Strategic Business Development Manager

AC3; Canberra; On-site; AUD 140,000 - 180,000; Full time

Job summary

AC3 is expanding its Canberra presence and seeking a senior Federal sales operator to create market opportunities across managed services, cloud, cyber security, data and AI for Australian Federal Government customers.

You will build trusted relationships with CIOs, CISOs, CDOs and procurement leaders, shape deals early, and drive multi-year growth with an onshore delivery model and sovereign capabilities.

Qualifications

• Strong track record of winning new ICT or technology-services business within Australian Federal Government.
• Evidence that you have originated, shaped and converted complex opportunities.
• Credibility with senior Commonwealth stakeholders and understanding of Canberra procurement.
• Experience selling complex services or transformation outcomes, not just transactional tech.
• Knowledge of Commonwealth procurement, tenders, panels and contracting pathways.
• Commercial discipline across account planning, pipeline management, forecasting and negotiation.
• Autonomy and drive to build a territory with significant opportunity.

Responsibilities

• Build AC3's Federal Government pipeline and customer base across Canberra.
• Develop trusted relationships with CIOs, CISOs, CDOs, Program Directors, procurement leaders and other senior decision-makers.
• Identify and shape opportunities before formal procurement begins and build the commercial case.
• Develop strategic account plans across priority Commonwealth agencies and turn them into multi-year growth.
• Sell complex solutions across managed services, cloud, cyber security, data, AI and digital transformation.
• Bring AC3 technical specialists and technology partners into opportunities at the right time to build credible, outcome-led solutions.
• Lead complex pursuits, tenders and negotiations, including significant multi-year managed services opportunities.
• Own pipeline quality, forecasting, revenue and gross profit performance.

Skills

Federal government sales

Opportunity shaping

Strategic account planning

Job description

THE OPPORTUNITY:

AC3 is building its presence in Canberra, and we're looking for a senior Federal sales operator who wants to create a market rather than simply inherit a patch.

You’ll have the opportunity to build relationships, shape opportunities early and grow a meaningful Federal Government business across managed services, cloud, cyber security, data and AI.

The proposition behind you is tangible. AC3’s Cloud and Security Operations Centre platforms are IRAP-assessed to PROTECTED level. Our sovereign cloud capability is built and operated in Australia by security-cleared personnel, supported by a 100% onshore delivery team.

At a time when Commonwealth agencies are increasing their focus on secure cloud adoption, cyber resilience, AI readiness and data sovereignty, you’ll be taking a relevant, differentiated capability into the market with the scope to build something substantial.

WHAT YOU'LL DO:

• Build AC3's Federal Government pipeline and customer base across Canberra.
• Develop trusted relationships with CIOs, CISOs, CDOs, Program Directors, procurement leaders and other senior decision-makers.
• Identify and shape opportunities before formal procurement begins — understanding the problem, influencing the solution and building the commercial case.
• Develop strategic account plans across priority Commonwealth agencies and turn them into multi-year growth.
• Sell complex solutions across managed services, cloud, cyber security, data, AI and digital transformation.
• Bring AC3 technical specialists and technology partners into opportunities at the right time to build credible, outcome-led solutions.
• Lead complex pursuits, tenders and negotiations, including significant multi-year managed services opportunities.
• Own pipeline quality, forecasting, revenue and gross profit performance.

WHAT YOU'LL BRING:

We're looking for someone who has genuinely built business in the Federal market not simply managed an inherited account base.

• You are currently based in Canberra.
• A strong track record of winning new ICT or technology-services business within Australian Federal Government.
• Evidence that you have personally originated, shaped and converted complex opportunities.
• Credibility with senior Commonwealth stakeholders and a strong understanding of how Canberra buys.
• Experience selling complex services or transformation outcomes rather than purely transactional technology.
• Strong knowledge of Commonwealth procurement, tenders, panels and contracting pathways.
• Commercial discipline across account planning, pipeline management, forecasting and negotiation.
• The autonomy and drive to build a territory where the opportunity is significant but much of the market still needs to be developed.

HIGHLY REGARDED:

• An active senior network across the Canberra Federal ecosystem.
• Background with an MSP, systems integrator, consulting firm or major technology vendor.
• Experience selling sovereign cloud, cyber security, managed services or large-scale digital transformation.
• Exposure to Defence, National Security or other highly regulated agencies.
• A history of shaping and winning $1M+ opportunities, including multi-year deals

WHY AC3?

AC3 is a privately owned Australian ICT managed services provider with more than 25 years' experience supporting government and highly regulated organisations.

Our combination of secure cloud, managed services, cyber security, data and AI capability gives you breadth while our IRAP assessed PROTECTED level Cloud and SOC services and onshore operating model give you a credible sovereign story for Federal customers.

You’ll be joining at a point where Canberra is a genuine growth market for AC3. Your results will be visible, your influence will be material and the earnings opportunity is uncapped.

How we work matters too: Work Wise. Work Humble. Work Honest.