End User Account Manager - Public Sector Defence

, with accountability for revenue growth, pipeline development and customer satisfaction.

Responsibilities

• Develops and executes strategic account plans for assigned

, identifying customer priorities, key stakeholders, procurement cycles and short-, medium- and long-term business opportunities.

• Builds trusted relationships across customer organisations, engaging with

to understand requirements and position the organisation as a strategic technology partner.

• Demonstrates a deep understanding of the organisation's portfolio, solutions and services, translating technical capabilities into clear business and operational value propositions relevant to Defence environments.
• Identifies, qualifies and develops new business opportunities, while expanding existing accounts and building a healthy, sustainable sales pipeline.
• Leads complex sales opportunities from early engagement and qualification through proposal, negotiation, award and contract execution, coordinating the required internal resources throughout the sales cycle.
• Works closely with

to design competitive and compliant customer solutions.

• Develops a strong understanding of the

, including public tenders, framework agreements, competitive procedures and other applicable public-sector procurement mechanisms.

• Anticipates upcoming procurement opportunities and engages with customers, partners and relevant stakeholders early in the lifecycle to improve positioning and maximise the probability of success.
• Analyses market trends, customer investment priorities, competitor activity and the Defence technology ecosystem to identify emerging opportunities and contribute to account and sales strategy.
• Develops and manages an effective partner ecosystem where required, including technology partners, integrators and other organisations involved in delivering complex Defence solutions.
• Drives contract renewals, extensions and expansion opportunities, focusing on sustainable growth, customer value and increased total contract value.
• Ensures sales activities comply with applicable

, working with the appropriate internal compliance and legal teams.

• Maintains accurate opportunity, pipeline and forecast information and provides clear visibility of deal status, risks, competitive positioning and next steps.
• Acts as a key point of contact for customers throughout the commercial lifecycle, coordinating internal teams to address issues and maintain high levels of customer satisfaction.
• Represents the organisation in relevant customer engagements, industry events and Defence/public-sector forums, strengthening market presence and identifying potential business opportunities.

• Four-year or Graduate Degree in Business Administration, Sales, Marketing, Engineering, Information Technology or another relevant discipline, or equivalent professional experience.
• Typically

.

• Demonstrated experience managing

, strategic accounts and multi-stakeholder opportunities.

• Experience with

is highly desirable.

• Experience working with Defence organisations, public administrations, systems integrators or the broader Defence technology ecosystem would be an advantage.
• Ability to work effectively in environments involving

• Public-sector procurement or government contracting knowledge.
• Consultative or solution-selling methodologies.
• Relevant technology or industry certifications would be advantageous.

•

• Account Management
• Business Development
• Business-to-Government (B2G) Sales
• Complex Sales Management
• Consultative Selling
• Defence Market Knowledge
• Enterprise Sales
• Government Procurement
• Key Account Planning
• Opportunity Qualification
• Partner & Ecosystem Management
• Pipeline Management
• Presales Collaboration
• Public Tenders & Framework Agreements
• Relationship Management
• Sales Forecasting
• Solution Selling
• Stakeholder Management
• Strategic Account Management
• Technical Sales
• Tender & Bid Management
• Value Proposition Development

• Effective Communication
• Results Orientation
• Strategic Thinking
• Customer Centricity
• Learning Agility
• Digital Fluency
• Collaboration
• Negotiation
• Executive Stakeholder Management
• Integrity & Compliance Awareness

• Directly contributes to revenue growth and strategic account development within the

.

• Manages opportunities involving multiple customer stakeholders, partners and internal functions, often within complex and regulated procurement environments.
• Provides expertise to cross-functional pursuit teams and contributes to broader Defence and Public Sector go-to-market initiatives.
• Helps strengthen the organisation's long-term positioning within strategic Defence customers and the wider Defence ecosystem.

• Works on complex sales opportunities where success requires an in-depth understanding of

.

• Navigates long sales cycles, formal procurement processes, multiple decision-makers and potentially sensitive customer environments.
• Balances customer requirements, commercial objectives, compliance, competitive positioning and internal governance when developing and executing sales strategies.

Sales & Services Entity

Job -

Sales