Senior Account Manager

Sirius.; Sydney; On-site; AUD 90,000 - 130,000; Full time

Job summary

Sirius. is seeking an experienced Senior Account Manager to build and manage a new SMB client portfolio, developing outreach strategies and leveraging AWS services to drive growth.

You will collaborate with internal teams and partners to deliver value, optimise cloud usage, and close deals in a fast-paced environment across Australia and beyond.

Qualifications

• 4–7 years of sales experience in cloud or IT services.
• Proven experience in business development, account management, and channel partnerships.
• Knowledge of AWS products and SMB market dynamics.
• Self-motivated, target-driven, and comfortable in a fast-paced environment.
• Excellent communication, presentation, and relationship-building skills.
• Ability to work collaboratively and cross-functionally.

Responsibilities

• Develop and execute outreach strategies to build and cultivate a strong SMB client base, identifying and engaging key decision-makers to drive business growth.
• Establish and maintain strong relationships with key client stakeholders, positioning the business and AWS as trusted partners in their cloud journey.
• Qualify SMB client needs and design tailored strategies leveraging the company's offerings and AWS solutions for long-term value.
• Conduct discovery calls to understand SMB client needs and identify opportunities for expansion, upselling, and revenue growth.
• Act as a trusted advisor to optimise clients’ use of AWS resources and maximise cloud investment.
• Manage the full sales and account lifecycle from presales to contract negotiation and closure.
• Collaborate with customer stakeholders, internal teams, and vendor partners to ensure seamless execution and delivery of solutions.
• Work with technical teams to address client needs and ensure alignment with business goals.
• Communicate complex AWS concepts clearly to help clients make informed decisions.
• Monitor SMB client satisfaction and proactively address concerns to maintain long-term retention.
• Contribute hands-on through leadership and ongoing involvement in business and solution development.

Skills

Sales experience

Account management

AWS knowledge

Communication skills

Relationship building

Cross-functional collaboration

Business development

Job description

Our client is an award-winning AWS Premier Partner, seeking an experienced Senior Account Manager.

They transform how businesses leverage AWS cloud services, specialising in Consultancy, Managed Services, Cloud Governance, FinOps, and AI/ML to unlock AWS's full potential.

Recognised as AWS's Rising Star Partner of the Year for 2023 in EMEA and 2022 in the UK&I, they are expanding globally with offices in South Africa and Dubai, a strong presence in the Philippines, and their global HQ in the UK.

They have managed hundreds of cloud migrations, architectural projects, cost optimisations, and support services for a diverse range of customers, from start-ups to public sector organisations. As an AWS Premier Partner, they enhance IT experiences for clients across various sectors.

Role Summary

In this role, you will be responsible for building and managing your own client portfolio, leveraging marketing, business development, and alliance strategies to identify and secure new opportunities. From initial engagement to long-term management, you will play a crucial role in guiding clients through their AWS journey, helping them innovate, optimise, and scale with confidence.

This role is more than just closing deals, you will build lasting relationships, drive tangible value, and unlock new growth opportunities for clients. Collaborating closely with internal teams, you will ensure a seamless customer experience and maximise delivery performance.

My client is looking for ambitious, driven individuals who want to grow and excel in a fast-paced, high-performance environment. A passion for self-development is essential, as staying ahead of industry trends and continuously evolving their offerings will empower you to deliver best-in-class solutions.

Key Responsibilities

• Develop and execute outreach strategies to build and cultivate a strong SMB client base, identifying and engaging key decision-makers to drive business growth.
• Establish and maintain strong relationships with key client stakeholders, positioning the business and AWS as trusted partners in their cloud journey.
• Meticulously qualify short- and long-term SMB client needs, working backwards from pain points to design tailored strategies that leverage the company's offerings and AWS solutions for long-term value and scalability.
• Conduct discovery calls to understand SMB client needs and proactively identify opportunities for expansion, upselling, and revenue growth by aligning AWS services with client business objectives (e.g., through cloud migration, modernisation, and development strategies).
• Act as a trusted advisor, providing insights and recommendations to optimise clients' use of AWS resources, ensuring they maximise their cloud investment.
• Manage the full sales and account lifecycle, from presales and scoping to presentation, contract negotiation, and deal closure.
• Collaborate closely with customer stakeholders, internal teams, and vendor partners to drive seamless execution and delivery of solutions.
• Work alongside technical teams to address client needs, resolve challenges, and ensure technical alignment with business goals.
• Communicate complex AWS concepts in a clear and compelling manner to help clients make informed decisions.
• Monitor SMB client satisfaction and proactively address any concerns or roadblocks to maintain strong relationships and long-term retention.
• Ensure clients achieve meaningful outcomes with AWS services, driving continuous innovation and success.
• Actively contribute in a hands-on capacity through leadership by example and ongoing involvement in business and solution development.
• Between 4-7 years of sales experience in cloud or IT services.
• Proven experience in business development, account management, and channel partnerships.
• Knowledge of AWS products and SMB market dynamics.
• Self-motivated, target-driven, and comfortable in a fast-paced environment.
• Excellent communication, presentation, and relationship-building skills.
• Ability to work collaboratively and cross-functionally.