Key Account Director

Vocus Group; Perth; Hybrid; AUD 150,000 - 210,000; Full time

Benefits offered by this job

Hybrid working environment

Discounts on utilities and services

Health and wellness offerings

Extensive leave options

Job summary

Vocus Group is seeking an experienced Key Account Director to partner with strategic customers from Perth, driving long-term value, retention and growth. You will engage executives, collaborate across teams, and shape account strategies to expand Vocus's footprint across State Government and Utilities.

The role is hybrid based in Perth, with travel to customer sites and strategic meetings, reporting to the Sales Manager, Account Growth.

Qualifications

• 10+ years in executive account management
• Experience managing enterprise portfolios
• Strong account planning and growth strategies

Responsibilities

• Develop and execute strategic account plans for retention and growth
• Build relationships with key decision-makers and C-suite stakeholders
• Identify and drive cross-sell and upsell opportunities across the portfolio
• Lead customer business reviews and executive engagement activities
• Govern contract renewals and manage risks to maximise retention
• Collaborate with pre-sales, solution specialists and technical teams
• Oversee service and support escalations to maintain stakeholder confidence
• Accurately forecast account performance and revenue opportunities
• Maintain detailed account plans and engagement activity in CRM

Skills

Executive account management

Strategic leadership

Deal orchestration

Forecasting

Stakeholder engagement

C-suite engagement

Renewals management

Cross-sell & upsell

Solution collaboration

CRM proficiency

Education

Bachelor's degree

MBA preferred

Tools

CRM systems

Contract management tools

Job description

The Opportunity

We're looking for an experienced Key Account Director based in Perth to partner with some of our most strategic customers, driving long-term value, retention and growth.

This is a senior customer-facing role where you'll act as a trusted advisor and executive sponsor, helping customers achieve their business objectives while identifying opportunities to expand Vocus's footprint and impact.

Reporting to the Sales Manager, Account Growth, this role will focus on State Government and Utilities accounts and is responsible for developing and executing account strategies that strengthen relationships, secure renewals and drive revenue growth.

As a senior individual contributor, you'll lead executive engagement across customer organisations, orchestrate internal stakeholders and ensure customers realise maximum value from their partnership with Vocus.

This is a hybrid role based in Perth, with a minimum of two days per week in the office and regular travel to customer sites and strategic meetings.

What You'll Be Responsible for

• Develop and execute strategic account plans to achieve retention, growth and customer advocacy objectives.
• Build and expand relationships with key decision-makers and C-suite stakeholders.
• Identify and drive cross-sell and upsell opportunities across the Vocus product portfolio.
• Lead customer business reviews and executive engagement activities to demonstrate value and strengthen partnerships.
• Govern contract renewal activity, proactively managing risks and negotiating commercial outcomes that maximise customer retention.
• Collaborate with pre-sales, solution specialists and technical teams to develop tailored solutions for customer needs.
• Oversee service and support escalations, ensuring customer concerns are resolved effectively and stakeholder confidence is maintained.
• Accurately forecast account performance and revenue opportunities while exceeding retention and expansion targets.
• Maintain detailed account plans, opportunity pipelines and engagement activity within CRM systems to provide visibility and business insights.

What you’ll bring to the role

The Key Account Director will have a proven track record of managing complex customer environments, influencing executive stakeholders and delivering sustained commercial growth.

You'll bring:

• 10+ years' experience in executive account management, strategic customer leadership and complex deal orchestration.
• Demonstrated success managing large Enterprise or strategic customer portfolios.
• Expert-level account planning and customer growth strategies, including white-space analysis and expansion planning.
• Strong stakeholder engagement skills with the ability to influence C-suite and executive decision-makers.
• Advanced commercial acumen with experience managing contracts, renewals, pricing discussions and commercial governance.
• Proven ability to identify and execute cross-sell and upsell opportunities that drive incremental revenue growth.
• Strong forecasting, pipeline management and deal strategy capabilities.
• Excellent written, verbal and presentation skills, with the confidence to engage senior audiences.
• Bachelor's degree preferred; MBA highly regarded.

What We Offer

Working at Vocus will give you rewarding experiences and the opportunity to do extraordinary work. You will enjoy:

• Diverse and dynamic teams with a supportive and inclusive culture.
• Supportive career development plans with comprehensive ongoing training, support, and development opportunities.
• Flexible hours and a hybrid working environment
• Generous discounts on power, gas, mobile and internet; plus, discounts to over 400 retailers.
• Competitive leave options, including anniversary leave, purchased leave, parental leave, volunteering leave, study leave, and 5 extra days of Vocus leave each year, plus more.
• Study assistance programs to excel your personal growth, learning and development.
• Health and wellness offerings, including access to our wellbeing initiatives that can help you from a financial, psychological, and physical perspective.

Working at Vocus is never just a job – it’s personal. We’re crazy about our customers and believe our people are the difference. Our wonderfully diverse team and a vibrant culture define us. We care about the impact we have on our people, our customers, and our communities and are committed to operating as a responsible, ethical business.

We pride ourselves on setting audacious and ambitious goals and believe that we can play our part in changing the Australian telecommunications landscape and make a fundamental difference to people’s lives.

With us, you’ll have the opportunity to lead and inspire teams, work on projects that are shaping the future of telecommunications and become part of a culture that thrives on creativity, encourages new ideas, and provides a collaborative and inclusive environment.

About Us

As Australia’s specialist fibre and network solutions provider, we own and operate 25,000km of secure, high-capacity fibre connecting people, businesses, governments, and communities across Australia to the world. Through our well-known retail brands, we deliver simple and affordable broadband, mobile, voice and energy services with the purpose of Building Critical Connections. Enabling Better Possibilities.

We are a proud equal opportunity employer committed to providing a safe, diverse, and inclusive working environment where all our team members feel like they belong. We know diversity makes us stronger and we encourage applications irrespective of background, age, origin, gender, sexual orientation, identity, or ability.

If you feel comfortable, please let us know if you have any accessibility requirements upon application, so we can make any adjustments required to support you throughout our recruitment process.