Focus: Origination-led, self-directed public sector growth
Experience : 10-15 years
Role Purpose
The Public Sector Hunter is a net-new logo creator responsible for independently identifying, shaping, and progressing new public sector opportunities from white space to qualified pipeline. The role is based in Sydney and is primarily focused on building HCLTech’s presence across the Government and Public sector , while collaborating across the east coast as required. This role is heavily weighted toward insight-led demand creation, early access, and disciplined pursuit execution , with a strong expectation of self-generated pipeline.
Personally, originates opportunities across the Government and Public sector and drives them through early shaping stages, establishing HCLTech as a credible partner before formal procurement begins.
Key Responsibilities
Independent New Logo Origination (Primary Accountability)
- Independently identify, qualify, and progress net-new Government and Public Sector opportunities
- Build pipeline without reliance on inherited accounts
- Demonstrate consistent origination activity across target agencies, departments, statutory bodies and public sector entities (and adjacent east-coast stakeholders where relevant)
Insight-Led Demand Creation
- Lead hypothesis-driven conversations with Government and Public Sector stakeholders
- Apply industry and domain insight to reframe client problems
- Create urgency and influence deal shape prior to formal RFPs
Multi-Stakeholder Navigation
- Map agency stakeholders, buying groups, procurement influencers, and delivery partners
- Build early access to economic buyers and senior decision-makers
- Identify and mitigate public sector procurement, probity, legal, and contractual blockers early
Commercial & Value Framing (Developing Capability)
- Support ROI narratives with guidance from senior deal leaders
- Develop commercial awareness including margin sensitivity and scope control
Structured Pursuit Discipline
- Maintain disciplined prospecting and pipeline hygiene
- Follow structured pursuit governance and internal deal processes
- Demonstrate resilience across long and uncertain sales cycles
Technical & Architectural Fluency (Threshold)
- Maintain CIO/CTO-level technology fluency
- Lead early discovery conversations credibly
- Avoid over-commitment and unrealistic solution positioning
Key Success Measures
- Volume and quality of self-originated pipeline
- Access achieved into new agencies/accounts
- Early-stage prospect progression and qualification
- Quality of insight-led client conversations
Experience & Profile
- Proven experience in complex IT services sales or public sector business development
- Demonstrated self-generated pipeline (net-new focus)
- Exposure to Australian public sector procurement environments
- Strong communication, curiosity, and prospecting discipline
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📌 Area Sales Director (City of Sydney)
🏢 HCLTech
📍 City of Sydney
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