Why Join DNX Solutions?

From day one at DNX, you are part of a team that backs each other. You will never be working a deal alone. There is always someone who will help, and the people who know the answer will make time for you.

With paid parental leave, ongoing professional development, a hybrid work environment and more, we offer you the flexibility to have work/life balance.

And we are a good bunch of people. We like the work, and we like each other, and that shows up in how the team runs. 98% of our team say they are proud to work at DNX, which is certified as a Great Place to Work.

Role Overview

This role owns DNX's most valuable existing customer relationships with a focus on Financial Services across NSW and ACT. You will inherit an established Tier 1 portfolio and your job is to keep those customers, grow them, and become the person their executives call first. Success looks like retained and expanded revenue, multi-year commitments, and a portfolio where DNX is trusted at the top of the account rather than one supplier among many.

You work closely with delivery, pre-sales, and the practice leads, and you bring AWS into the account where it helps the customer and the deal where this supports the customer needs.

Key Responsibilities

Account Ownership & Retention

- Own the commercial relationship for a portfolio of Tier 1 customers. Hold retention as your first priority. Know every renewal date, every contract term, and every risk in the account before it becomes a problem.
- Run a real account plan per customer: stakeholder map, current spend, known roadmap, whitespace, and the next three things we should be doing for them.
- Keep DNX's excellent delivery reputation intact in the account.

Growth & Expansion

- Grow revenue inside the portfolio against an annual expansion target: new workloads, new practices, and moving one-off project work into recurring revenue offerings.
- Advise, Build and Operate across Modernisation, Data and AI,



Security and Compliance, and Managed Services.
- Build and qualify pipeline out of the installed base, and keep HubSpot accurate so the forecast can be trusted.

Executive Relationships & Governance

- Build and hold relationships with the decision makers: CIO, CTO, CISO, Head of Engineering, and the procurement and vendor management teams alongside them.
- Run QBRs that customers actually value. Show what DNX delivered, what it was worth, and what comes next.
- Bring DNX leadership and practice leads into the account on a deliberate cadence, not only when something has gone wrong.
- Navigate regulated industry requirements with the customer: APRA CPS 234 and CPS 230, procurement and vendor risk cycles, and security reviews.

Commercial & Negotiation

- Lead renewals, uplifts, scope changes and multi-year agreements to a commercial outcome that holds margin.
- Own the numbers in your deals. Understand DNX margin and protect it in negotiation rather than discounting to close.
- Work with pre-sales and the practices to shape SOWs that are deliverable and priced properly.

Forecasting & Reporting

- Own an accurate forecast for your portfolio: renewals, expansion and recurring revenue, reported monthly.
- Report account health, risk and growth pipeline to the leadership team, and escalate early rather than late.
- Stay current on what is happening in Financial Services so you bring customers a point of view, not just a quote.

Key Qualifications & Experience

Experience

- Minimum 5 years managing and growing enterprise accounts in IT services, cloud or consulting,



with a track record of retention and expansion rather than only new logos. AWS experience will be highly regarded.
- Experience carrying and hitting a growth or retention number across a named account portfolio.

Skills

- Strategic account planning. You can map an enterprise and build relationships beyond your original sponsor.
- Must have proven consulting skills at C-level.
- Strong commercial and negotiation skills, particularly on renewals and multi-year agreements.
- Able to hold a credible technical conversation about cloud, data, AI and security without needing a pre-sales engineer in every meeting.
- Disciplined with CRM and forecasting.

Knowledge

- Familiar with enterprise buying and vendor management: procurement cycles, panel arrangements, security and risk reviews, and renewal governance.

Education & Certification

- Relevant vendor certifications welcome.

Personal Attributes

- Relationship builder. Customers keep calling you because you are useful, not because you are persistent.
- Ownership. You treat your accounts like your own business, and nothing gets dropped.
- Commercially sharp. You see where the account can grow, and you go after it.
- Resilient and adaptable in a fast-moving industry.
- Strong communicator internally and externally, and easy to work with across delivery and pre-sales.

Behaviours Required

- Strong IT Consulting skills
- Negotiation skills. Able to negotiate at C-level and hold margin.
- Ownership and commitment. Determined to get the job done to the expectations of customers, management and the wider team. Follows through and finishes.
- Leadership. Able to influence C-level decision-makers and build a network at that level.
- Client focus. Focused on the outcomes of the business strategy and on genuinely meeting customer needs.
- Teamwork. Versatile, communicates, works with others and completes what they take on.

📌 Enterprise Account Executive (Sydney)
🏢 DNX Solutions
📍 Sydney