Strategic Account Manager
Employment Info
JOB DETAILS
Requirements
- Proven experience in enterprise or government sales (ideally within Federal Government)
- Strong understanding of Australian Government procurement processes and frameworks
- Track record of managing large, complex accounts and closing high-value deals
- Excellent stakeholder engagement and negotiation skills
- Ability to operate in a highly structured, compliance-driven environment
- Proven ability to aggregate and interpret data sets to align with customer KPI requirements
Responsibilities
- Achieve and exceed sales targets, pipeline goals and revenue forecasts
- Lead complex, multi-stakeholder sales cycles from opportunity identification through to contract management of large project rollouts
- Develop compelling value propositions aligned to government priorities such as digital transformation, cost control and citizen service improvement
- Own and develop strategic relationships with key Federal Government agencies and departments
- Create and execute account plans to drive revenue growth, retention and customer satisfaction
- Actively manage the development of key reports and lead regular customer account reviews with major contract customers
- Identify, qualify, and pursue new business opportunities within assigned accounts and across the broader Federal Government landscape
- Position mailing, logistics, document management and tracking solutions as critical enablers of service delivery, compliance, and efficiency
- Navigate Commonwealth procurement frameworks (e.g., AusTender, panels, standing offers)
- Build relationships with procurement teams, policy leads, and senior decision-makers
- Ensure compliance with government policies, legal requirements, and contractual obligations
- Manage tender responses, RFPs and RFQs
- Engage and influence senior stakeholders (SES, Directors, program leads)
- Act as the trusted advisor to clients, understanding their operational and strategic objectives
- Coordinate cross-functional internal teams (sales, product, operations, service delivery) to deliver seamless customer outcomes
- Maintain strong awareness of Federal Government priorities, policy changes, and budget cycles
- Monitor competitor activity and industry trends in mailing, logistics, document management and tracking technologies
- Provide insights to inform product development, go-to-market strategies, and sales planning
- Achieve annual financial targets
- Minimise service penalty payments on major accounts
- Pipeline value and conversion rates
- Customer retention and satisfaction metrics
- Strategic account engagement depth/account plan management
Desired Qualifications
- Experience selling mailing, logistics, tracking, SaaS, or related technology solutions
- Existing network within Federal Government agencies in Canberra
- Familiarity with digital transformation initiatives within government
- Experience in responding to formal tenders and panel engagements
Are you interested in this position?
Apply by clicking on the “Apply Now” button below!
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