Client Executive (Canberra)

Job Description
The mission of Defence is changing. Disruption exists in Defence and National Security as much as in any other industry. Forcing factors are creating a growing pressure for speed, agility and mobility. Artificial intelligence, cyber security, integrated Intelligence Surveillance and Reconnaissance, Space and Undersea exploration are becoming critical to maintaining advantage. Technologies supporting the above areas and the development of autonomous systems, enhanced human performance and resilience, material sciences and Quantum computing are driving Australian Defence innovation and investment.
At the heart of this is the data that can be surfaced and effectively utilised by the people that need it, to collaborate and where required, share it, to keep Australia safe. At IBM we are constantly innovating with data and technology to meet real needs with the latest technology.

What can YOU do with IBM?

IBM's sales leaders work with our clients to create, develop and leverage the industry's most advanced business solutions, underpinned by world-class information technologies and our research and development capability. We offer solutions to a global network of clients across a diverse range of markets ranging from telecommunications, energy and utilities to government and public agencies. IBM's pedigree in the Defence industry spans decades and involves working with colleagues around the globe who have extensive practical expertise in this important space.

About the position
The Client Executive, based out of our Canberra office, is responsible for contributing to the overall Defence industry engagement strategy and is a senior leader and member of a team that delivers value and innovation to the Department of Defence . The Client Executive will hold a key role in identifying and developing IBM solutions to complement and enhance an increasing number of consulting and business services. The Client Executive will have a core requirement to drive business outcomes and sales, collaborate across IBM, applying creativity and judgment to develop new approaches and solutions to minimise risk and impact to existing and emerging engagements.

Essential qualities and skills
You'll have an extensive background working with Defence on reducing their capability gaps and improving their use of technology to deliver their missions and driving sales across a portfolio of solutions.
Experience in understanding the needs of the military and working in the Defence industry are essential.

You're a leader, both within the organisations you've worked, and as a sales person. An influential and effective negotiator, you'll be strategic in your approach to Defence as a client, able to link back their short and long-term requirements to IBM technology offerings, creating and coordinating complex business engagements.

Able to collaborate and work across teams and rally resources, building business cases to enable effective solutions to be adopted by the client, you'll be able to make sales happen. You will be able to build a strategy to partner in the industry and manage the client relationship with Defence and their partners at the most senior levels.

You know how to align the Defence strategy to rethink the role of the Defence organisation and the way it interacts to:

  • Drive agility
  • Speed up procurement
  • Break down silos
  • Embrace innovation

Required qualifications
  • 10+ years working in a sales leadership capacity, particularly with the Department of Defence;
  • Proven expertise in delivering large programs of work in the Technology and Defence industries;
  • Advanced negotiation, communication and deal-making experience;
  • Australian citizenship and Australian security clearance.

'THINK' has been our slogan since 1911, and now it's time for you to do so, then act...... if you're ready to start your next challenge click the apply button now. To find out more, head to

Required Technical and Professional Expertise

As above

Preferred Tech and Prof Experience

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EO Statement
IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

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