Acocount Director

You already have the relationships inside Defence. This is the seat where they finally carry a number worth having.

An Australian-owned technology solutions provider, more than 40 years in continuous operation and ISO 9001 / ISO 27001:2022 certified, is looking for its senior commercial presence in Canberra: Account Director — Defence. This is a named-portfolio, individual-contributor seat carrying a personal revenue and gross profit number across the Department of Defence and its associated agencies, with a specific mandate to grow the business's footprint inside Defence Digital Group, CASG, DSTG and the Navy, Army and Air Force service headquarters.

This isn't a territory you inherit and coast on. It's a business old enough to have real standing on the arrangements that matter, still hungry enough that a strong operator has genuine room to open new Defence groups and programs where it currently has no presence.

What you'll actually be doing

• Owning a named portfolio of Defence groups and programs, with a written account plan for each, refreshed quarterly


• Building and maintaining a qualified pipeline weighted toward multi-year programs, not one-off transactional refresh


• Leading responses to Defence RFTs, RFQs, RFIs and panel refreshes, owning win strategy, pricing and the compliance matrix through to submission


• Opening new Defence groups and programs where the business currently has no presence, and developing teaming positions with prime systems integrators where that's the faster route in


• Positioning a full portfolio, device lifecycle, managed services, cloud and infrastructure, security and compliance, and data and AI, against Defence outcomes rather than product specs


• Owning pricing and margin outcomes, and running a formal governance cadence (quarterly business reviews) with every major account

What you'll need

• At least 10 years in technology sales, including 5+ years selling into Australian federal government with demonstrable, recent success selling into Defence specifically


• A verifiable track record of carrying and achieving $1M or more in annual personal gross profit (or equivalent revenue responsibility) in a reseller, systems integrator or managed service provider environment


• An established, current network across Defence, capability, technical and procurement stakeholders, with the standing to open doors at Director and Assistant Secretary level


• Deep working knowledge of Commonwealth procurement: panels, standing offers, the Commonwealth Procurement Rules, AusTender, and what it actually takes to write and win a compliant Defence tender


• Australian citizenship and an active NV1 (SECRET) clearance, or the clear, demonstrated ability to obtain one


• Based in Canberra, or genuinely prepared to relocate. This role cannot be performed remotely.