Director of Federal Sales Operations
4 days ago
About This Opportunity
We are looking for a high-energy and ambitious Government Sales Strategy Lead based in Canberra, Australia to join our growing global Sales team. You have a proven ability to execute with significant enterprise software sales experience focused on AI/ML, automation, big data, analytics, data science or closely related categories.
This role is ideal for a results-driven sales professional with a passion for driving impactful outcomes in the public sector. If you have a proven ability to navigate the complexities of the Australian Federal Government sales and deliver results, we encourage you to apply.
Your Key Responsibilities
- Directly sell to Australian Federal Government agencies, leveraging your network and expertise to secure high-value contracts.
- Work closely with channel partners and system integrators to expand market reach, co-develop strategies, and drive joint sales initiatives within the government sector.
- Navigate Commonwealth Procurement Rules (CPRs), including tenders, panels, and whole-of-government arrangements (e.g., AusTender, DTA panels, Cloud Marketplace).
- Collaborate with internal teams to propose solutions that meet government requirements, ensuring compliance with frameworks like the ISM (Information Security Manual) and PSPF (Protective Security Policy Framework).
- Drive the end-to-end sales cycle, from lead generation to contract negotiation and closure.
- Stay informed on government priorities, policies, and funding initiatives to identify new opportunities.
What We Are Looking For
- Proven track record of directly selling to and successfully closing deals with the Australian Federal Government, particularly software solutions exceeding $300,000 to $500,000 Annual Contract Value (ACV).
- In-depth understanding of the Commonwealth Procurement Rules and familiarity with government-specific frameworks such as AusTender, ISM, PSPF, and DTA certifications.
- Established relationships within federal agencies and a deep understanding of their procurement processes.
- Ability to navigate complex bureaucratic environments and adapt strategies to align with government protocols and decision-making processes.
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