Account Director

M&T Resources; Canberra; On-site; AUD 120,000 - 160,000; Full time

Job summary

M&T Resources in Canberra, ACT, Australia, is seeking an Account Director to strengthen relationships with federal government clients and drive growth across strategic accounts. The role emphasizes executive engagement, cross-functional collaboration and delivering meaningful technology-enabled outcomes.

You will work with senior leaders across sales, delivery and consulting to expand partnerships, secure engagements and ensure exceptional service delivery in the Australian Federal Government

Qualifications

• Proven experience in an Account Director, Client Partner or senior client-facing role.
• Demonstrated success managing complex enterprise or government accounts.
• Strong understanding of the Australian Federal Government environment and procurement.
• Track record of developing and converting new business opportunities.
• Excellent communication, presentation and influencing skills.

Responsibilities

• Strategic account leadership: develop and execute strategies aligned to client priorities.
• Build trusted relationships with senior executives and decision-makers.
• Lead governance meetings, business reviews and strategic planning sessions.
• Drive revenue growth through account expansion and cross-sell opportunities.
• Own forecasting, pipeline management and commercial negotiations.
• Partner with delivery and capability teams to ensure outcomes for clients.

Skills

Account leadership

Strategic selling

Stakeholder engagement

Executive relationships

Job description

Drive growth. Build trusted partnerships. Shape long-term client success.

An exciting opportunity exists for an experienced Account Director to join a leading technology services organisation and play a key role in strengthening existing client relationships while driving growth across the Australian Federal Government sector.

This is more than a traditional account management role. You'll be responsible for developing executive relationships, growing strategic accounts, identifying new opportunities, influencing key decision-makers, and helping government clients achieve meaningful business outcomes through technology, digital and consulting services.

Working closely with senior leaders across sales, delivery and consulting, you'll play a pivotal role in expanding client partnerships, securing new engagements, and ensuring exceptional service delivery.

Key Responsibilities

Strategic Account Leadership

• Develop and execute account strategies that align with client priorities and long-term business objectives.
• Build trusted relationships with senior executives, business leaders and key decision-makers.
• Act as the primary point of contact and trusted advisor for strategic client accounts.
• Maintain a deep understanding of client challenges, priorities, operating environments and future initiatives.
• Lead executive governance meetings, business reviews and strategic planning sessions.
• Identify risks, issues and opportunities within accounts and coordinate appropriate responses.

• Develop and execute account strategies that align with client priorities and long-term business objectives.
• Build trusted relationships with senior executives, business leaders and key decision-makers.
• Act as the primary point of contact and trusted advisor for strategic client accounts.
• Maintain a deep understanding of client challenges, priorities, operating environments and future initiatives.
• Lead executive governance meetings, business reviews and strategic planning sessions.
• Identify risks, issues and opportunities within accounts and coordinate appropriate responses.

Business Development & Growth

• Drive revenue growth through account expansion, cross-sell and upsell opportunities.
• Identify, qualify and pursue new opportunities across the Federal Government landscape.
• Establish and nurture relationships with stakeholders across agencies and departments.
• Develop and execute pursuit strategies that position the organisation as a trusted partner.
• Lead opportunity shaping, proposal development, presentations and commercial negotiations.
• Work with internal specialists to create compelling client solutions aligned to business outcomes.
• Maintain a strong pipeline of opportunities and contribute to long-term business growth objectives.

• Drive revenue growth through account expansion, cross-sell and upsell opportunities.
• Identify, qualify and pursue new opportunities across the Federal Government landscape.
• Establish and nurture relationships with stakeholders across agencies and departments.
• Develop and execute pursuit strategies that position the organisation as a trusted partner.
• Lead opportunity shaping, proposal development, presentations and commercial negotiations.
• Work with internal specialists to create compelling client solutions aligned to business outcomes.
• Maintain a strong pipeline of opportunities and contribute to long-term business growth objectives.

Commercial Management

• Own account performance, including revenue, profitability, forecasting and pipeline management.
• Develop accurate sales forecasts and account plans.
• Lead commercial discussions and support contract negotiations.
• Balance client expectations, commercial objectives and delivery considerations.
• Ensure opportunities and engagements comply with governance, risk and approval processes.

• Own account performance, including revenue, profitability, forecasting and pipeline management.
• Develop accurate sales forecasts and account plans.
• Lead commercial discussions and support contract negotiations.
• Balance client expectations, commercial objectives and delivery considerations.Ensure opportunities and engagements comply with governance, risk and approval processes.

Client Success & Delivery Oversight

• Partner closely with delivery and consulting teams to ensure successful client outcomes.
• Ensure commitments are delivered to a high standard and in alignment with client expectations.
• Monitor account performance, service quality and customer satisfaction.
• Proactively address delivery risks, stakeholder concerns and escalation issues.
• Support continuous improvement initiatives that enhance client value and retention.

• Partner closely with delivery and consulting teams to ensure successful client outcomes.
• Ensure commitments are delivered to a high standard and in alignment with client expectations.
• Monitor account performance, service quality and customer satisfaction.
• Proactively address delivery risks, stakeholder concerns and escalation issues.
• Support continuous improvement initiatives that enhance client value and retention.

Internal Leadership & Collaboration

• Collaborate with senior leaders across sales, delivery and capability teams.
• Bring together subject matter experts to support client and business objectives.
• Share market intelligence, client insights and growth opportunities across the organisation.
• Foster a strong client-centric culture focused on excellence, accountability and outcomes.
• Support mentoring and development of team members where appropriate.

• Collaborate with senior leaders across sales, delivery and capability teams.
• Bring together subject matter experts to support client and business objectives.
• Share market intelligence, client insights and growth opportunities across the organisation.
• Foster a strong client-centric culture focused on excellence, accountability and outcomes.
• Support mentoring and development of team members where appropriate.

What We're Looking For

• Proven experience in an Account Director, Client Partner, Business Development Manager, Strategic Account Manager or similar senior client-facing role.
• Demonstrated success managing and growing complex enterprise or government accounts.
• Strong understanding of the Australian Federal Government environment and procurement landscape.
• A track record of developing and converting new business opportunities.
• Exceptional stakeholder engagement skills, including executive and C-level relationship management.
• Strong commercial acumen, negotiation skills and financial awareness.
• Experience within technology consulting, managed services, professional services, digital transformation or ICT environments.
• Excellent communication, presentation and influencing skills.
• Ability to work collaboratively across sales, delivery and technical teams.

• Proven experience in an Account Director, Client Partner, Business Development Manager, Strategic Account Manager or similar senior client-facing role.
• Demonstrated success managing and growing complex enterprise or government accounts.
• Strong understanding of the Australian Federal Government environment and procurement landscape.
• A track record of developing and converting new business opportunities.
• Exceptional stakeholder engagement skills, including executive and C-level relationship management.
• Strong commercial acumen, negotiation skills and financial awareness.
• Experience within technology consulting, managed services, professional services, digital transformation or ICT environments.
• Excellent communication, presentation and influencing skills.
• Ability to work collaboratively across sales, delivery and technical teams.

Why This Opportunity?

• Opportunity to own and grow strategic Federal Government relationships.
• Influence major digital, technology and transformation programs.
• Blend account management with business growth and client engagement.
• Work with highly capable consulting, technology and delivery teams.
• High-profile role with significant impact on future business growth.
• Competitive remuneration package and career progression opportunities.

• Opportunity to own and grow strategic Federal Government relationships.
• Influence major digital, technology and transformation programs.
• Blend account management with business growth and client engagement.
• Work with highly capable consulting, technology and delivery teams.
• High-profile role with significant impact on future business growth.
• Competitive remuneration package and career progression opportunities.