Key Account Manager for Public Sector Growth
Location: Canberra, Australia; Melbourne, Australia; Sydney, Australia
We are seeking a seasoned Key Account Manager to drive growth and delivery success of programs utilizing cutting-edge software technology in the Public Sector. As a trusted partner, you will be responsible for devising and executing account strategies, identifying and solving meaningful business problems, negotiating contracts, and managing regional finance plans.
Responsibilities:
* Lead a portfolio of Customer Accounts focused on Public Sector
* Devise and execute account strategy, identify and solve meaningful business problems, negotiate contracts, and manage regional finance plans
* Build relationships to understand clients' businesses, solve problems with our platform, and cultivate new business within existing customers
* Work directly with key project and executive stakeholders throughout the entire project life-cycle to ensure client satisfaction and adoption
* Lead a team of colleagues, recruiting, coaching, and mentoring individuals and teams
* Oversee the delivery of projects at customer accounts, ensuring deployment matches client expectations
* Interface with Appian Sales, Marketing, Engineering, Product Management, and Product Support
* Negotiate contracts and oversee financial results for a region
* Be responsible for account success: adoption, services and license growth, marketable stories
Qualifications:
* Active Security Clearance of at least NV1 (prepared to undertake further clearances)
* A minimum of a Bachelor's Degree from an accredited university
* Prior experience in software consulting within the Defence or Intelligence sectors, ideally in ERP, CRM, BPM/Workflow, Data Integration Architecture or EAI
* 15+ years of experience managing a portfolio of Agile IT projects in a delivery capacity within the Federal government
* Proven track record of growing business and winning bids/business proposals
* Experience with problem identification and Business Value Analysis, leading customers toward measurable ROI
* Experience defining and overseeing the delivery of an integrated technical approach
* Experience executing strategy, managing financial plans, shaping strong delivery proposals and commercial propositions, and negotiating contracts
* Experience supporting pre-sales activities with the ability to quickly understand processes and develop technical solutions
* Strong commercial acumen and attention to detail, enabling effective forecasting and financial management of a portfolio of customer accounts
* Strong communication skills, specifically in the verbal and written representation of value propositions and business cases
* Technological understanding and experience of enterprise technology
Benefits:
* Training and Development: During onboarding, new hires receive department-specific training
* Continuous learning is central, with dedicated mentorship and the First-Friend program
* Growth Opportunities: Leadership programmes, Appian University, skills-based training, and tuition reimbursement for those seeking to advance education
* Community: Immersive inclusivity through 8 employee-led affinity groups that build internal and external networks