Area Sales Director

HCLTech; Sydney; On-site; AUD 180,000 - 240,000; Full time

Job summary

HCLTech in Sydney seeks a Public Sector Hunter to identify, shape, and progress net-new government opportunities, building self-generated pipeline across agencies.

You will lead insight-led demand creation, map stakeholders, and navigate procurement processes, balancing commercial framing with technical fluency to position HCLTech as a credible partner.

The role emphasizes origination, early access, and disciplined pursuit through long sales cycles in the Australian public sector.

Qualifications

• Proven experience in complex IT services sales or public sector business development.
• Self-generated pipeline (net-new focus).
• Exposure to Australian public sector procurement environments.
• Strong communication, curiosity, and prospecting discipline.

Responsibilities

• Independent New Logo Origination: identify, qualify, and progress net-new Government and Public Sector opportunities; build pipeline without inherited accounts; engage across agencies and public sector entities.
• Insight-Led Demand Creation: lead hypothesis-driven conversations with Government stakeholders; apply industry and domain insight to reframe client problems; create urgency prior to formal RFPs.
• Multi-Stakeholder Navigation: map agency stakeholders, procurement influencers, and delivery partners; build access to senior decision-makers; identify blockers early.
• Commercial & Value Framing: develop commercial awareness including margin sensitivity and scope control; support ROI narratives with guidance from senior deal leaders.
• Structured Pursuit Discipline: maintain disciplined prospecting and pipeline hygiene; follow governance and deal processes; manage long sales cycles.
• Technical & Architectural Fluency: maintain CIO/CTO-level technology fluency; lead early discovery conversations; avoid over-commitment.

Skills

Public sector sales

New logo origination

Pipeline development

Stakeholder mapping

Industry insight

Tools

CRM software

Job description

Primary Market Focus: Government & Public Sector

Location: Sydney

Focus: Origination-led, self-directed public sector growth

Experience : 10-15 years

Role Purpose

The Public Sector Hunter is a net-new logo creator responsible for independently identifying, shaping, and progressing new public sector opportunities from white space to qualified pipeline. The role is based in Sydney and is primarily focused on building HCLTech’s presence across the Government and Public sector, while collaborating across the east coast as required. This role is heavily weighted toward insight-led demand creation, early access, and disciplined pursuit execution, with a strong expectation of self-generated pipeline.

Personally, originates opportunities across the Government and Public sector and drives them through early shaping stages, establishing HCLTech as a credible partner before formal procurement begins.

Key Responsibilities

Independent New Logo Origination (Primary Accountability)

• Independently identify, qualify, and progress net-new Government and Public Sector opportunities
• Build pipeline without reliance on inherited accounts
• Demonstrate consistent origination activity across target agencies, departments, statutory bodies and public sector entities (and adjacent east-coast stakeholders where relevant)

Insight-Led Demand Creation

• Lead hypothesis-driven conversations with Government and Public Sector stakeholders
• Apply industry and domain insight to reframe client problems
• Create urgency and influence deal shape prior to formal RFPs

Multi-Stakeholder Navigation

• Map agency stakeholders, buying groups, procurement influencers, and delivery partners
• Build early access to economic buyers and senior decision-makers
• Identify and mitigate public sector procurement, probity, legal, and contractual blockers early

Commercial & Value Framing (Developing Capability)

• Support ROI narratives with guidance from senior deal leaders
• Develop commercial awareness including margin sensitivity and scope control

Structured Pursuit Discipline

• Maintain disciplined prospecting and pipeline hygiene
• Follow structured pursuit governance and internal deal processes
• Demonstrate resilience across long and uncertain sales cycles

Technical & Architectural Fluency (Threshold)

• Maintain CIO/CTO-level technology fluency
• Lead early discovery conversations credibly
• Avoid over-commitment and unrealistic solution positioning

Key Success Measures

• Volume and quality of self-originated pipeline
• Access achieved into new agencies/accounts
• Early-stage opportunity progression and qualification
• Quality of insight-led client conversations

Experience & Profile

• Proven experience in complex IT services sales or public sector business development
• Demonstrated self-generated pipeline (net-new focus)
• Exposure to Australian public sector procurement environments
• Strong communication, curiosity, and prospecting discipline