We are looking for a ales Director to join one of the world's leading global technology companies in Australia and drive business growth across the Australian Federal Government sector.

This is a strategic sales leadership role with a 70% focus on hunting new business and acquiring new Federal Government clients, and 30% focus on mining and expanding existing accounts.

The successful candidate will bring an established network across Australian Federal Government agencies, strong knowledge of the technology services industry and a proven ability to identify, develop and close complex, high-value business opportunities.

The role requires a commercially driven leader who can understand government priorities, engage senior stakeholders and position technology, consulting and transformation capabilities to address business challenges and deliver measurable outcomes.

Key Responsibilities

1. Federal Government Market Development & New Business Acquisition

- Identify and pursue new business opportunities across Australian Federal Government departments and agencies.
- Develop market-entry strategies to establish relationships with prospective government clients.
- Build a strong pipeline of opportunities across IT services, digital transformation, cloud, data, AI, cybersecurity, enterprise applications and managed services.
- Identify upcoming government initiatives, technology investments and transformation programmes that present potential business opportunities.
- Establish relationships with key decision-makers and influence opportunities at an early stage.
- Lead the complete sales lifecycle, including prospecting, prospect qualification, solution positioning, proposal development, commercial negotiations and deal closure.
- Develop competitive sales propositions aligned with government requirements and strategic priorities.
- Drive new client acquisition and achieve business development and revenue targets.

2.



Existing Account Mining & Business Expansion

- Identify opportunities to expand the organisation's business within existing Federal Government accounts.
- Develop strategic relationships across different departments, business units and stakeholder groups.
- Drive cross-selling and upselling opportunities across technology services, consulting and digital solutions.
- Build account development plans to increase revenue and strengthen long-term client relationships.
- Identify additional projects and service requirements within existing engagements.
- Collaborate with internal teams to ensure client needs are addressed and opportunities for further business are identified.

3. Executive Relationship & Stakeholder Management

- Build and maintain relationships with senior government executives, including CIOs, CTOs, CDOs, CFOs, Deputy Secretaries and other key decision-makers.
- Engage with stakeholders to understand their business challenges, technology priorities and strategic objectives.
- Develop credibility as a trusted business partner by offering relevant industry insights and outcome-oriented solutions.
- Lead senior-level discussions, commercial negotiations and strategic client presentations.
- Develop relationships with industry partners and technology providers to strengthen business opportunities.
- Navigate complex government procurement processes, tender requirements and commercial frameworks.

4. Solution Positioning & Internal Collaboration

- Work closely with presales, consulting, technology and delivery teams to develop tailored solutions for government clients.




- Bring together relevant technology capabilities and industry expertise to address client requirements.
- Lead strategic pursuits and coordinate internal stakeholders to develop compelling proposals.
- Ensure solutions are commercially competitive and aligned with client expectations.
- Collaborate with senior leadership to define market opportunities, sales priorities and growth strategies.
- Maintain visibility of sales pipeline, forecasts, opportunity progress and revenue commitments.

Candidate Profile The ideal candidate will be an established technology services sales leader with strong market presence and relationships within the Australian Federal Government sector.

They will typically have

- Significant experience in enterprise sales, business development or strategic sales leadership within the IT services and consulting industry.
- An established network of senior relationships across Australian Federal Government departments and agencies.
- Proven experience selling technology services, consulting, digital transformation and managed services to government clients.
- A strong track record of winning new business and acquiring large government accounts.
- Experience in growing existing accounts through strategic account development, cross-selling and upselling.
- Demonstrated ability to originate, negotiate and close complex, high-value technology deals.
- Strong understanding of Australian Federal Government procurement processes, commercial frameworks and tender environments.
- Experience working with large global systems integrators or multinational technology services organisations.
- Excellent executive communication, stakeholder management, commercial negotiation and relationship-building skills.
- Ability to collaborate across large, matrixed organisations and mobilise cross-functional teams to secure strategic opportunities.

📌 Sales Director - Federal Government Business Unit (Canberra)
🏢 Digital Recruiter
📍 Canberra