Job Description

Sales Executive (Enterprise IT Hardware)

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Department

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TerraDC - Business Development

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Reports To

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Directors / Board

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Location

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Sydney, NSW

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Employment Type

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Full-time / Part-time (attractive commission structure)

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Position Summary

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The Sales Executive (Enterprise IT Hardware) is responsible for driving significant revenue growth through the acquisition and expansion of enterprise-level accounts. This role focuses on selling high-value Supermicro www.supermicro.com IT hardware solutions (including servers, storage, networking, end-user computing, and integrated infrastructure solutions to large organisations across commercial, government, and enterprise sectors.

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This is a high-performance, commission-driven role suited to an entrepreneurial sales professional capable of managing complex sales cycles, engaging senior stakeholders, and closing multi-million-dollar opportunities.

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Key Responsibilities

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- Develop and execute strategies to win new enterprise accounts and expand existing customer spend
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- Sell end-to-end IT hardware solutions including data centre infrastructure, networking, and workplace technology
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- Own the full sales cycle from prospecting through to contract close
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- Consistently achieve and exceed revenue and margin targets
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- Drive large, complex, and multi-stakeholder sales opportunities
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Strategic Account Management

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- Build and manage relationships with CIOs, IT Directors, Procurement Leads, and C-level stakeholders
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- Develop long-term account growth plans for strategic customers
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- Identify upsell, cross-sell, and lifecycle replacement opportunities
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- Act as a trusted advisor on enterprise IT infrastructure requirements
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Solution Selling & Technical Engagement

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- Collaborate with pre-sales engineers and solution architects to design tailored enterprise solutions
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- Translate business challenges into scalable IT hardware solutions
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- Position vendor ecosystems and infrastructure roadmaps aligned to customer strategy
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- Maintain robust knowledge of emerging technologies and enterprise IT trends
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Tendering, Contracts & Negotiation

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- Lead responses to complex RFPs, RFIs, and enterprise procurement processes
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- Negotiate high-value contracts, pricing structures, and service agreements
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- Work with legal, procurement, and vendor partners to close enterprise deals
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- Ensure compliance with organisational and customer procurement standards
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Pipeline & Performance Management

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- Maintain a robust and accurately forecasted enterprise sales pipeline
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- Provide detailed reporting on opportunity progression and revenue forecasts
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- Use CRM systems to manage all sales activities and account planning
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- Analyse market trends and competitor positioning within enterprise segments
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Key Performance Indicators (KPIs)

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- Achievement of annual enterprise revenue targets
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- Gross profit and margin performance
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- Size and quality of enterprise pipeline
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- Conversion rate of qualified opportunities
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- Number of strategic accounts developed or expanded
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- Customer retention and long-term contract value
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Commission Structure

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- Performance-based commission structure with strong earning potential
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- Accelerators for exceeding revenue targets
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- Bonus incentives for strategic account wins and high-margin deals
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Skills & Experience Required

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- Proven success in enterprise IT hardware, AI Customers, Data Centre Customers or infrastructure sales
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- Experience managing complex, long-cycle B2B sales (6–18+ months)
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- Strong track record of exceeding revenue targets
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- Deep understanding of enterprise IT environments (data centres, networking, storage, endpoints)
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- Excellent negotiation and stakeholder management skills at senior executive level
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- Strong CRM discipline and pipeline management capability
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- Experience selling vendor solutions such as Dell Technologies, Hewlett Packard Enterprise, Lenovo, or Cisco Systems
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- Existing enterprise customer network across corporate or government sectors
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- Experience working with channel partners, distributors, or global OEM ecosystems
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- Technical or infrastructure certification (ITIL, vendor certifications, etc.)
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Personal Attributes

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- Highly driven, entrepreneurial and commercially aggressive (in a professional, ethical sense)
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- Strong strategic thinker with a consultative sales approach
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- Confident engaging senior executives and procurement teams
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- Resilient in managing long and complex sales cycles
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- Self-managed, proactive, and highly accountable for results
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- Strong communication and presentation skills
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- Head of Enterprise Sales / Sales Director
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- Senior Management
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📌 Enterprise IT Hardware Sales Executive (New South Wales)
🏢 World Mode Australia
📍 New South Wales