Role - Delivery Director (Strategic Accounts)
Experience - 15+ years
Location - Sydney or Brisbane (Hybrid)
Mode of hire - Permanent
We are seeking an experienced and commercially focused
Delivery Director
to lead and grow two of our most strategic client accounts in Australia. This role combines executive client relationship management, delivery leadership, business growth, and strategic account development.
The successful candidate will serve as the senior point of contact for key client stakeholders, ensuring exceptional service delivery while driving account expansion through new opportunities across Digital Transformation, Cloud, Data & AI, Application Services, ERP, and Managed Services.
The role requires a strong balance of customer-centricity, operational excellence, commercial acumen, and leadership capability, with a proven track record of managing large enterprise accounts and growing revenue through trusted advisory relationships.
Key Responsibilities
Strategic Account Leadership
Act as the executive sponsor and primary relationship owner for two strategic enterprise accounts.
Develop and execute multi-year account growth plans aligned with client business priorities.
Establish trusted advisor relationships with C-level executives and key business stakeholders.
Lead executive business reviews, steering committees, and strategic planning sessions.
Identify emerging client needs and position innovative solutions that deliver measurable business value.
Maintain high customer satisfaction and strengthen long-term partnerships.
Delivery Governance & Operational Excellence
Own end-to-end delivery accountability across all programs, projects, managed services, and transformation initiatives within assigned accounts.
Ensure predictable delivery performance against scope, quality, schedule, budget, and contractual commitments.
Drive governance frameworks, risk management, escalations, and issue resolution.
Monitor service performance through KPIs, SLAs, customer satisfaction metrics, and financial performance indicators.
Lead cross-functional delivery teams comprising consultants, architects, project managers, and support teams.
Ensure compliance with organizational standards, security requirements, and client expectations.
Revenue Growth & Account Expansion
Develop and execute strategic account growth plans to increase account revenue and profitability.
Identify and qualify opportunities for:
Digital Transformation
Microsoft Dynamics 365
Data & AI Solutions
Cloud Modernization
Application Managed Services
Cybersecurity Services
ERP and Enterprise Applications
Partner with sales, pre-sales, and solution teams to build and win new opportunities.
Lead contract renewals, extensions, commercial negotiations, and strategic pursuits.
Expand client footprint through cross-sell and up-sell opportunities.
Achieve annual revenue growth, margin, and booking targets.
Client Stakeholder Management
Build robust relationships across business, technology, procurement, and executive leadership teams.
Proactively manage stakeholder expectations and communications.
Act as the escalation point for critical account issues.




Drive customer success initiatives and continuous improvement programs.
Facilitate executive workshops and innovation sessions.
Financial Management
Own account P&L; performance and financial outcomes.
Monitor revenue, margins, utilization, forecasting, and project profitability.
Drive cost optimization and operational efficiency initiatives.
Manage resource planning and capacity forecasting.
Ensure accurate financial reporting and governance.
Leadership & People Management
Lead and inspire geographically distributed delivery teams.
Foster a high-performance, customer-centric culture.
Coach and mentor delivery managers, program managers, and emerging leaders.
Drive talent development, succession planning, and employee engagement.
Promote collaboration across Delivery, Sales, Practice, and Partner ecosystems.
Key Performance Indicators (KPIs)
Customer
Customer Satisfaction (CSAT)
Net Promoter Score (NPS)
Executive stakeholder relationship scores
Client retention rate
Renewal success rate
Financial
Revenue growth across strategic accounts
Gross margin achievement
EBITDA contribution
Bookings and pipeline growth
Account profitability
Delivery
SLA compliance
Program delivery success rate
On-time and on-budget delivery
Resource utilization
Risk and issue resolution effectiveness
Growth
New opportunities identified
Cross-sell and up-sell revenue
Expansion into new business units
Strategic transformation initiatives won
Required Experience
15+ years of experience in IT Services, Consulting, or Digital Transformation environments.
Minimum 5+ years in a Delivery Director, Account Director, Client Partner, Engagement Director, or equivalent leadership role.
Proven experience managing large strategic enterprise accounts in the Australian market.
Demonstrated success in growing accounts exceeding AUD $10M+ annual revenue.
Experience owning delivery governance for large-scale transformation and managed services engagements.
Strong understanding of commercial models including Fixed Price, T&M;, Managed Services, and Outcome-Based contracts.
Experience working with C-suite executives and senior business stakeholders.
Preferred Industry Experience
Healthcare
Retail and Consumer Goods
Manufacturing
Distribution and Logistics
Financial Services
Public Sector
Utilities
Technology Services
Preferred Technical Background
Microsoft Dynamics 365
Microsoft Azure
Data & AI Platforms
ERP Transformation Programs
Cloud Migration and Modernization
Application Development and Managed Services
Cybersecurity Services
Analytics and Business Intelligence
Key Competencies
Leadership
Strategic Thinking
Executive Presence
Decision Making
Team Leadership
Change Leadership
Client Management
Influencing and Negotiation




Executive Relationship Management
Customer Success Focus
Stakeholder Engagement
Commercial
P&L; Management
Account Planning
Business Development
Opportunity Management
Contract Negotiation
Delivery
Program Governance
Risk Management
Financial Management
Operational Excellence
Service Delivery Leadership
Success Profile
The ideal candidate is a client-centric leader who can seamlessly balance
delivery excellence, executive relationship management, and business growth
, acting as a trusted advisor to strategic customers while driving sustainable revenue expansion and profitable account growth across the Australian market.
About Sonata Software
Sonata Software, with over $1.2 Billion Revenue, is a leading AI-first Modernization Engineering company, powered by our unique Platformation TM framework. Our ****+ AI Engineers are helping enterprises transform from systems to intelligent business platforms leveraging partner ecosystem to drive speed, efficiency and growth. Our bouquet of Modernization Engineering Services with AI -first approach cuts across Cloud, Data, AI, Dynamics, Test Automation, and Managed Services.
Sonata's AI-led modernization is enabled by a powerful suite of proprietary tools and assets. At the core is the Harmoni.AI Enterprise Platform, which includes Agent Bridge -a governance and observability framework; Agent Builder -a development toolkit for fungible agents integrated into enterprise systems; and the Agent Marketplace -an internal ecosystem for modular, reusable agents.
Headquartered in Bengaluru, India, Sonata Software has a strong global presence, including key regions US, UK, India, Malaysia, Mexico, Australia, DACH (Germany/Switzerland) & Nordics (Finland). We are a trusted partner of Fortune 500 companies in Banking, Financial Services and Insurance; Healthcare and Lifesciences; Telecom, Media, and Technology; and Retail, Manufacturing and Distribution space.
Deep collaborations with partners like Microsoft, AWS, Salesforce, and Snowflake strengthen our ability to deliver cutting-edge AI solutions. Our 30+years of partnership with Microsoft, and being part of the elite Microsoft Inner Circle, places us among the top 1% of global Microsoft partners. Sonata is now among the first companies to earn the Microsoft Frontier Partner Badge Also; Sonata Software is proud to achieve AWS Premier Tier Status in the AWS Partner Network.
Why join Sonata Software?
At Sonata, you ́ll have an outstanding opportunity. The chance to use your skills and imagination to push the boundaries of what ́s possible. To build never seen before solutions to some of the world's toughest problems. You ́ll be challenged, but you will not be alone. You ́ll be joining a team of diverse innovators, all driven to go beyond the status quo to craft what comes next.
Sonata Software is an Equal Opportunity Employer encouraging diversity in the workplace. All qualified applicants will receive consideration for employment without regard to race, national origin, gender identity, age, religion, disability, sexual orientation, veteran status, marital status, or any other characteristics protected by law.

📌 Delivery Director (New South Wales)
🏢 Sonata Software North America
📍 New South Wales