Strategic Account Director - Sydney

Job summary

What is the role? An exciting opportunity to join a leading vendor in cyber security. A Strategic Account Director at DigiCert is a strategic sales role responsible for managing and expanding relationships with our tier 1 and 2 enterprise customers. This position involves understanding the unique needs and requirements of major accounts, building strong customer relationships, and driving revenue growth through upselling, cross-selling, and retention strategies.

What’s in it for the successful candidate? This role is ideal for someone looking to continue their career in enterprise sales. You’ll have the opportunity to work in complex deal cycles across multiple aspects of an enterprise technology stack. DigiCert usually has a sales conference each year in the US that you’ll likely be invited to attend, and we reward our successful sales reps with a President’s Club trip at an international location (which changes each year).

What’s the team like? At DigiCert we pride ourselves on our collaborative customer-first nature. All team members are willing to help each other and find enjoyment in each other’s success.

What you will do

Strategic Account Ownership

• Own a defined portfolio of strategic, high-value accounts, serving as the single accountable leader for customer success, growth, and retention.
• Develop deep, multi-threaded relationships across customer organisations, including C-level executives, security leadership, IT, and procurement.
• Position DigiCert as a long-term strategic partner, not just a technology provider.

Develop and maintain multi-year strategic account plans that define:

• Account objectives and success criteria
• Customer business priorities and risk drivers
• Expansion hypotheses and growth motions
• Competitive positioning and mitigation strategies
• Regularly review and adapt account plans based on customer evolution, market dynamics, and performance outcomes.

Revenue Retention & Expansion (SRR Focus)

• Drive strong Net and Gross Revenue Retention through proactive account management, renewal planning, and value reinforcement.
• Identify and execute expansion opportunities (upsell, cross-sell, platform adoption) aligned to customer priorities and DigiCert’s strategic offerings.
• Lead renewal and commercial negotiations, ensuring outcomes that balance customer value, margin discipline, and long-term partnership.

Executive Alignment & Value Creation

• Establish and maintain executive-level alignment within customer organisations through regular Executive Business Reviews (EBRs) and strategic discussions.
• Translate DigiCert’s capabilities into clear business outcomes, including risk reduction, operational resilience, compliance, and trust.
• Anticipate customer needs and proactively shape demand through insight-led conversations.

Solution & Value-Based Selling

• Partner closely with Sales Engineers, Product, Customer Success, and Support teams to design and deliver solutions tailored to each strategic account.
• Lead complex, consultative sales cycles involving multiple stakeholders, long timelines, and sophisticated decision processes.
• Clearly articulate DigiCert’s differentiated value in competitive and highly regulated environments.

Forecasting, Governance & Execution

• Maintain disciplined pipeline, forecast, and account governance practices using CRM and internal operating rhythms.
• Provide accurate forecasting, clear deal inspection, and transparent reporting on account health, risks, and opportunities.
• Actively manage risks related to renewals, competitive threats, and customer satisfaction.

Market, Industry & Competitive Insight

• Stay current on industry trends, regulatory developments, and competitive dynamics, particularly in cybersecurity, PKI, and digital trust.
• Use market insight to help customers navigate emerging challenges and to position DigiCert proactively.

Cross-Functional Leadership

• Orchestrate internal resources effectively, aligning teams around customer priorities without over-reliance or escalation fatigue.
• Act as the internal voice of the customer, ensuring feedback informs product direction and service improvement.

What you will have

• Bachelor’s degree in business, Marketing, Technology, or a related field required.
• MBA or advanced degree preferred but not required.
• 8+ years of experience in enterprise or strategic account management, ideally within technology, cybersecurity, or infrastructure-related domains.
• Proven track record of managing and expanding large, complex accounts over multiple years.
• Demonstrated success driving revenue retention, expansion, and long-term account growth.
• Experience selling to or working with executive-level stakeholders in complex organisations.
• Strategic Thinking: Ability to develop and execute multi-year account strategies aligned to customer and company objectives.
• Executive Presence: Comfortable engaging, influencing, and advising senior leaders.
• Commercial Acumen: Strong negotiation skills and understanding of value-based pricing and long-term commercial structures.
• Process Discipline: Uses structured account planning, forecasting, and governance to drive predictable outcomes.
• Analytical & Data-Driven: Uses insights and metrics to guide decisions and prioritisation.
• Collaboration & Leadership: Leads through influence across internal teams.

Benefits

• Generous time off policies
• Top shelf benefits
• Education, wellness and lifestyle support

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