Triskele Labs, you may be responsible for projects such as:

• Developing a strategic account plan to drive growth and retention for a key client in the financial services sector.
• Conducting a comprehensive review of a client's cybersecurity posture and presenting a tailored solution package to address their evolving needs.
• Negotiating the renewal of a multi-year service-level agreement, ensuring mutually beneficial terms for both Triskele Labs and the client.
• Representing Triskele Labs at an industry conference, networking with potential clients, and presenting the company's capabilities to a panel of decision-makers.

❓ Key Questions to Ask During Interview

Candidates may want to consider asking the following questions during the interview process:

• What are the key performance indicators (KPIs) or metrics used to measure the success of the Key Account Manager role?
• How does Triskele Labs approach the onboarding and ongoing support of new key clients?
• Can you provide an example of a successful client relationship that the Key Account Manager has been able to build and grow over time?
• What are the typical growth opportunities for someone in this role, and how does the company support the professional development of its sales and client management team?

ASSUMPTION: These questions are based on the information provided in the job description and are intended to help candidates better understand the role, the company's approach to client management, and the potential for career growth. Applicants should tailor their questions to their specific interests and concerns.

📌 Disclaimer

⚠️ This enhanced job description was AI-generated based on the original job listing. Information has been organized and supplemented with industry-standard insights where details were not provided. All assumptions are explicitly labeled. Applicants should verify all details directly with the employer before making decisions based on this content.

📌 Next Steps for Applicants

To pursue this opportunity effectively, applicants should:

• Carefully review the job description and required qualifications to ensure they meet the criteria.
• Tailor their resume and cover letter to highlight their relevant experience in key account management, business development, and the cybersecurity industry.
• Prepare thoughtful questions to ask during the interview process to demonstrate their interest and fit for the role.
• Research Triskele Labs and the cybersecurity landscape in Australia to understand the company's position, growth plans, and industry trends.
• Optimize their application for relevant applicant tracking systems (ATS) by incorporating the identified keywords throughout their materials.