Solution Area Specialists - AI Business Process - Canberra

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Role Overview

As an AI Business Process Sales Specialist, you will play a pivotal role in driving end-to-end business transformation for some of our most strategic Federal Government customers. You bring extensive experience in managing complex, high-value relationships within the public sector and have a proven track record of leading large-scale, transformational sales engagements. With a strong background in navigating senior stakeholder environments across both business and IT, you also bring well-established networks within the Federal Government. Your ability to align technology solutions—including AI, CRM, ERP, and Low Code platforms—with public sector policy and strategic objectives enables you to deliver meaningful outcomes. You excel at orchestrating across internal teams, partners, and services organizations to provide integrated solutions, while navigating government budget cycles to achieve mutually beneficial results in complex, matrixed environments.

Minimum Experience

• Must be based in Canberra (no remote option).
• Must be an Australian citizen and eligible to hold a security clearance.
  
• Located in Canberra, you have relationships and a reputation for delivering outcomes.
• 10+ years experience selling solutions with connected end-to-end business transformation across business units within the Federal Goverment.
• 10+ years experience leading sales processes across account planning, opportunity planning, deal negotiation, customer decision frameworks, evaluation plans and engaging in complex customers.
• Experience in deal crafting, negotiating terms and contracts for multimillion-dollar digital transformation initiatives.
• Forecasting business and maintaining pipeline hygiene.

Responsibilities

• Drive connected, end-to-end business transformation solutions across multiple business units within the Federal Government.
• Lead all stages of the sales process, including account and opportunity planning, deal strategy, negotiation, and execution.
• Engage with complex customer environments and guide them through decision frameworks and evaluation plans.
• Craft and negotiate terms for multimillion-dollar digital transformation initiatives, ensuring alignment with customer objectives and compliance requirements.
• Maintain accurate forecasting and pipeline hygiene to support business performance and planning.
• Leverage strong existing relationships within the Canberra-based Federal Government sector to deliver consistent, measurable outcomes.