As the selected candidate, you will:
- Identify, develop and convert new business opportunities, particularly across Defence, Federal Government and security-conscious enterprise markets.
- Manage the complete enterprise sales lifecycle, from prospecting and qualification through to solution positioning, negotiation and contract execution.
- Build and maintain relationships with senior customer, procurement, technical and strategic partner stakeholders.
- Develop and execute account plans, pipeline strategies and business development activities to achieve revenue targets.
- Manage and expand existing customer accounts through additional licensing, product adoption, cross-selling and renewals.
- Lead customer presentations, proposals, tenders, quotations and commercial negotiations in collaboration with internal teams.
- Work with channel partners, technology vendors, systems integrators and resellers to pursue shared opportunities.
- Maintain accurate customer and opportunity information, forecasts and reports within the designated customer relationship management system.
- Represent the client at relevant customer meetings, industry events and business development activities.
- Comply with company, customer and government information security requirements.
- At least eight years’ experience in business-to-business enterprise technology sales, including five years selling to large organisations.
- At least three years’ direct sales experience within the Australian Defence or Federal Government sector, including government or Defence procurement processes.
- Proven experience winning new enterprise customers and managing complex sales cycles involving multiple stakeholders, technical evaluations, formal proposals and negotiations.
- Experience managing and expanding enterprise accounts, including upselling, cross-selling and contract renewals.
- Australian citizenship and a current Australian Government Baseline security clearance, with the ability and willingness to obtain and maintain an NV1 security clearance.
- Experience selling cybersecurity, secure information sharing, information governance or software.
- Experience working with Defence prime contractors, industry partners or national security agencies.
- Familiarity with Australian Government security frameworks.
- Established networks within Australian Defence and Federal Government technology sectors.
Peoplebank and Leaders IT are committed to creating a diverse and inclusive workplace where everyone belongs. We welcome applications from people of all backgrounds, identities, and experiences. If you need adjustments to the recruitment process due to your circumstances, please let us know—we’re here to support you.
