Manage and expand strategic Defence accounts across Australian defence primes, OEMs, system integrators, contractors, and government agencies. Develop account and growth plans, identify opportunities, coordinate quotations, manage complex sales cycles, build supplier and customer relationships, represent the company at industry events, and achieve revenue, margin, pipeline, and strategic growth targets.
SCOPE:
The Strategic Account Manager - Defence is responsible for identifying, developing and expanding strategic business opportunities across the Australian Defence ecosystem, including defence primes, OEMs, system integrators and government agencies. The role is accountable for growing revenue through the sale of electronic components, value-added services and customised electronic solutions, while building long-term customer relationships and positioning the company as a trusted strategic partner.
ACCOUNTABILITIES:
- Develop relationships with key stakeholders across accounts in Defence Primes, OEMs, Defence contractors and government agencies to grow revenue.
- Proactively lead company-strategic account planning process for Defense accounts that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period.
- Develop and execute account growth plans that align with customer procurement cycles and Defence program requirements.
- Monitor Defence market trends, government initiatives and emerging programs to identify growth opportunities.
- Represent the company at Defence industry events, conferences and customer forums.
- Achieve annual revenue, gross margin, pipeline generation and strategic growth objectives through effective territory planning, account development and opportunity management.
- Coordinate the quotation process for Defense accounts with Sales Management and Product Management.
- Establish and maintain strong relationships with appropriate strategic account personnel from our supplier community.
- Other duties as assigned.
EDUCATION & EXPERIENCE
- Bachelor’s degree in electronics engineering, business or related field required.
- 5+ years of strategic account management, business development or technical sales experience.
- Demonstrated success selling into the Defence, aerospace, government or other highly regulated industries.
- Experience managing complex enterprise accounts and multi-stakeholder sales cycles.
- Proven ability to achieve revenue growth and profit targets.
- Experience working with electronic components, embedded systems, communications systems, defence electronics or related technologies is highly desirable.
- Knowledge of Australian Defence industry structure and key stakeholders, including Defence procurement processes preferred.
- Familiarity with export controls, security requirements and regulatory compliance applicable to Defence-related products and services.
- Negotiation skills for convincing and persuading others.
- Excellent analytical, problem solving, and organizational skills.
- Strong oral/written communications skills for communicating, and building relationships with internal and external customers.
Applicant must be an Australian Citizen.
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What you need to know about the Melbourne Tech Scene
Home to 650 biotech companies, 10 major research institutes and nine universities, Melbourne is among one of the top cities for biotech. In fact, some of the greatest medical advancements were conceptualized and developed here, including Symex Lab's "lab-on-a-chip" solution that monitors hormones to predict ovulation for conception, and Denteric's vaccine for periodontal gum disease. Yet, the thousands of people working in the city's healthtech sector are just getting started, to say nothing of the tech advancements across all other sectors.
