Job Description

Drive growth. Build trusted partnerships. Shape long-term client success.

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An exciting opportunity exists for an experienced Account Director to join a leading technology services organisation and play a key role in strengthening existing client relationships while driving growth across the Australian Federal Government sector.

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This is more than a traditional account management role. You'll be responsible for developing executive relationships, growing strategic accounts, identifying new opportunities, influencing key decision-makers, and helping government clients achieve meaningful business outcomes through technology, digital and consulting services.

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Working closely with senior leaders across sales, delivery and consulting, you'll play a pivotal role in expanding client partnerships, securing new engagements, and ensuring exceptional service delivery.

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Key Responsibilities

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Strategic Account Leadership

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- Develop and execute account strategies that align with client priorities and long-term business objectives.
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- Build trusted relationships with senior executives, business leaders and key decision-makers.
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- Act as the primary point of contact and trusted advisor for strategic client accounts.
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- Maintain a deep understanding of client challenges, priorities, operating environments and future initiatives.
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- Lead executive governance meetings, business reviews and strategic planning sessions.
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- Identify risks, issues and opportunities within accounts and coordinate appropriate responses.
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- Develop and execute account strategies that align with client priorities and long-term business objectives.
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- Build trusted relationships with senior executives, business leaders and key decision-makers.
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- Act as the primary point of contact and trusted advisor for strategic client accounts.
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- Maintain a deep understanding of client challenges, priorities, operating environments and future initiatives.
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- Lead executive governance meetings, business reviews and strategic planning sessions.
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- Identify risks, issues and opportunities within accounts and coordinate appropriate responses.
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Business Development & Growth

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- Drive revenue growth through account expansion, cross-sell and upsell opportunities.
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- Identify, qualify and pursue new opportunities across the Federal Government landscape.
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- Establish and nurture relationships with stakeholders across agencies and departments.
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- Develop and execute pursuit strategies that position the organisation as a trusted partner.
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- Lead opportunity shaping, proposal development, presentations and commercial negotiations.
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- Work with internal specialists to create compelling client solutions aligned to business outcomes.
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- Maintain a solid pipeline of opportunities and contribute to long-term business growth objectives.
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- Drive revenue growth through account expansion, cross-sell and upsell opportunities.
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- Identify, qualify and pursue new opportunities across the Federal Government landscape.
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- Establish and nurture relationships with stakeholders across agencies and departments.
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- Develop and execute pursuit strategies that position the organisation as a trusted partner.
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- Lead opportunity shaping, proposal development, presentations and commercial negotiations.
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- Work with internal specialists to create compelling client solutions aligned to business outcomes.
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- Maintain a strong pipeline of opportunities and contribute to long-term business growth objectives.
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Commercial Management

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- Own account performance, including revenue, profitability, forecasting and pipeline management.
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- Develop accurate sales forecasts and account plans.
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- Lead commercial discussions and support contract negotiations.
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- Balance client expectations, commercial objectives and delivery considerations.
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- Ensure opportunities and engagements comply with governance, risk and approval processes.
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- Own account performance, including revenue, profitability, forecasting and pipeline management.
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- Develop accurate sales forecasts and account plans.
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- Lead commercial discussions and support contract negotiations.
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- Balance client expectations, commercial objectives and delivery considerations.Ensure opportunities and engagements comply with governance, risk and approval processes.
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Client Success & Delivery Oversight

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- Partner closely with delivery and consulting teams to ensure successful client outcomes.
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- Ensure commitments are delivered to a high standard and in alignment with client expectations.
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- Monitor account performance, service quality and customer satisfaction.
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- Proactively address delivery risks, stakeholder concerns and escalation issues.
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- Support continuous improvement initiatives that enhance client value and retention.
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- Partner closely with delivery and consulting teams to ensure successful client outcomes.
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- Ensure commitments are delivered to a high standard and in alignment with client expectations.
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- Monitor account performance, service quality and customer satisfaction.
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- Proactively address delivery risks, stakeholder concerns and escalation issues.
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- Support continuous improvement initiatives that enhance client value and retention.
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Internal Leadership & Collaboration

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- Collaborate with senior leaders across sales, delivery and capability teams.
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- Bring together subject matter experts to support client and business objectives.
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- Share market intelligence, client insights and growth opportunities across the organisation.
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- Foster a strong client-centric culture focused on excellence, accountability and outcomes.
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- Support mentoring and development of team members where appropriate.
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- Collaborate with senior leaders across sales, delivery and capability teams.
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- Bring together subject matter experts to support client and business objectives.
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- Share market intelligence, client insights and growth opportunities across the organisation.
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- Foster a strong client-centric culture focused on excellence, accountability and outcomes.
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- Support mentoring and development of team members where appropriate.
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What We're Looking For

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- Proven experience in an Account Director, Client Partner, Business Development Manager, Strategic Account Manager or similar senior client-facing role.
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- Demonstrated success managing and growing complex enterprise or government accounts.
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- Strong understanding of the Australian Federal Government environment and procurement landscape.
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- A track record of developing and converting new business opportunities.
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- Exceptional stakeholder engagement skills, including executive and C-level relationship management.
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- Strong commercial acumen, negotiation skills and financial awareness.
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- Experience within technology consulting, managed services, professional services, digital transformation or ICT environments.
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- Excellent communication, presentation and influencing skills.
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- Ability to work collaboratively across sales, delivery and technical teams.
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- Proven experience in an Account Director, Client Partner, Business Development Manager, Strategic Account Manager or similar senior client-facing role.
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- Demonstrated success managing and growing complex enterprise or government accounts.
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- Strong understanding of the Australian Federal Government environment and procurement landscape.
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- A track record of developing and converting new business opportunities.
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- Exceptional stakeholder engagement skills, including executive and C-level relationship management.
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- Strong commercial acumen, negotiation skills and financial awareness.
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- Experience within technology consulting, managed services, professional services, digital transformation or ICT environments.
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- Excellent communication, presentation and influencing skills.
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- Ability to work collaboratively across sales, delivery and technical teams.
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Why This Opportunity?

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- Opportunity to own and grow strategic Federal Government relationships.
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- Influence major digital, technology and transformation programs.
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- Blend account management with business growth and client engagement.
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- Work with highly capable consulting, technology and delivery teams.
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- High-profile role with significant impact on future business growth.
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- Competitive remuneration package and career progression opportunities.
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- Opportunity to own and grow strategic Federal Government relationships.
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- Influence major digital, technology and transformation programs.
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- Blend account management with business growth and client engagement.
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- Work with highly capable consulting, technology and delivery teams.
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- High-profile role with significant impact on future business growth.
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- Competitive remuneration package and career progression opportunities.
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📌 Account Director (Canberra)
🏢 M&T Resources
📍 Canberra