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Summary
Smart Communications is looking for a talented Account Director to drive sales into the Australian Public Sector. The role is ideally based in Canberra, but we're open to considering strong candidates located interstate, and will be supported by a team of pre‑sales and partner salespeople.
Primary Activities
* Work closely with the public sector team to create a strong pipeline of new business opportunities in net new names.
* Cross‑sell/upsell by identifying new revenue opportunities in existing accounts.
* Collaborate with marketing operations and business development teams to identify and drive effective campaigns for your territory.
* Expand key verticals to focus efforts and create appropriate value propositions.
* Build and maintain relationships with government agencies and key decision‑makers.
Responsibilities
Deliver revenue, and develop and manage your territory/sector to:
* Develop strategic plans to meet and exceed quota in annual software SaaS revenue.
* Keep up‑to‑date on government spending, strategic initiatives, competitor activity, and the company's value propositions and product offerings. Build understanding and knowledge of Smart Communications' competitive advantage within the sector and be fully confident presenting and demonstrating this to prospects, partners, and internally.
* Develop new business opportunities through specific marketing campaigns and seminars, using extensive market knowledge and leveraging our partner network.
Demonstrate strong communication and collaborative working skills by being able to:
* Contribute to Smart Communications' partner strategy in the sector, communicating the value proposition and building productive relationships to develop revenue‑generating opportunities.
* Map and build senior‑level relationships across the public sector and partner organisations.
* Partner effectively with internal teams—pre‑sales, professional services, partner sales, and support—to ensure that the needs of prospects and customers are met throughout the sales cycle and beyond.
* Share competitive knowledge acquired, ensuring Smart Communications remains ahead of the competition.
Effectively manage sales processes to mitigate risk to Smart Communications, including:
* Supporting the commercial & legal negotiation process in partnership with Smart Communications' commercial and legal representatives.
* Managing all stages of the bid process, using Smart Communications' resources in the most effective way.
* Maintaining accurate account, contact, and opportunity records in Salesforce.com on a weekly basis, and providing accurate forecasts.
Be an active team member of the global Smart Communications team by:
* Participating in company initiatives.
* Familiarising yourself and complying with company procedures.
* Always being an advocate for Smart Communications.
Performance Indicators
* Constantly meet and exceed financial revenue targets.
* Build and maintain a sales pipeline that provides a foundation to exceed fiscal revenue targets.
* Develop a marketing plan with Smart Communications marketing and telemarketing groups.
* Accurately forecast using Salesforce.
* Maintain account plans for major opportunities and target accounts.
* Maintain positive 360° feedback from colleagues.
* Demonstrate strong product and competitive knowledge.
Must Have Skills / Experience
* Proven track record selling high‑value SaaS solutions and/or software licenses.
* Strong understanding of the Australian public sector and a focus on key strategic accounts and partners with a strong presence in this space.
* Advantageous to have a good understanding of one or more of the following: XM, CCM, ECM & BPM solutions; web and mobile content management; CRM (one‑to‑one marketing, 360° view of a customer, etc.); document composition solutions and general CCM market drivers.
* Proven success in building relationships with key influencers and leveraging sector networks in both partner and prospect communities.
* Ability to interpret client business requirements into a Smart Communications solution using ROI to create compelling events that drive buying decisions.
* Track record in building and growing business in Australia, ideally the wider ANZ region.
* Excellent presentation, verbal, and written communication skills.
* Ability to demonstrate solution architecture and discuss highlights.
* Consultative sales approach with an inspirational 'Can‑do / Will‑do' attitude.
* Comfortable with Salesforce and solution selling, Target Account Selling (TAS), and/or other sales methodologies.
SMART Values at Smart Communications
* S - Speak openly: We are positive, creative, helpful, kind and we have fun. We listen and provide constructive feedback.
* M - Make a difference: We focus on the things that matter and prioritize the greatest impact, celebrate success, and hold ourselves accountable.
* A - Agile & flexible: We evolve, improve, and grow. We think differently, challenge the status quo, and ask 'why?' to remove complexity.
* R - Results‑focused: We get things done efficiently, at pace, with attention to detail. We prioritize productivity over busyness.
* T - Teamwork: We collaborate, trust, and support each other to deliver results for our company and customers.
What's the Deal?
We will provide you with the tools, equipment, and support to give you the best possible chance of success and over‑achieving your goals. Salary will depend on your experience and will be highly competitive.
Benefits include vision benefits, subsidised gym membership, 20 days holiday allowance, and an additional day off for your birthday.
Our offices are located across Sydney, Canberra, and Brisbane. The role can be based at any of these offices or remotely with travel required.
Employment Information
All qualified applicants will receive consideration for employment regardless of race, colour, religion, sex, national origin, sexual orientation, age, disability, marital status, or gender identity. We only consider applicants with current legal right to work in the countries in which our positions are based.
To learn more about Smart Communications visit:
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