Principal Account Executive, Defence - Enterprise
Core
Own the enterprise account strategy for the Australian Defence Organisation (ADO), driving revenue growth and cloud adoption for corporate systems, shared services, and enterprise ICT environments.
Role type
Principal Account Executive (Enterprise)
Builds
Enterprise cloud adoption programs for the Australian Defence Organisation
Domain
Government / National Defence / Enterprise Cloud
Deliverable
client delivery
Required skills
enterprise technology sales, closing large complex deals in government/regulated environments, building executive relationships at C-suite level, developing multi-year account strategies, navigating complex procurement frameworks, cloud migration and modernisation strategy
Preferred skills
direct experience with Defence enterprise systems and DDG operating model, selling enterprise cloud migration programs at scale, understanding Defence security accreditation frameworks (ISM, PSPF, ASD certification), existing executive relationships across Defence
Technologies
AWS cloud platform
Responsibilities
Own and execute the enterprise account strategy for the Department of Defence; Build and maintain executive relationships with Defence's enterprise decision-makers; Identify and shape opportunities to migrate, modernise, and transform Defence's enterprise workloads onto AWS; Develop compelling business cases that articulate the value of cloud adoption; Meet or exceed annual revenue targets; Work cross-functionally with Solutions Architects, Professional Services, Security & Compliance specialists; Navigate Defence procurement pathways
Seniority
Principal, hands-on IC with strategic ownership