Overview
Senior/Principal Consultant - Advisory (Relocate to Perth)
Location: Melbourne, Victoria, Australia. Employment type: Permanent - Full Time. Job function: Consulting, Information Technology, and Sales. Industry: IT Services and IT Consulting.
Responsibilities
Driving both consulting delivery and presales activities, with an approximately 50/50 split of billable consulting work and sales-oriented engagement.
Leading customer engagements to understand business challenges, assess ICT environments, and map these to strategic IT outcomes, roadmaps, and transformation programs.
Actively contributing to revenue growth through presales support, opportunity qualification, solution shaping, and achievement of assigned sales targets.
Building and maturing the consulting function by developing methodologies, frameworks, templates, and collateral to support consistent, scalable consulting engagements.
Acting as a trusted advisor to clients across Networking, Datacenter, Cloud, Cybersecurity, and Intelligent Workplace domains.
Supporting the Ethan sales team by providing technical and architectural direction in respect of products and services within the Ethan Managed and Professional Services portfolio.
Monitoring the ongoing client satisfaction in the Post-Sales phase.
Main Activities
Conduct discovery, strategy, and roadmap workshops with clients to identify business and technology priorities.
Seek out and analyse customer requirements to determine the best solution for a client's business problems, including discussing directly with customer management and executive leadership where required.
Translate customer requirements into clear solution proposals, Statements of Work, and strategic consulting deliverables.
Provide presales support by preparing responses to RFPs/RFQs, assisting Account Directors, and presenting solutions to customers.
Deliver consulting engagements that include assessments, current state analysis, strategy development, and IT transformation roadmaps.
Develop and maintain consulting templates, frameworks, and tools to improve quality and repeatability.
Contribute to go-to-market offerings by packaging consulting services that align with business growth objectives.
Support sales pursuits by building relationships with key stakeholders, presenting at customer meetings, and achieving defined consulting sales targets.
Mentor and guide consultants and presales architects, fostering best practices in consulting and client engagement.
Maintain in-depth knowledge of products and services to fulfil customer needs for selected accounts.
Maintain key supporting systems (including CRM) and processes that support the sales team.
Ensure achievement of Sales targets and customer satisfaction through the delivery of the highest quality Pre-Sales support.
Additional Responsibilities
Achieve personal Pre-Sales Targets at all times.
Other duties as may be delegated by the Business Unit Manager from time to time.
Conduct all activities in accordance with company policies and procedures, as may be amended from time to time.
Essential Skills
Excellent presentation and communication skills.
Strong consulting skills, including facilitation, business analysis, and strategy development.
Presales capability, including solution shaping, proposal development, and customer presentations.
Broad technical knowledge across Networking, Datacenter, Cloud, Cybersecurity, and Intelligent Workplace.
Excellent communication, stakeholder management, and relationship-building skills.
Ability to structure complex problems into actionable strategies and deliverables.
Business acumen to align technology outcomes with customer objectives and business value.
Strong stakeholder management skills and an ability to converse with those at the C-Suite level and IT Managers.
Technical Skills
Infrastructure and Cloud specific skills:
Fluent knowledge of infrastructure-based solutions (including server, storage, virtualisation, storage switching, backup technologies, DR solutions).
Broad understanding of Microsoft-based software and virtualisation solutions (including the hypervisor, Windows Server operating systems, and core Microsoft applications such as Active Directory, Exchange and SQL Server).
Understanding of public cloud services and solutions based on Microsoft Azure and AWS.
Networking and UC specific skills:
Fluent knowledge of carrier network types, and their comparative strengths and weaknesses for various business requirements.
Understanding core and emerging networking technologies.
Understanding of VoIP, SIP, ISDN, related collaboration technologies.
Cyber Security
Fluent knowledge of cyber related frameworks and approaches to designing solutions to help clients manage cyber related risks.
Broad understanding of security services and solutions at the people, process and technology level.
Experience
10+ years in IT Consulting or related roles within Managed Services or Systems Integrators.
Proven experience delivering both strategy/roadmap engagements and technical consulting outcomes.
Demonstrated presales experience, including responding to tenders, solution design, and achieving sales/revenue targets.
Track record of building consulting practices or service offerings (templates, frameworks, repeatable collateral).
Experience in customer-facing roles engaging with executives and technical stakeholders.
Key Personal Attributes
Strategic thinker with a pragmatic delivery mindset.
Commercially minded with a focus on achieving business outcomes.
Self-starter able to work independently and build functions from the ground up.
Cooperative leader who thrives in team-oriented environments.
Adaptable and resilient, able to manage competing priorities.
Confident communicator with presence in boardroom-level discussions.
Qualifications
Tertiary degree in Information Technology, Business, or related field (desirable).
Industry certifications across Cloud, Networking, Security, or Datacenter (e.g., Azure, AWS, Cisco, VMware, Palo Alto, Microsoft) highly regarded.
Professional consulting or project management certifications (e.g., TOGAF, ITIL, PRINCE2, PMP, Prosci) desirable.
Note: This description excludes boilerplate job listings and site notices not pertinent to the role.
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📌 Principal Consultant
🏢 Ethan
📍 Melbourne