Senior Account Manager -Federal Government Sales Australia

Job Overview

We’re seeking a highly motivated and experienced Federal Government Sales Representative to accelerate revenue growth within the Australian Federal Government sector. Based out of Canberra, this role focuses on strategic account management, navigating complex government procurement processes, and leveraging our robust channel partner ecosystem. With a deep understanding of government client needs, you’ll identify cross-sell and upsell opportunities, conduct technical workshops to spark new engagements, accurately forecast deals, and consistently meet or exceed quotas, championing SolarWinds’ Observability, Database Solutions, and ITSM offerings to fuel public sector success.

Key Responsibilities

• Develop and execute strategic account plans to drive growth within Australian Federal Government accounts, emphasizing SolarWinds Observability, Database Solutions, and ITSM Solutions.
• Navigate complex government procurement cycles, policies, and regulations to effectively position SolarWinds solutions and close deals.
• Leverage the channel partner ecosystem (resellers, distributors, system integrators) with a proven track record in the Federal Government space to amplify sales, co-create opportunities, and expand market reach.
• Identify and pursue cross-sell and upsell opportunities across Federal Government agencies to maximize adoption of SolarWinds’ portfolio.
• Conduct technical workshops and product demonstrations with government customers and partners to showcase product capabilities, generate leads, and accelerate deal pipelines.
• Engage C-level executives, IT leaders, and key stakeholders within Federal Government departments through consultative solution selling to align SolarWinds’ solutions with critical agency needs and mandates.
• Accurately forecast deal pipelines in CRM (e.g., Salesforce), ensuring reliable projections and consistent achievement of sales quotas.
• Collaborate with pre-sales engineers, product teams, and channel partners to deliver compelling demos, proposals, and proof-of-concepts tailored to government requirements.
• Maintain a thorough understanding of the Australian Federal Government's IT landscape, strategic initiatives, and key spending areas.
• Embrace a hands-on, roll-up-your-sleeves approach to drive deal execution, overcome obstacles, and fuel public sector growth.

Qualifications

• 7-10 years of B2B IT sales experience specifically within the Australian Federal Government sector.
• Demonstrated success in navigating complex government procurement processes and achieving sales targets with Federal Government clients.
• Proven success 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-sell and upsell opportunities, with a track record of meeting or exceeding sales quotas.
• Experience conducting technical workshops or product demonstrations to generate sales opportunities.
• Strong knowledge of IT management software, including observability, database management, or ITSM solutions (SolarWinds products a plus).
• Exceptional communication, negotiation, and presentation skills, engaging both technical and executive audiences within government agencies.
• Proficient in CRM tools (Salesforce preferred) and sales methodologies (e.g., MEDDIC, Challenger, SPIN).
• Ability to obtain and maintain necessary government security clearances.
• Roll-up-your-sleeves attitude, with a passion for driving growth in a fast-paced environment.
• Bachelor’s degree in Business, IT, or related field (or equivalent experience).