Business Development Account Executive – NSW Territory and Federal Government

Key Responsibilities

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New Business Development
• Identify and pursue new business opportunities with federal departments, government-owned corporations, and affiliated agencies.
• Establish relationships with senior decision-makers, program leaders, and procurement stakeholders.
• Proactively engage with ecosystem partners, systems integrators, and government contractors to build pipeline.
Account and Territory Management
• Develop territory plans and account strategies tailored to each agency’s mission, budget cycle, and transformation goals.
• Align Extreme Networks’ capabilities to government priorities such as cybersecurity, secure access, remote connectivity, and infrastructure resilience.
Sales Execution and Pipeline Management
• Lead the entire sales lifecycle from lead generation through to negotiation and contract closure.
• Maintain accurate pipeline forecasts and opportunity records using the company’s customer relationship management platform.
Stakeholder Collaboration
• Partner with Extreme’s technical teams to develop and deliver solution demonstrations and proposals.
• Collaborate with marketing, channel, and services teams to support campaigns, events, and integrated sales efforts.
Compliance and Government Alignment
• Understand and operate within Australian Federal Government procurement regulations, supplier engagement protocols, and ethical guidelines.
• Prepare responses to formal requests for tender and engage in pre-tender positioning where appropriate.

Qualifications and Experience

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Experience Requirements
• A minimum of 5 years and up to 10 years of experience in a business development, account management, or enterprise sales role.
• At least 3 years of experience working directly with Australian Federal Government customers, preferably in technology, infrastructure, or cyber-related sectors.
• Proven track record of meeting or exceeding sales targets in complex, multi-stakeholder environments.
Skills and Attributes
• Strong business acumen with the ability to articulate value propositions to both technical and executive audiences.
• High level of professionalism and ability to operate in sensitive or confidential public sector environments.
• Strong written and verbal communication skills.
• Ability to work independently and collaboratively within a matrixed sales and technical organization.
Clearance and Eligibility
• Australian citizenship is required.
• Holding an active Australian Government Security Clearance (Baseline, NV1 or NV2) is highly desirable but not mandatory.
• Willingness and eligibility to obtain a security clearance in future, if required.