Federal Sales Manager

Job Title: Federal Sales Manager
Contract Type: Permanent
Location: Canberra, Australian Capital Territory
Salary: Negotiable
Reference: 248013
Contact Name: Carissa Burgos
Contact Email:
Job Published: July 06, 2022 17:04

Job Description

Our IT Consulting client is seeking a Federal Sales Manager to all internal and external activities to identify, qualify, develop and close commercial opportunities for them across the federal agencies in Australia.

This is for a permanent, full-time employment based at our Client's Canberra location.

It is expected that the person in this role:

  • Is responsible for delivering an orders target in the allocated markets.
  • Has a solid understanding of how federal Government works and its procurement practices and rules.
  • Has relationships in the Federal Government procurement space
  • Has a solid understanding of the major federal accounts and has secured significant wins in National security space
  • Has experience in promoting B2B Solutions to Federal Government Agencies and Departments
  • Has understanding and experience within major federal initiavies and agencies. For e.g. AFP, DFAT, ASIO, DOFD, Crimtrac, DOD, DTO, DOH, DHA, DoT, Aus Post, WSA etc.
  • Has experience selling advance technology (Cloud SaaS, Security, AI, Edge Computing etc.) and services to federal agencies
  • Grows the customer base within (but not limited to) above accounts o establishes a strategy for the development of sales within the Sales territory. Initiates and coordinates development of capture plans to penetrate new markets.
    • maintains and further builds an existing network of deep relationships with both operational and senior executives across the agencies ecosystem
    • Continuously gathers relevant data on competitive market information and assists in the development of marketing plans as needed
    • Elaborates & participates in commercial presentations, product demonstrations & workshops
  • Drives the internal effort for bid and proposal opportunities (in link with the presales department) to pursue and close new opportunities
  • Develops and promotes a solid positive network of partnerships and relationships with partners, vendors and distributors in this market
  • Provide timely, informed and accurate recommendations on competitive pricing on all completed prospect applications submitted for pricing approval, while striving to maintain profit margin
  • Promote brand awareness and value proposition for long-term influence with key federal customers and partners.
  • Identifies, qualifies, quantifies and reports on business opportunities in target markets

To be successful in this role, you should have:

  • Strong relationship network in the federal agencies ecosystem and strong understanding of strategic and operational business drivers in that environment
  • Excellent business sense, with integrity, initiative, drive and enthusiasm
  • Strategically minded, flexible in approach
  • Self-motivated, open minded and eager to seize opportunities
  • Outstanding interpersonal and communication skills, including the ability to work as part of a team and to share ideas to help the team succeed
  • Results orientated / outcome-driven
  • Ability to work well under pressure, without supervision and accept responsibility
  • Ability to undertake regular business travel

Qualifications and Experience

  • 10-15 years of experience in Solution Sales and proven track record of successful Solution Sales in an emerging sector
  • Experience selling into federal agencies and existing relationship network in the stakeholder ecosystem
  • Extensive experience in all aspects of Relationship Management
  • Experience in biometrics preferred
  • Bachelor's Degree preferred

Due to security clearance requirements for this role, candidates must be Australian citizens to apply.

Apply now for immediate consideration - contact Carissa Burgos on 02 8880 7642 quoting Job Reference: #248013

Please note: Only candidates that meet the above criteria will be contacted. Thank you for your interest in the position.