To strengthen the Go-To-Market team in or around Melbourne, VIC, this role involves strategic account management and full sales cycle execution, from opportunity identification through tendering, quotation, negotiation, and contract award. You will be a trusted partner to customers, spearheading the positioning and delivery of the full Orise value proposition and service portfolio, ensuring customer needs are translated into commercially viable, technically sound solutions. This role blends strategic account leadership with day-to-day commercial execution, ensuring strong sales engagement across complex customer environments.

Key responsibilities

Develop and grow strategic customer relationships, identifying opportunities across the full lifecycle of industrial and critical infrastructure projects

Drive new business development within data-intensive and highly automated environments, translating operational challenges into scalable Orise solutions

Position and sell Orise's full value proposition, connecting field-level systems, control layers, and digital platforms into a coherent, customer-centric solution

Work closely with Operations, Marketing, Digital Solution Architects, and Centers of Excellence to develop, price, and deliver integrated automation and digital solutions

Lead value-based selling and negotiation discussions, clearly articulating technical, operational, and financial value to customer stakeholders

Own the full opportunity lifecycle in SFDC, including prospect qualification, pipeline management, forecasting, and reporting

Lead and execute tendering and bidding activities, including opportunity qualification, bid/no-bid decisions, estimation, cost build-ups, quote creation,



coordination of internal bid reviews and approvals, and preparation and submission of commercial and technical proposals

Manage quote financials, ensuring margin, risk, and commercial governance alignment

Coordinate and participate in bid review meetings, clarification rounds, and commercial negotiations with customers

Act as the primary commercial interface between customer stakeholders and Orise technical experts, ensuring alignment between business objectives, system architecture, and commercial terms

About you

Bachelor's or Master's degree in a related discipline

5+ years of experience in Account Management within automation, digitalization, or industrial technology landscapes

A solid understanding of automation and monitoring solutions such as Building Management Systems, control and monitoring platforms, and integrated digital solutions

Hands-on exposure to data centre, with an understanding of how interconnected systems operate across power, cooling, monitoring, and control layers

The ability to confidently discuss system architectures, interfaces, and integration concepts with both technical and non-technical stakeholders

A strong grasp of portfolios and services, with the ability to position them in complex customer environments

Excellent communication and stakeholder management skills, enabling you to build trust with customers, partners, and internal teams

Experience collaborating with Centers of Excellence or specialist teams to deliver high-value, technically sound solutions

A structured, account-based approach to sales, with practical experience applying ABM methodologies

HOWMET FASTENING SYSTEMS AUSTRALIA PTY LTD

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📌 Account Manager (Melbourne)
🏢 Orise
📍 Melbourne