This is a strategic "hunter" role focused on opening new large and mid-sized Federal Government accounts, establishing trusted relationships with senior government executives, and positioning as a strategic transformation partner.

The successful candidate will bring a strong network across Federal Government agencies, deep experience in the Australian technology and services market, and a proven ability to originate, shape and close complex technology and transformation opportunities. More than selling individual technology solutions, this leader will understand the priorities and challenges of government executives and bring together the best of global capabilities, industry expertise, technology ecosystem and delivery scale to create compelling solutions and measurable business and public-sector value.

Key Responsibilities:

- Federal Government Market Development
- Identify, develop and open new Federal Government accounts, spanning both large departments and selected mid-sized agencies.
- Build account-entry strategies based on agency priorities, transformation agendas, procurement pathways and executive relationships.
- Create and maintain a high-quality pipeline of strategic opportunities across digital transformation, cloud, data, AI, cybersecurity, enterprise applications, managed services and emerging technologies.
- Proactively identify opportunities before formal procurement processes begin and help shape propositions around genuine client priorities.

Executive Relationship Development:

- Establish trusted relationships with CIOs, CTOs, CDOs, CFOs, Deputy Secretaries and other senior executives across Federal Government.
- Engage executives around business outcomes and policy or operational priorities rather than leading with technology products or services.




- Build credibility as a strategic partner who understands both the opportunities and complexities associated with large-scale government transformation.
- Lead opportunities from origination and qualification through solution shaping, commercial positioning, negotiation and closure.
- Develop compelling business cases and articulate the business, operational and public value of transformation programs.
- Work effectively across complex government procurement environments and competitive tender processes.
- Engage partners and technology ecosystem players where they strengthen Infosys' value proposition and competitive position.
- Maintain robust commercial discipline around pipeline quality, qualification, investment and probability of closure.

Candidate Profile The ideal candidate will be an established senior technology services sales leader with strong standing in the Australian Federal Government market. They will typically have:

- Significant experience selling complex technology, consulting, transformation or managed-services engagements into Australian Federal Government.
- An established network of senior relationships across Federal Government agencies, with the credibility to engage CXO and senior executive stakeholders.
- Considerable experience working within major global systems integrators or technology services organisations.
- A demonstrable track record of opening new accounts and creating new business, rather than primarily managing established accounts.




- Experience originating and closing complex, multi-stakeholder opportunities in competitive environments.
- Strong understanding of Australian Federal Government procurement and commercial environments.
- The ability to operate successfully within a large, matrixed global organisation and mobilise capabilities across multiple business units.

Technology and Industry Leadership The successful candidate should be comfortable engaging clients on both today's transformation priorities and the technologies shaping the next generation of government services. In particular, they should demonstrate strong awareness of:

- Artificial Intelligence and Generative AI
- Cloud and platform modernisation
- Data and analytics
- Cybersecurity and digital resilience
- Digital government and citizen services
- Enterprise platforms and application modernisation
- Automation and intelligent operations
- Emerging technology trends affecting government

What Success Looks Like

Success in this role will be measured by the individual's ability to:

- Open new Federal Government accounts where has limited or no existing presence.
- Establish meaningful relationships with senior decision-makers and influencers across priority agencies.
- Create a healthy pipeline of strategic, qualified opportunities.
- Position upstream of procurement by participating in conversations around transformation priorities and business outcomes.
- Convert relationships and market insight into significant new business.
- Build larger, longer-term strategic relationships rather than pursuing isolated transactional opportunities.
- Make increasingly relevant to Federal Government executives as they navigate AI-enabled transformation, digital modernisation and increasingly complex technology environments.

📌 Senior Manager-Client Services (Canberra)
🏢 Infosys APAC
📍 Canberra