28 Federal Government jobs in Australia

**Our Mission**
At Palo Alto Networks® everything starts and ends with our mission:
Being the cybersecurity partner of choice, protecting our digital way of life.
Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we're looking for innovators who are as committed to shaping the future of cybersecurity as we are.
**Who We Are**
We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.
As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!
**Your Career**
The Major Account Manager partners with our Federal Government customers in Canberra to secure their entire digital experience. You're motivated by the desire to solve critical challenges facing our customer's secure environment, so you're prepared to connect them with a solution for every stage of threat prevention. This role is a significant driver of company revenue and growth. As an experienced and dynamic sales professional, you're responsible for leading and driving sales engagements.
We know the SASE opportunity is massive. Our solutions are best-in-breed and customers need a trusted cybersecurity partner who can create a truly zero trust based security architecture. Our customers are looking to us to create critical transformations and our portfolio of solutions will help us do that.
**Your Impact**
+ As a Major Account Manager, you will drive and orchestrate large complex sales cycles and work with our internal partners and teams to best serve the customer
+ Your consultative selling experience will identify business challenges and create solutions for prospects and our customers
+ Understand the competitive landscape and customer needs so you can effectively position the portfolio of Palo Alto Networks solutions
+ Create clear goals and complete accurate forecasting through developing a detailed territory plan
+ Leverage prospect stories to create a compelling value proposition with insights into value for that specific account
+ Stay updated on industry news and trends, and how they affect Palo Alto Networks products and services
+ Travel as necessary within your territory, and to company-wide meetings
**Your Experience**
+ Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security industry - SASE technology is preferred
+ Demonstrated experience selling complex solutions, value selling, and/or consultative sales techniques
+ Technical aptitude for understanding how technology products and solutions solve business problems
+ Identifies problems, reviews data, determines the root causes, and provides scalable solutions
+ Cultivate relationships with our channel partners to bring channel-centric go-to-market approach for our customers
+ Demonstrates in depth knowledge of the full sales cycle and the ability to follow a structured sales process
+ Ability to take a holistic approach to problem solving by understanding the bigger picture, and considering complex interrelationships and outcomes
+ Excellent time management skills, and work with high levels of autonomy and self-direction
**The Team**
Our sales team members work hand-in-hand with large organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security.
As part of our sales team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You won't find someone at Palo Alto Networks that isn't committed to your success - with everyone pitching in to assist when it comes to solutions selling, learning, and development. As a member of our sales team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyberthreats.
**Our Commitment**
We're problem solvers that take risks and challenge cybersecurity's status quo. It's simple: we can't accomplish our mission without diverse teams innovating, together.
We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at .
Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.
All your information will be kept confidential according to EEO guidelines.

The Red Hat Sales team is looking for a passionate and innovative Ansible Sales Specialist to join us in Canberra. In this role, you will manage the adoption of the Red Hat Ansible Automation software solutions and related services for our customers across ANZ. You will work in a matrix structure and own the overall outcome for cloud platforms and Red Hat Application Services solutions business by selling with and through the Account Sales team. As an Automation Sales Specialist, you will manage strategic and transformational sales opportunities in customer accounts and ensure that Red Hat's technical and business value proposition is established with key decision makers in the most compelling manner.
**What You Will Do:**
+ Be responsible for customer account growth strategy regarding Red Hat Ansible Automation Platform solutions and use cases
+ Collaborate with the Account team in the account planning process; analyze customers' business drivers to create a narrative that positions Red Hat's automation solutions as a key ingredient in delivering technology-fueled innovation and digital transformation
+ Manage a complex sales cycle from prospecting to closing in collaboration with the account management team, solutions architects, and the professional services team
+ Meet quantitative and qualitative performance expectations
+ Use your leadership skills and extensive specialist experience in identifying transformation projects by engaging senior executives (C-Level decision makers) and winning their mindshare
+ Capture compelling reasons for customers to undertake the project by illustrating the business impact of the Red Hat technology solutions
+ Ensure Red Hat's solutions are tailored to meet customer business requirements
+ Ensure that the differentiated business value derived from the Red Hat solutions and Red Hat's competitive advantages are understood and agreed upon by the customer decision makers
+ Enable the Red Hat sales teams and partners so that they are also able to effectively communicate to the business the business value derived from Red Hat's solutions
+ Apply Red Hat's journey-based service engagement programs and commercial buying programs to build long-term strategic relationships with customers
+ Produce referenceable success stories for strategic solutions wins
**What You Will Bring:**
+ 10+ years of experience selling automation and management software offerings, cloud services, or related technology offerings
+ Value-based solutions selling experience; ability to translate customer business and transformation objectives to the value delivered by technology solutions
+ Creative thinking, communication, and presentation skills
+ Passion for open source technology and understanding of the Red Hat software subscription business model
+ Proven ability to work seamlessly with global, cross-functional teams to achieve success on behalf of customers
+ Balance of strategic, tactical, technical, and creative thinking skills
Specialist knowledge in the following domains:
+ IT automation and management
+ Business process automation
+ Robotic process automation (RPA)
+ IT security and compliance
+ Artificial intelligence (AI) and operations
+ DevOps, continuous integration (CI) and continuous delivery (CD), testing, software development life cycle (SDLC), agile methodology
+ Hybrid cloud, public cloud, and private cloud
+ Containers and Kubernetes
+ Ability to present the business value of technology solutions
+ Consumption pricing models; software subscriptions and licenses
+ Understanding of Red Hat's software portfolio and competitive offerings
**About Red Hat**
Red Hat ( is the world's leading provider of enterprise open source ( software solutions, using a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates work flexibly across work environments, from in-office, to office-flex, to fully remote, depending on the requirements of their role. Red Hatters are encouraged to bring their best ideas, no matter their title or tenure. We're a leader in open source because of our open and inclusive environment. We hire creative, passionate people ready to contribute their ideas, help solve complex problems, and make an impact.
**Inclusion at Red Hat**
Red Hat's culture is built on the open source principles of transparency, collaboration, and inclusion, where the best ideas can come from anywhere and anyone. When this is realized, it empowers people from different backgrounds, perspectives, and experiences to come together to share ideas, challenge the status quo, and drive innovation. Our aspiration is that everyone experiences this culture with equal opportunity and access, and that all voices are not only heard but also celebrated. We hope you will join our celebration, and we welcome and encourage applicants from all the beautiful dimensions that compose our global village.
**Equal Opportunity Policy (EEO)**
Red Hat is proud to be an equal opportunity workplace and an affirmative action employer. We review applications for employment without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, citizenship, age, veteran status, genetic information, physical or mental disability, medical condition, marital status, or any other basis prohibited by law.
**Red Hat does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract between Red Hat and the recruitment agency or party requesting payment of a fee.**
**Red Hat supports individuals with disabilities and provides reasonable accommodations to job applicants. If you need assistance completing our online job application, email** ** ** **. General inquiries, such as those regarding the status of a job application, will not receive a reply.**

Description
AWS Global Services includes experts from across AWS who help our customers design, build, operate, and secure their cloud environments. Customers innovate with AWS Professional Services, upskill with AWS Training and Certification, optimize with AWS Support and Managed Services, and meet objectives with AWS Security Assurance Services. Our expertise and emerging technologies include AWS Partners, AWS Sovereign Cloud, AWS International Product, and the Generative AI Innovation Center. You'll join a diverse team of technical experts in dozens of countries who help customers achieve more with the AWS cloud.
The Federal Team Lead will be responsible for leading AWS's engagement with Australian federal government agencies, driving cloud adoption strategies, and managing a team of account managers, solutions architects, and technical specialists. This role combines strategic leadership, relationship building, and technical knowledge to expand AWS's footprint across the federal government sector in Australia.
Key job responsibilities
Lead and develop a high-performing team focused on the Australian federal government sector, including recruitment, coaching, and performance management
* Develop and execute a comprehensive strategy to grow AWS's presence across federal agencies
* Build and maintain executive-level relationships with key decision-makers in federal government departments and agencies
* Work closely with customers to understand their mission objectives and develop solutions that address their unique challenges
* Collaborate with AWS security and compliance teams to ensure offerings meet the specific requirements of Australian government agencies
* Partner with the AWS Partner Network to build a robust ecosystem of partners that can support federal government customers
* Develop and manage complex sales cycles, from opportunity identification through contract negotiation
* Represent AWS at government events, conferences, and industry forums
* Collaborate with global AWS public sector teams to share best practices and leverage global expertise
* Provide regular reporting and insights to AWS leadership on market trends, competitive landscape, and business performance
About the team
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn't followed a traditional path, or includes alternative experiences, don't let it stop you from applying.
Why AWS?
Amazon Web Services (AWS) is the world's most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating - that's why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
Inclusive Team Culture
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.
Mentorship & Career Growth
We're continuously raising our performance bar as we strive to become Earth's Best Employer. That's why you'll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.
Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there's nothing we can't achieve.
Basic Qualifications
- 10+ years of technology related sales, business development or equivalent experience
- 5+ years of sales management experience
- Experience in management of large, complex enterprise accounts or equivalent
- Experience working with Australian federal government agencies and understanding of their procurement processes
- Knowledge of government security and compliance frameworks, including IRAP, Protected certification requirements, and the Digital Transformation Agency's Secure Cloud Strategy
- Proven track record of leading teams to achieve significant business growth
- Experience selling complex technology solutions to government customers
- Strong understanding of cloud computing technologies and their application in government environments
- Previous experience with AWS technologies or other cloud platforms
- Understanding of government IT modernization challenges and approaches
- Ability to obtain security clearances as required
Preferred Qualifications
- Bachelor's degree or equivalent
Acknowledgement of country:
In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.
IDE statement:
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit for more information. If the country/region you're applying in isn't listed, please contact your Recruiting Partner.

Senior Solutions Consultant - Federal Government - Canberra
Job Category: Pre-Sales Consulting
Location: Australia - Canberra - Remote
**Meet Our Team:**
As a key contributor to the Pega Sales Consulting team, you will collaborate with product managers, software developers, analysts, business officers, and other groups to ensure the successful execution of sales strategy within the Australian Federal Government sector. Our solutions consultants are technically savvy, customer-centric, and understand the unique needs of government agencies!
**Picture Yourself at Pega:**
Pega's powerful portfolio of strategic applications helps government clients embrace digital transformation, by automating, streamlining, and rethinking the way work gets done in the public sector.
**What You'll Do at Pega:**
+ Present, listen, create architectures, demo solutions, discuss ideas and solve problems specific to federal government agencies
+ Work closely with the Sales Team to create and deliver world-class technical demonstrations tailored to government requirements
+ Help federal government clients meet strategic business goals by streamlining critical operations and engage their constituents across multiple channels
+ Analyze the key issues of government enterprises and evaluate how Pega's unique technology can drive meaningful improvements in public service delivery
**Who You Are:**
+ Passionate about people & technology! You have technical/business experience in client-facing roles such as pre-sales, consulting, technical enablement, or software application development, preferably within the government sector
+ Bachelor's degree in technology-related field or knowledge of Object-Oriented programming
+ Strategic thinker with the ability to build and present robust product demos, combined with the communication skills needed to develop customer relationships by listening to, understanding, and anticipating client needs (business and IT)
+ Experienced in software development and architecture, project management, requirements engineering, product management and solution architecture
+ Experience working with federal government agencies and understanding their unique requirements and processes
+ Strong understanding of federal digital transformation strategies, compliance standards (e.g., IRAP, ISM), and data sovereignty principles.
+ Background in delivering complex technology solutions within secure environments.
+ Certification in Pega or similar enterprise software platforms is a plus.
**What You've Accomplished:**
+ **Must have Australian citizenship -** Mandatory due to government clearance requirements.
+ **Current or ability to obtain Baseline, NV1, or NV2 Security Clearance** - _Prior clearance preferred._
+ Minimum **8+ years of experience** in a solution consulting, technical pre-sales, or enterprise architecture role.
+ Strong understanding of enterprise software architectures and cloud-based delivery models.
+ Excellent communication and presentation skills; ability to convey complex technical information to both technical and non-technical audiences.
+ Proven ability to manage multiple priorities and thrive in a high-stakes, customer-facing environment.
**Pega Offers You:**
+ Gartner Analyst acclaimed technology leadership across our categories of products
+ Continuous learning and development opportunities
+ An innovative, inclusive, agile, flexible, and fun work environment
+ Competitive global benefits program inclusive of pay + bonus incentive, employee equity in the company
#LI-DM2
Job ID: 21870
**AI in Action -** Pega embraces the power of artificial intelligence. We encourage all employees to actively engage with AI technologies and continually explore ways to responsibly integrate AI into our products and processes.
**Culture -** At Pegasystems, we foster an environment where people feel valued and empowered to contribute their best. With global clients across industries and regions, we know our success depends on the unique perspectives, experiences, and talents of our people. Ours is a workplace where everyone can grow, collaborate, and deliver meaningful outcomes.
We encourage candidates from all backgrounds and experiences and focus on the core competencies and mindset needed to thrive in a role.
As an Equal Opportunity employer, Pegasystems will not discriminate in its employment practices due to an applicant's race, color, religion, sex, sexual orientation, gender identity, national origin, age, genetic information, veteran or disability status, or any other category protected by law.
**Export Compliance -** For positions requiring access to technical data subject to export control regulations such as this, Pegasystems may need to obtain export license approval from the U.S. Government and EU Authorities for certain individuals.
**Accommodations -** If you require reasonable accommodations under the Americans with Disabilities Act (US only) or comparable regional regulations in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process,or contact (US only) 1-888-PEGA-NOW and/or 225 Wyman Street Waltham, MA 02451 ATTN: Benefits.
It is Pega's policy to engage, recruit, hire, promote, train, discipline, and compensate in all job classifications, without regard to race, color, sex, religion, national origin, age, disability, sexual orientation, gender identity, veteran status, or any other category protected by law.

**Job Description**
As a Master Principal Sales Consultant you will be responsible as the expert for formulating and leading presales technical / functional support activity to prospective Federal Government clients and customers while ensuring customer satisfaction.
Career Level - IC5
**Responsibilities**
+ Influence C-level leaders on what Future of Business looks like, what their strategy should be and how Oracle apps can help value-add between strategy & execution
+ Lead solution engineering activities encompassing Inspire demos to execs, RFI/RFP response management, Demonstrate Oracle apps functionality to the clients at the back of their business scenarios, and, take up the joint responsibility with sales to build rapport with key stakeholders (where required)
+ Work with multiple teams at Oracle to create market presence, and elevate brand visibility for Oracle amongst CXO community to drive pipeline development
+ Provide strategic insights and engaging in account-based marketing activities through strong collaboration with multiple teams
+ Provide specific industry or product expertise to facilitate the closing of deals within sales representative's territory
+ Interacts with sales team to develop strategies and execute on priorities for the market.
+ Presents/demonstrates Value proposition to CXO's at clients and industry conference attendees.
+ Lead the awareness, influence and capability development on partners front towards Oracle Cloud Applications by leveraging Oracle's internal teams Alliance &Channels and Go-to-market. This would include (not limited to) organizing and conducting high-level/deep dive Oracle Cloud exec sessions, product trainings, deal-based reviews, competitive updates, others.
+ Support and guide the partner on key ANZ opportunities/deals towards facilitating a common win strategy for Oracle Cloud Apps against the competition by leveraging both partner and Oracle's ecosystem.
+ Facilitate Joint Engagement/Account Plan with Partners on key strategic deals and lead selective deals towards strategizing the win themes, stakeholder coverage and ground execution.
+ Work and develop Oracle's internal team(s) towards a gold standard Oracle Cloud Apps delivery of our offerings, assets, industry viewpoints, learnings and competencies for impactful engagements with Oracle's customers.
+ Provides direction and specialist knowledge in applying the technology/application to client business.
+ Acts as a technical resource and mentor for less experienced Sales Consultants.
+ Focuses on large or complex sales opportunities that need creative and complex solutions.
+ Develops productivity tools and training for other Sales Consultants.
+ Develops and delivers outstanding Oracle presentations and demonstrations.
+ Leads any and all aspects of the technical sales process.
+ Advises internal and external clients on overall architect solutions.
+ Acknowledged authority within the Corporation.
+ Acts as a leader of large-scale company initiatives.
+ Viewed by peers as a leader and top contributor and by line management as a key business partner.
Career Level - IC5
**About Us**
As a world leader in cloud solutions, Oracle uses tomorrow's technology to tackle today's challenges. We've partnered with industry-leaders in almost every sector-and continue to thrive after 40+ years of change by operating with integrity.
We know that true innovation starts when everyone is empowered to contribute. That's why we're committed to growing an inclusive workforce that promotes opportunities for all.
Oracle careers open the door to global opportunities where work-life balance flourishes. We offer competitive benefits based on parity and consistency and support our people with flexible medical, life insurance, and retirement options. We also encourage employees to give back to their communities through our volunteer programs.
We're committed to including people with disabilities at all stages of the employment process. If you require accessibility assistance or accommodation for a disability at any point, let us know by emailing or by calling +1 in the United States.
Oracle is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans' status, or any other characteristic protected by law. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.

Company Overview
With 80,000 customers across 150 countries, UKG is the largest U.S.-based private software company in the world. And we're only getting started. Ready to bring your bold ideas and collaborative mindset to an organization that still has so much more to build and achieve? Read on.
At UKG, you get more than just a job. You get to work with purpose. Our team of U Krewers are on a mission to inspire every organization to become a great place to work through our award-winning HR technology built for all.
Here, we know that you're more than your work. That's why our benefits help you thrive personally and professionally, from wellness programs and tuition reimbursement to U Choose - a customizable expense reimbursement program that can be used for more than 200+ needs that best suit you and your family, from student loan repayment, to childcare, to pet insurance. Our inclusive culture, active and engaged employee resource groups, and caring leaders value every voice and support you in doing the best work of your career. If you're passionate about our purpose - people -then we can't wait to support whatever gives you purpose. We're united by purpose, inspired by you.
What You'll Do and Who You'll Work With
Working as an Account Executive, this position focuses on our government business territories and requires a proactive hunter to prospect, qualify and close new business. The successful candidate will need to use consultative selling skills to clearly understand customer / prospect business requirements and recommend the best UKG software solution to meet their business objectives.
We are a team of highly successful sales professionals who deliver value and business optimisation solutions to our customers in a high growth region. We are seeking an enthusiastic enterprise sales executive to join us. In addition to a competitive compensation package and impressive corporate culture, you will have the opportunity to play an active role in shaping the growth of our region.
Reporting to the VP of Sales this position will suit a self starter who is passionate about sourcing new business within the Federal Government and Public Sector, and closing deals. The preferred location of this role is remote from Canberra.
Your Responsibilities
- Maximising sales revenue (software, cloud, hardware, and professional services) delivering 100%+ of agreed booking / revenue targets
- Establishing new business prospects through self-generated activities, conversion of leads and participation in sales and marketing campaigns and events.
- Generating incremental business within existing accounts through selling additional licences and modules across the organisation
- Demonstrate strong sales discipline through accurate forecasting and meeting quarterly commits
- Developing account plans/sales strategy to scale and encourage further sales opportunities
- Leading and directing appropriate pre-sales, professional services, and other support resources to successfully deliver solutions to clients
- Proactively developing marketplace awareness of UKG solutions within the relevant sector, with the goal of achieving market leadership
Required Qualifications
- Proven experience in hunting for new business sales in Enterprise Software sales
- Comfortable working independently in small team environment
- Experience in with a 9-18 month sales cycles and consistently achieving over 100%
- Managing the entire sales cycle from prospecting through deal negotiation and close.
- Experience direct selling in the federal government sector
- Degree level or equivalent preferred but not mandatory
Personal Attributes:
- Tenacious, persistent, target orientated, resilient and commercially astute
- Ability to communicate and articulate clearly at every touch point internally and externally
- Strong customer facing and presentation skills
- A 'can do' attitude
Who We Are
Here at UKG, Our Purpose Is People. UKG combines the strength and innovation of Ultimate Software and Kronos, uniting two award-winning, employee-centered cultures. Our U Krewers are an extraordinary group of talented, innovative, and collaborative individuals who care about more than just work. We strive to create a culture of belonging and an employee experience filled with meaningful recognition and best-in-class rewards and benefits. UKG has 14,000 employees around the globe and is known for its inclusive and supportive workplace culture. Ready to join the U Krew? ukg.com/careers
Where we're going
UKG is on the cusp of something truly special. Worldwide, we already hold the #1 market share position for workforce management and the #2 position for human capital management. Tens of millions of frontline workers start and end their days with our software, with billions of shifts managed annually through UKG solutions today. Yet it's our AI-powered product portfolio designed to support customers of all sizes, industries, and geographies that will propel us into an even brighter tomorrow!
UKG is proud to be an equal opportunity employer and is committed to promoting diversity and inclusion in the workplace, including the recruitment process.
Disability Accommodation
For individuals with disabilities that need additional assistance at any point in the application and interview process, please email
NOTICE ON HIRING SCAMS
UKG will never ask you for a copy of your driver's license, social security card, or passport during a job interview. For new hires, we do not ask for payment for equipment purchase, cost for training, or to receive onboarding documents. UKG does not make job offers outside of our formal hiring process. To help protect yourself against potential hiring scams, learn more about our formal hiring process, outlined here ( .
ABOUT OUR JOB DESCRIPTIONS
All job descriptions are written to accurately reflect the open job and include general work responsibilities. They do not present a comprehensive, detailed inventory of all duties, responsibilities, and qualifications required for the job. Management reserves the right to revise the job or require that other or different tasks be performed if or when circumstances change.
It is the policy of Ultimate Software to promote and assure equal employment opportunity for all current and prospective Peeps without regard to race, color, religion, sex, age, disability, marital status, familial status, sexual orientation, pregnancy, genetic information, gender identity, gender expression, national origin, ancestry, citizenship status, veteran status, and any other legally protected status entitled to protection under federal, state, or local anti-discrimination laws. This policy governs all matters related to recruitment, advertising, and initial selection of employment. It shall also apply to all other aspects of employment, including, but not limited to, compensation, promotion, demotion, transfer, lay-offs, terminations, leave of absence, and training opportunities.

At Google, we have a vision of empowerment and equitable opportunity for all Aboriginal and Torres Strait Islander peoples and commit to building reconciliation through Google's technology, platforms and people and we welcome Indigenous applicants. Please see our Reconciliation Action Plan for more information.
**Minimum qualifications:**
+ Bachelor's degree or equivalent practical experience.
+ 15 years of technical or GTM planning experience for a Cloud business in a customer-facing or support role.
+ Experience delivering scaled GTM motions.
**Preferred qualifications:**
+ Experience with content creation and narrative development.
+ Experience promoting Cloud products.
+ Ability to learn, understand, and work with emerging technologies, methodologies, and solutions in the Cloud/IT technology space.
+ Ability to collaborate across organizational boundaries, import or export ideas to achieve organizational goals.
+ Ability to deliver a business and technical presentations to the executives along with excellent presentation skills.
The Google Cloud Platform team helps customers transform and build what's next for their business - all with technology built in the cloud. Our products are developed for security, reliability and scalability, running the full stack from infrastructure to applications to devices and hardware. Our teams are dedicated to helping our customers - developers, small and large businesses, educational institutions and government agencies - see the benefits of our technology come to life. As part of an entrepreneurial team in this rapidly growing business, you will play a key role in understanding the needs of our customers and help shape the future of businesses of all sizes use technology to connect with customers, employees and partners.
The GTM Practice organization, as part of the Customer Experience organization, is the central global organization that owns the development and activation of go-to-market plans across all product areas for Google Cloud. The Regional GTM Practice is the execution unit of the GTM practice organization, responsible for activating the field against the market opportunities, managing performance feedback loops to accelerate and enable the Go-To-Market organization to deliver on the financial plan. The GTM Public Sector Lead is the leader for the practice area in their region, responsible for the application of the practice area GTM plan.
Google Cloud accelerates every organization's ability to digitally transform its business and industry. We deliver enterprise-grade solutions that leverage Google's cutting-edge technology, and tools that help developers build more sustainably. Customers in more than 200 countries and territories turn to Google Cloud as their trusted partner to enable growth and solve their most critical business problems.
**Responsibilities:**
+ Orchestrate cross-functional application of the regional Public Sector plan across stakeholder teams such as Enablement, Marketing, Partners, Services etc.
+ Drive field engagement with GTM plays, monitoring adoption through enablement and progress towards financial goals.
+ Track and analyze metrics and Key Performance Indicators for GTM plays, providing insights to regional sales leaders and aligning with Global Practice Leads on performance and necessary adjustments.
+ Conduct quarterly and monthly business reviews, reporting on the progress of GTM initiatives and facilitating a feedback loop.
+ Collaborate with the Global Practice Lead and Regional GTM Practice Leader to refine the GTM plan and strategy, incorporating regional performance insights. Lead collaboration with GTM Growth Leads in each sub-region to implement and enhance the regional GTM plans.
Google is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. See also and If you have a need that requires accommodation, please let us know by completing our Accommodations for Applicants form:

**We help the world run better**
At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.
Sales Execution through effective Territory/ Account cloud ERP first Sales Process
+ The Public AE should drive incremental revenue and prime quota attainment within the assigned territory, fully responsible for territory strategy, customer engagement/ coverage, forecasting, planning, and closing sales both direct and indirect.
+ Actively engage with the market by leveraging the Digital Sales Motion, which combines Social, Digital and Content tools to bring remarkable customer experiences to our customers.
+ Drive effective quarterly/annual sales execution in accordance with the Franchise Sales methodology.
+ Align with SAP Partners, engaging in territory planning, opportunity development, deal strategy, and offering pricing and solution support and deal closing.  
+ Act as the partners' single point of contact during the sales cycle by pulling in other SAP resources, including presales teams, as needed.
+ Communicate the sales plan and performance to goals regularly with key stakeholders.
+ Update and maintain reporting tools such as CRM to ensure accurate pipeline management.
Pipeline Management
+ Demand generation planning and execution to ensure coverage, collaborating with key stakeholders including region marketing, solution marketing, Partner/Channel management, and others as required.
+ Qualify leads and progress throughout the entire sales cycle to close.
+ Maintain a sufficient pipeline to support quota attainment every quarter.
Experience 
+ Minimum 3 years' experience in Account Executive, as a Prime Quota carrier.
+ Knowing or having successful experience in multi-channel go-to-market models
+ Generalist cloud services sales experience 
+ Knowledge and understanding of direct and Indirect channel dynamics
+ Knowledge of the ERP market and Hyperscale cloud
+ Familiarity of selling to Federal Government
+ A high-energy team player with the ability to develop strong relationships with customers and partners.
+ Results oriented with a passion to learn and a desire to run their business.
+ Self-starters & Constant Learners.
+ Proven ability of managing or working as part of virtual team an advantag
**#SAPNextGen**
**Bring out your best**
SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.
**We win with inclusion**
SAP's culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone - regardless of background - feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team:
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy ( . Specific conditions may apply for roles in Vocational Training.
**EOE AA M/F/Vet/Disability:**
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Successful candidates might be required to undergo a background verification with an external vendor.
Requisition ID: 430683 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.

Description
The Solutions Architect team at AWS is responsible for helping customers successfully implement cloud technologies. Partnering with internal teams and leveraging a deep knowledge of our tools and products, you'll craft highly-scalable, flexible, and resilient cloud architectures that address our customers' business problems. As part of our team, you'll have the opportunity to innovate daily and define the future of cloud computing. Come join us in making the impossible, possible.
We are looking for a Solution Architect to join our Public Sector team to help shape and deliver on a strategy to build mind share and broad use of AWS cloud services within our strategic accounts and owning the on-going technical relationship with customers in the Australian Government community.
The AWS Solutions Architecture team works with the Australian Government and AWS partners on architecting innovative solutions for all our stakeholders. Our work can be highly sensitive, time critical focusing on strategic and operational outcomes. We are passionate about supporting our Public Sector community and will go the extra mile to ensure we achieve successful outcomes. We are consistently challenged with unique and diverse requirements that require 'out of the box' thinking supported by deep technical knowledge
The broad responsibilities will include owning the technical engagement and ultimate success around specific implementation projects, and developing a deep expertise in the AWS technologies as well as broad knowledge of how applications and services are constructed using the AWS platform.
The ideal candidate will possess communication skills that allow them to represent Amazon well within a customer's environment and drive discussions with senior personnel, as well as a technical background that enables them to easily interact and give guidance to software developers and architects. They should also have a demonstrated ability to think strategically about business, product, and technical challenges.
Candidates must hold or be able to attain an Australian Government Security Vetting Agency clearance (see job responsibilities
As a Solutions Architect, you'll help your customers plan their successful cloud journey. You'll solve complex, technical challenges so your customers can focus on their business. This includes using your knowledge to craft scalable, flexible, and resilient cloud architectures. You'll drive technical solutions discussions, diving deep into the details with customer teams.
Building relationships to understand our customers and partners is key. As a trusted technical advisor, you'll use your interpersonal skills to influence a variety of stakeholders from technical teams to executives. You'll help ensure their short-term technology decisions are aligned with their long-term goals. Speeding up the adoption of our services will be part of your day to day.
You'll also act as thought leader in the wider community. This includes playing a lead role in educating, sharing best practices, presenting at events, writing white papers, blogs, and running workshops. You won't just be part of an industry movement; you'll be leading it.
As a customer obsessed advisor, you'll also have the chance to shape the direction of our products and services. This is through gathering feedback from customers whilst collaborating with our engineering and service teams.
A day in the life
Want to find out what it's like to be a Solution Architect at AWS? Watch this video ( the team
This role is within the Public Sector Solutions Architecture team, working with public sector customers in the Australian Government, National Security and Defence. As a public sector Senior Solution Architect within Amazon Web Services (AWS), you will have the opportunity to help shape and deliver on a strategy to build mind share and broad use of Amazon's services within critical strategic accounts.
AWS Global Sales drives adoption of the AWS cloud worldwide, enabling customers of all sizes to innovate and expand in the cloud. Our team empowers every customer to grow by providing tailored service, unmatched technology, and unwavering support. We dive deep to understand each customer's unique challenges, then craft innovative solutions that accelerate their success. This customer-first approach is how we built the world's most adopted cloud. Join us and help us grow.
About AWS
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn't followed a traditional path, or includes alternative experiences, don't let it stop you from applying.
Why AWS?
Amazon Web Services (AWS) is the world's most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating - that's why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
Inclusive Team Culture
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.
Mentorship & Career Growth
We're continuously raising our performance bar as we strive to become Earth's Best Employer. That's why you'll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.
Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there's nothing we can't achieve.
Basic Qualifications
- 7+ years of IT development or implementation/consulting in the software or Internet industries experience
- 4+ years of specific technology domain areas (e.g. software development, cloud computing, systems engineering, infrastructure, security, networking, data & analytics) experience
- 2+ years of design, implementation, or consulting in applications and infrastructures experience
Preferred Qualifications
- Experience working within software development or Internet-related industries
- Experience migrating or transforming legacy customer solutions to the cloud
- Experience working with AWS technologies from a dev/ops perspective
- Experience communicating across technical and non-technical audiences, including executive level stakeholders or clients
Acknowledgement of country:
In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.
IDE statement:
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit for more information. If the country/region you're applying in isn't listed, please contact your Recruiting Partner.