Acocount Director

About the role

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.