Account Executive

**The Role**

We’re seeking an experienced Account Executive to manage and grow our presence across Local Councils in New South Wales while expanding into NSW-based Universities. This is a high-impact role that blends farming a strong-performing existing customer base with acquisition efforts into an emerging vertical.

This role requires a strategic thinker and disciplined executor who can maintain trusted relationships, uncover new opportunities, and align complex customer challenges with Logicalis’ integrated technology solutions.

**What We’re Looking For**:
We’re looking for someone who blends commercial drive with authenticity — someone who takes ownership of their patch, treats it like a business, and knows that success comes from consistent effort, strategic thinking, and doing what you say you’ll do. You’ll be confident in your ability to sell outcomes, not just products, and you’ll understand that relationships matter — especially in government.

You’ll have the maturity to navigate complex stakeholder environments, the curiosity to learn our solution pillars deeply, and the humility to work as part of a wider team that values trust, collaboration, and delivery. You’ll be motivated by solving real problems for councils and universities, not just chasing commission. If you’re someone who can balance farming with hunting, listening with leading, and strategy with hustle — this is your role.

**Key Responsibilities**

**Farming - Local Councils (Established Territory)**
- Maintain and grow existing council relationships through regular engagement and value delivery
- Build account plans focused on driving pipeline across the Logicalis portfolio
- Drive renewals, uplift managed services contracts, and identify expansion opportunities
- Collaborate with delivery teams and practice leads to deliver outcomes that meet council strategic goals

**Hunting - NSW Universities (Growth Portfolio)**
- Research and prioritise Higher Education institutions with aligned needs and transformation agendas
- Engage new stakeholders through proactive outreach and value-led conversations
- Lead end-to-end sales cycles in collaboration with pre-sales, solution architects, and vendor partners
- Establish Logicalis as a trusted advisor in a sector with long sales cycles and strategic procurement models

**Sales Operations**
- You will provide regular updates and reports to sales leadership on activities, pipeline, and market trends, while ensuring the accuracy and completeness of your customer records in the CRM system.

**Sales Planning and Strategy**
- You will develop and maintain account plans and strategies while tracking your sales pipeline and performance to achieve your targets.

**Customer Relationship Management**
- You will act as the primary point of contact for customer inquiries and concerns, developing and maintaining strong relationships with new and existing customers to grow and expand your customer base.

**Professional Development**
- You will stay up-to-date with the latest sales techniques, market trends, technologies and regulations in the sector through networking, training and industry events, to inform and guide your sales strategies and approaches.

**What You Will Bring**
- Proven track record in solution-based ICT sales and public sector account management
- Deep understanding of NSW local government procurement environments and decision-making structures
- Demonstrated success in building and progressing new business in complex organisations
- Familiarity with Microsoft, Cisco, Dell, HPe and related infrastructure and security solutions
- Ability to manage a pipeline spanning Professional Services, Managed Services and Product Sales
- Strong ability to build stakeholder trust and navigate internal buying committees
- Proficiency in CRM software and customer success tools
- Strategic territory planning and pipeline management
- Excellent written and verbal communication skills

**Preferred Qualifications**
- Experience working in or selling into NSW public sector or education frameworks (e.g., Core&, MICTA/ICTA, ICT Services Scheme, NSWBuy)
- Familiarity with account-based selling models (e.g., Challenger, MEDDIC)
- Strong CRM hygiene and experience with opportunity management platforms (e.g., Dynamics, Salesforce)
- Background in Systems Integration or Managed Services delivery environments

**Key Selection Criteria**
- 5-15 years’ experience in B2B ICT sales, with a minimum of 3 years in public sector or education
- Demonstrated success managing government or university accounts in NSW
- Knowledge of local council structures, pain points, and digital transformation drivers
- Experience with ICT solution selling across cloud, security, networking, or workspace
- Ability to balance long-cycle consultative selling with shorter-term renewals and project opportunities

Most importantly, you are **Confident, Capable, Curious and Customer Obsessed**. Being **Confident** means presenting your opinions