Federal Sales Director
3 days ago
Founded in 2012, H2O.ai is at the forefront of the AI movement to democratize Generative AI. H2O.ai's open-source Generative AI and Enterprise h2oGPT, combined with Document AI and the award-winning autoML Driverless AI, have transformed more than 20,000 global organizations and over half of the Fortune 500 and household brands, including AT&T, Commonwealth Bank of Australia, Chipotle, ADP, Workday, Progressive Insurance, and AES.
Our "AI for Good" program supports nonprofit groups, foundations, and communities in their efforts to advance education, healthcare, and environmental conservation, including identifying areas vulnerable to natural disasters and protecting endangered species.
We have a vibrant community of two million data scientists worldwide and aim to bring together the world's top data scientists with customers to co-create GenAI applications that are usable and valuable by everyone. Business users can now leverage the power of LLMs to enhance productivity with enterprise applications.
H2O.ai is a Visionary in the 2024 Gartner Magic Quadrant for Data Science and Machine Learning Platforms. We are the only provider in the market to offer both Predictive AI and Generative AI on premise and air gapped, in addition to supporting all cloud environments.
About This OpportunityWe are looking for a high-energy and ambitious Federal Sales Director 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. Specific vertical expertise in financial services, insurance, retail, telecoms or healthcare is helpful, as is a strong working knowledge of the enterprise software landscape.
H2O.ai retains a fast-moving startup culture. As a Federal Sales Director at H2O.ai, you will have demonstrated the ability to move quickly and show initiative when dealing with ambiguity, you are skilled at navigating the enterprise buying process, conveying value and compressing the sales cycle. You bring a passion for innovation and translating complex technology into a high-ROI business outcome. You are skilled at qualifying opportunities robustly, managing your time wisely, and staying focused on new and upsell revenue.
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.
Candidates must be Australian citizens and eligible for an Australian Government security clearance (Baseline or higher). This is a remote/work-from-home position.
What You Will Do- Directly sell to Australian Federal Government agencies, leveraging your network and expertise to secure high-value contracts.
- Build and maintain strong relationships with key stakeholders, including CIOs, procurement officers, and decision-makers.
- 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.
- 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, DTA certifications for government procurement opportunities.
- 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.
- Exceptional negotiation, communication, and interpersonal skills, with the ability to influence and build trust with government clients.
- Ability to work independently and take on stretch roles when needed.
- Market Leader in Total Rewards
- Remote-Friendly Culture
- Flexible working environment
- Be part of a world-class team
- Career Growth
H2O.ai is committed to creating a diverse and inclusive culture. All qualified applicants will receive consideration for employment without regard to their race, ethnicity, religion, gender, sexual orientation, age, disability status or any other legally protected basis.
H2O.ai is an innovative AI cloud platform company, leading the mission to democratize AI for everyone. Thousands of organizations from all over the world have used our cutting-edge technology across a variety of industries. We've made it easy for people at all levels to generate breakthrough solutions to complex business problems and advance the discovery of new ideas and revenue streams. We push the boundaries of what is possible with artificial intelligence.
H2O.ai employs the world's top Kaggle Grandmasters, the community of best-in-the-world machine learning practitioners and data scientists. A strong AI for Good ethos and responsible AI drive the company's purpose.
Please visit to learn more.
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