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At SmartBear, we deliver the complete visibility developers need to make each release better than the last. Our award winning and industry favorite tools TestComplete, Swagger, Cucumber, ReadyAPI, Zephyr are trusted by over 16 million developers, testers, and software engineers at 32,000+ organizations – including world-renowned innovators like Adobe, JetBlue, FedEx, and Microsoft.  

Account Manager APAC 

Reporting to the APAC Sales Director, the Account Manager role within SmartBear is an integral part of our continued success. You will be a trusted advisor to our most valued customers, driving both their success and that of SmartBear. 

This position will drive the growth of SmartBear through new and cross sell opportunities.

It is truly an exciting role for the right person, dealing with companies in APAC that will support and drive our revenue growth.

For this role, you need to be relationship builder. Someone who can engage with customers at all levels to communicate the value of our software portfolio and helping support the customer with achieving their business goals.

Successful candidates are required to be on site in the Melbourne office min 3 days a week.

Ideally to be successful in this role you will already be displaying the following characteristics:

• A demonstrable track record of selling high value and transactional deals
• Highly organised, results driven and extremely self-motivated
• Accountable and interest in continuous learning to master your craft.
• Extensive communication skills, you should be equally as comfortable speaking with a manual tester as you would be with senior level executives by phone and email

Responsibilities:

• Drive Billings and ARR within a defined territory
• Discover, prospect and qualify new opportunities as well as up-sell opportunities within existing customer base
• Represent SmartBear to the customer in all sales-related matters and understand the customer’s business, product requirements, and industry challenges
• Direct complex sales cycles-including account mapping, development of high-level relationships, account strategies, and business cases
• Effectively maintain sales pipeline data and activity reports, providing management with accurate sales forecasts
• Collaborate with SE’s, marketing, Channel and product owners to share account knowledge and execute on sales strategies
• Work closely with Customer Success team to ensure successful roll-out, adoption and on-going use of the product
• Proven ability to effectively communicate the value proposition of SmartBear solutions to prospects and customers
• Self-motivation, time management and personal accountability; overall hunter mentality with entrepreneurial spirit.
• Strong analytical and presentation skills using common sales and business tools
• Excellent oral & written communication skills
• Strong organization and planning skills

Why you should join the SmartBear crew: 

• You can grow your career at every level. 
• We invest in your success as well as the spaces where our teams come together to work, collaborate, and have fun.
• We love celebrating our SmartBears; we even encourage our crew to take their birthdays off.
• We are guided by a People and Culture organization - an important distinction for us. We think about our team holistically – the whole person. 
• We celebrate our differences in experiences, viewpoints, and identities because we know it leads to better outcomes.  

Did you know? 

• Our main goal at SmartBear is to make our technology-driven world a better place.  
• SmartBear is committed to ethical corporate practices and social responsibility, promoting good in all the communities we serve.  
• SmartBear is headquartered in Somerville, MA with offices across the world including Galway Ireland, Bath, UK, Wroclaw, Poland and Bangalore, India.  
• We’ve won major industry (product and company) awards including B2B Innovators Award, Content Marketing Association, IntellyX Digital Innovator and BuiltIn Best Places to Work. 

 SmartBear is an equal employment opportunity employer and encourages success based on our individual merits and abilities without regard to race, color, religion, gender, national origin, ancestry, mental or physical disability, marital status, military or veteran status, citizenship status, age, sexual orientation, gender identity or expression, genetic information, medical condition, sex, sex stereotyping, pregnancy (which includes pregnancy, childbirth, and medical conditions related to pregnancy, childbirth, or breastfeeding), or any other legally protected status. 

At SmartBear, we deliver the complete visibility developers need to make each release better than the last. Our award winning and industry favorite tools TestComplete, Swagger, Cucumber, ReadyAPI, Zephyr and Pactflow are trusted by over 16 million developers, testers, and software engineers at 32,000+ organizations – including world-renowned innovators like Adobe, JetBlue, FedEx, and Microsoft. 

Senior Software Engineer

• Development of the main Pactflow platform in cooperation with other software engineers, UX designers and product managers.
• Help us build software that supports 16 million engineers.
• Ruby, Node, Microservices, TDD.

About us

Pactflow makes testing and deploying microservices at scale, simple and worry free for thousands of developers and testers around the world. We value learning and growth, good use of technology, helping our customers and contribute to the Open Source community. We envision a modern world that doesn’t worry about deployments and are building the most loved contract testing solutions for developers, with the broadest and deepest technology support, and features that enables them to work at scale.

About the role

As a Senior Engineer you will be a key engineer within the Pactflow team that will drive one of the world’s best solutions for API testing. You can look forward to working with our best and brightest engineers, product managers, and UX designers. 

• Implementing new functionality in close cooperation with stakeholders.
• Build well designed, clean applications with solid technical foundations.
• Participate in design and code reviews.
• Create and maintain technical and support documentation.
• Technical lead and mentor junior engineers in the team.
• Make use of TDD or BDD to ensure high quality of code.

About you

You believe in simple code, straightforward explanations and you take pride in writing well tested and readable code while applying methodical approach to solving complex technical challenges. You enjoy learning and honing your craft in collaboration with your peers and would like to contribute to the open source community (if not already doing so!). You understand that developing a product is a team sport and collaboration and communication is essential to its success.

You have:

• 5+ Years of Experience with Ruby and Node in an Agile and TDD environment.
• Understanding of continuous delivery processes and tooling.
• Understanding of Highly Available systems and web scale architectures.
• Experience with multiple database technologies such PostgreSQL and DynomoDB.
• Experience with AWS technologies, and infrastructure as code (e.g. Cloudformation, RDS, ECS, Cognito).
• Comfortable with event driven and microservice architectures.

 Why you should join the SmartBear crew:

• You can grow your career at every level.
• We invest in your success as well as the spaces where our teams come together to work, collaborate, and have fun.
• We love celebrating our SmartBears; we even encourage our crew to take their birthdays off.
• We are guided by a People and Culture organization - an important distinction for us. We think about our team holistically – the whole person.
• We celebrate our differences in experiences, viewpoints, and identities because we know it leads to better outcomes.

Did you know:

• Our main goal at SmartBear is to make our technology-driven world a better place.
• SmartBear is committed to ethical corporate practices and social responsibility, promoting good in all the communities we serve.
• SmartBear is headquartered in Somerville, MA with offices across the world including Galway Ireland, Bath, UK, Wroclaw, Poland and Bangalore, India.
• We’ve won major industry(product and company) awards including B2B Innovators Award, Content Marketing Association, IntellyX Digital Innovator and BuiltIn Best Places to Work.

SmartBear is an equal employment opportunity employer and encourages success based on our individual merits and abilities without regard to race, color, religion, gender, national origin, ancestry, mental or physical disability, marital status, military or veteran status, citizenship status, age, sexual orientation, gender identity or expression, genetic information, medical condition, sex, sex stereotyping, pregnancy (which includes pregnancy, childbirth, and medical conditions related to pregnancy, childbirth, or breastfeeding), or any other legally protected status.

At SmartBear, we deliver the complete visibility developers need to make each release better than the last. Our award winning and industry favorite tools TestComplete, Swagger, ReadyAPI, and Zephyr are trusted by over 16 million developers, testers, and software engineers at 32,000+ organizations – including world-renowned innovators like Adobe, JetBlue, FedEx, and Microsoft.  

Software Sales Channel Manager- Asia Pacific 

We're seeking a dynamic and results-oriented Channel Sales Senior Manager to spearhead our indirect and partner sales efforts across the Asia-Pacific region. Based in our Melbourne office, you will be responsible for building, managing, and growing a network of channel partners to drive significant software sales growth.  

About the role 

As a Channel Manager you will:  

• Build upon, refine, and execute a comprehensive channel strategy for the Asia-Pacific region, managing, identifying and recruiting high-growth partners with strong industry relationships.  In addition, you will be the Asia-Pacific lead for our growing and strategic go-to-market partnership with AWS.  
• Manage existing partner agreements, ensuring alignment with company goals and objectives.  
• Build out the business with the existing partner network. 
• Onboard and enable new partners as driven by the strategy, providing training, marketing materials, and ongoing support to equip them for success.  
• Build out the business by adding partner capacity in specific countries (e.g. Singapore) 
• Drive partner sales performance through joint business planning, lead generation initiatives, and deal support.  
• Lead the AWS partnership GTM efforts in ANZ and the broader region. 
• Develop strong relationships with key decision-makers within partner organizations.  
• Monitor and analyze partner performance, identifying areas for improvement and implementing strategies to optimize channel effectiveness.  
• Develop and maintain close working relationships with internal teams (marketing, sales, product) to ensure seamless partner engagement.  Provide best practices guidance, training, and channel/partner subject matter expertise.  
• Travel throughout the Asia-Pacific region (when possible) to build relationships and support partners.  

We are looking for you if you have: 

• Minimum 8 years of experience in channel sales management, ideally within the software industry.  
• Proven track record of exceeding sales targets through partner channels.  
• Strong understanding of the Asia-Pacific IT landscape and channel ecosystem.  
• Excellent relationship-building and communication skills.  
• Ability to build trust and influence stakeholders at all levels.  
• Strategic thinking and analytical abilities.  
• Excellent negotiation and contract management skills.  
• Proficiency in CRM software and marketing automation tools.  

Bonus points for:  

• Experience selling in the DevOps software management, development, and testing market.  
• Existing network of contacts within the Asia-Pacific IT channel.  
• Fluency in a second language spoken in the Asia-Pacific region (Mandarin, Hindi, Japanese, etc.)  

Why you should join the SmartBear crew: 

• You can grow your career at every level.  
• We invest in your success as well as the spaces where our teams come together to work, collaborate, and have fun. 
• We love celebrating our SmartBears; we even encourage our crew to take their birthdays off. 
• We are guided by a People and Culture organization - an important distinction for us. We think about our team holistically – the whole person.  
• We celebrate our differences in experiences, viewpoints, and identities because we know it leads to better outcomes.  

Did you know? 

• Our main goal at SmartBear is to make our technology-driven world a better place.  
• SmartBear is committed to ethical corporate practices and social responsibility, promoting good in all the communities we serve.  
• SmartBear is headquartered in Somerville, MA with offices across the world including Galway Ireland, Bath, UK, Wroclaw, Poland and Bangalore, India.  
• We’ve won major industry (product and company) awards including B2B Innovators Award, Content Marketing Association, IntellyX Digital Innovator and BuiltIn Best Places to Work. 

SmartBear is an equal employment opportunity employer and encourages success based on our individual merits and abilities without regard to race, color, religion, gender, national origin, ancestry, mental or physical disability, marital status, military or veteran status, citizenship status, age, sexual orientation, gender identity or expression, genetic information, medical condition, sex, sex stereotyping, pregnancy (which includes pregnancy, childbirth, and medical conditions related to pregnancy, childbirth, or breastfeeding), or any other legally protected status.

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