Senior Account Manager – Federal Government Sales

This is a fully remote position, open to applicants in Australia.

📋 Description

• Formulate and implement strategic account plans aimed at fostering growth within Australian Federal Government accounts, focusing on SolarWinds Observability, Database Solutions, and ITSM Solutions.

• Navigate intricate government procurement processes, policies, and regulations to effectively position SolarWinds solutions and secure deals.

• Utilize resellers, distributors, and system integrators to enhance sales, co-create opportunities, and broaden market presence.

• Identify and pursue opportunities for cross-selling and upselling across Federal Government agencies.

• Conduct technical workshops and product demonstrations for government clients and partners.

• Engage with C-level executives, IT leaders, and key stakeholders through consultative solution selling approaches.

• Precisely forecast deal pipelines within CRM systems, such as Salesforce, while meeting sales quotas.

• Collaborate with pre-sales engineers, product teams, and channel partners on demonstrations, proposals, and proof-of-concepts.

• Maintain a comprehensive understanding of the Australian Federal Government's IT landscape, strategic initiatives, and key expenditure areas.

• Propel deal execution, navigate challenges, and drive growth in the public sector.

⛳️ Requirements

• 7-10 years of B2B IT sales experience specifically targeting the Australian Federal Government sector.

• Proven success in navigating complex government procurement processes and achieving sales targets with Federal Government clients.

• Established track record in leveraging channel partners to drive revenue within the Australian public sector, with expertise in co-selling and partner relationship management.

• Demonstrated ability to create cross-selling and upselling opportunities, consistently meeting or exceeding sales quotas.

• Experience in conducting technical workshops or product demonstrations to generate sales opportunities.

• Strong understanding of IT management software, particularly observability, database management, or ITSM solutions (SolarWinds products are a plus).

• Outstanding communication, negotiation, and presentation skills, effectively engaging both technical and executive audiences within government agencies.

• Proficient in CRM tools (Salesforce preferred) and various sales methodologies (such as MEDDIC, Challenger, SPIN).

• Capability to obtain and maintain necessary government security clearances.

• A proactive, hands-on attitude, with a passion for driving growth in a dynamic environment.

• Bachelor’s degree in Business, IT, or a related field (or equivalent experience).

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Opportunities for professional development and career advancement.

• Comprehensive health and wellness programs.

• Flexible working arrangements and a supportive team environment.