Portfolio Client Executive Federal Government Agencies

At Thales, we know technology has the ability to make our world more secure, sustainable, and inclusive – and that it's all driven by human intelligence.

Because it takes human intelligence to build and power the systems and solutions that people depend on every day. So we stay curious and make space for diverse points of view. We share what we know and we challenge what's possible.

From manufacturing and engineering to cybersecurity and space, we're driving progress in some of the world's most important industries – and working together to build a future we can all trust.

Thales Cyber Services Australia is seeking an experienced and results-driven Portfolio Client Executive to lead the (Split) Federal Government Agencies territory. This role is akin to being the CEO of your portfolio, requiring strategic leadership, ownership of revenue goals, and close collaboration with internal stakeholders to become a subject matter expert on your defined vertical territory and deliver tailored cybersecurity solutions to your client base. Supported by a bid organisation and an industry account executive, this position offers a unique opportunity to make a significant impact as a vertical industry leader in the business while driving growth within a critical sector.

What We Offer

• Competitive base salary with performance-based incentives tied to achieving portfolio revenue goals.
• Access to Thales' global network of over 6,000 cybersecurity experts and developers.
• Ongoing professional development opportunities within the rapidly evolving field of cybersecurity.
• Support from a dedicated bid organisation and industry expert representative to drive success in your portfolio.

Key Responsibilities

• Portfolio Ownership: Act as the CEO of your assigned portfolio/vertical, owning all aspects of client engagement, strategy development, and revenue generation for Federal Government accounts. Stay informed on trends in your portfolio, including legislative changes and regulatory requirements that may lead to incremental sales opportunities.
• Strategic Sales Planning: Develop and execute comprehensive sales strategies and account plans to achieve revenue targets and drive pipeline growth across your portfolio.
• Client Relationship Management: Build and maintain strong relationships with senior decision-makers in Defence, National Security, and your assigned Federal Government agencies.
• Collaboration with Internal Stakeholders: Work closely with internal teams—including channels, marketing, pre-sales, strategic portfolio leaders, and the capabilities organisation— to align efforts and deliver integrated solutions and campaigns that meet client needs.
• Bid Management Support: Leverage the bid organisation to prepare compelling proposals and ensure smooth execution of large-scale opportunities.
• Industry Expertise & Mentorship: Collaborate with your industry account representatives to gain coverage over the mid-market aspects of your territory while providing mentorship and coaching to support their success.
• Sales Cycle Management: Oversee the full sales cycle for your accounts, from initial engagement to closing deals, to working with the capabilities organisation to ensure successful delivery of solutions.
• Forecasting & Reporting: Provide timely and accurate revenue forecasts for your portfolio to senior leadership while maintaining detailed and up-to-date records of sales activities in CRM systems.
• Procurement & Legal Oversight: Manage gate processes, procurement procedures, and legal escalations in compliance with internal processes and government regulations

Qualifications and Skills

• Proven track record of success in government sales (7+ years preferred), with experience managing large portfolios or territories.
• Strong understanding of Thales' cybersecurity offerings, including consulting services, products, security integration, as well as managed services.
• Excellent leadership skills with the ability to influence cross-functional teams in a matrixed environment.
• Exceptional communication, negotiation, and presentation skills tailored to high-level government stakeholders.
• Proficiency in CRM software and sales forecasting tools with a high level of accuracy.
• In-depth knowledge of government procurement processes and cybersecurity requirements within Defence, National Security, and Federal Government sectors.
• Bachelor's degree in business, IT, or a related field preferred. Additional Requirements
• Australian citizenship with eligibility to obtain relevant security clearances.
• Willingness to travel nationally as required.
• Flexibility to work outside standard business hours when needed

It's easy to dismiss the perfect opportunity if you don't see yourself as the perfect fit. If this role feels right –no matter your background or personal circumstances –please introduce yourself or join our community. We're committed to supporting a diverse workplace, and that starts here.

We're proud to be endorsed by WORK180 as an Employer for All Women, but we know there's always more we can do. We'll continue to foster industry partnerships, employee resource groups (ERGs) and development opportunities to make Thales a genuinely equitable employer, for everyone.

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