Director of Sales
Job Summary
Job Description
We are seeking a Director of Sales based in Canberra to lead and expand strategic sales efforts across the Australian government sector. This role focuses on driving growth through enterprise software solutions, particularly mainframe and data modernization opportunities. The ideal candidate will be a strong sales leader and technical seller, capable of navigating complex government accounts, understanding project requirements, and influencing adoption of transformative technology solutions. Key responsibilities include owning sales activities in the Australian Federal Government territory, managing a key Federal Government client, building and executing a sales plan, leading complex sales cycles, and serving as a trusted advisor to government customers. Collaboration with modernization, product, and technical teams, as well as vendor management and government procurement functions, is crucial. The role also involves engaging with Rocket's executive team, accurately forecasting, managing pipeline, and representing the company at industry events.
Must have:
- 10+ years of enterprise B2B software sales in the Australian government sector.
- Proven track record of exceeding sales targets and closing high-value transactions.
- Deep understanding of Australian government procurement lifecycle.
- Strong technical acumen for enterprise IT modernization and mainframe transformation.
- Exceptional communication, negotiation, and relationship-building skills.
- Experience working cross-functionally with technical, product, and executive teams.
Good to have:
- Experience selling into Australian government agencies.
- Ability to discuss data infrastructure and cloud integration.
- Experience working in or with large enterprise software companies.
- Strategic thinker with a hands-on seller mentality.
- Bachelor's degree in business, technology, or related field; advanced degree preferred.
Perks:
- Eligible for commissions
3 skills required
Job Details
It's fun to work in a company where people truly BELIEVE in what they're doing!
Job Description Summary:
We are seeking a Director of Sales based in Canberra to lead and expand our strategic sales efforts across the Australian government sector. This is a high-impact, revenue-generating leadership role focused on driving growth through enterprise software solutions, particularly around mainframe and data modernization opportunities. The ideal candidate will be both a strong sales leader and a technical seller - someone who can navigate complex government accounts, understand detailed project requirements, and influence adoption of transformative technology solutions.Key Responsibilities
- Own and drive all sales activities across the Australian Federal Government territory.
- Serve as the primary sales lead and project manager for a key existing Federal Government client, ensuring continued success, driving adoption of additional solutions, and expanding the relationship through proactive account planning and execution.
- Build and execute a strategic sales plan to increase revenue and expand customer footprint.
- Lead complex, multi-stakeholder sales cycles from discovery through to close, often involving technical, executive, and vendor management stakeholders.
- Serve as a trusted advisor to government customers by deeply understanding their modernization goals, challenges, and opportunities.
- Work closely with the modernization, product, and technical teams to align solutions with customer needs.
- Engage with vendor management and government procurement functions to streamline and accelerate deal processes.
- Collaborate with Rocket's executive team to provide insights into market trends, customer feedback, and strategic opportunities.
- Accurately forecast, manage pipeline, and report on performance metrics.
- Represent Rocket Software at key industry events, forums, and meetings with senior government stakeholders.
Minimum Qualifications
- 10+ years of successful enterprise B2B software sales experience, with a strong focus on the government sector in Australia.
- Proven track record of consistently exceeding sales targets and closing complex, high-value transactions.
- Deep understanding of the government procurement lifecycle and experience selling into Australian government agencies.
- Strong technical acumen; able to engage in detailed discussions on enterprise IT modernization, mainframe transformation, data infrastructure, and cloud integration.
- Experience working in or with large enterprise software companies.
- Strategic thinker with a hands-on, seller mentality.
- Exceptional communication, negotiation, and relationship-building skills.
- Comfortable working cross-functionally with technical, product, legal, and executive teams.
- Bachelor’s degree in business, technology, or a related field; advanced degree preferred.
#LI-Remote
This position is eligible for commissions in accordance with the terms of the company’s planRocket Software Inc. 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. Rocket Software Inc. is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
Rocket is committed to working with and providing reasonable accommodation to individuals with physical and mental disabilities. If you need special assistance or an accommodation while seeking employment, please call: 781-577-4321 or send an email to people@rocketsoftware.com. We will make a determination on your request for reasonable accommodation on a case-by-case basis.
If you like wild growth and working with happy, enthusiastic over-achievers, you'll enjoy your career with us!
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About The Company
Companies around the world trust Rocket to solve their most complex business challenges by powering their critical infrastructure, business processes, and data. We help extend the value of these assets, enabling our customers to embrace the potential of cloud and mobile computing, advanced analytics, and the innovations of tomorrow. From the clothes we wear to the cars we drive, Rocket solutions power the back-end systems that thousands of brands rely on every day.At Rocket, software is about more than just code—it’s about people. We are passionate problem-solvers, working to make a difference for others. Our foundation is built on empathy, humanity, trust, and love, and we strive to embody these core values in everything we do. Whether we’re serving our customers, partners, or fellow Rocketeers, we are committed to treating everyone with the respect and care they deserve.
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