Account Manager ( Defence Accounts)

As an Account Manager at NCS Australia, the primary responsibilities include managing a portfolio of Defence and Government accounts, driving growth opportunities, creating compelling sales proposals, and providing consultative support throughout clients' digital transformation journeys. You'll also be responsible for building strong relationships with clients, responding to tender requests, and positioning the team as trusted advisors in the technology space.

To succeed as an Account Manager at NCS Australia, candidates should have extensive experience in a similar role, particularly in farming accounts for technology consultancies or systems integrators. A strong background in consultative and solution sales, excellent communication skills, and the ability to engage with complex enterprise and government clients are essential. Additionally, experience in digital transformation, cloud services, and data solutions will provide a competitive edge.

In the role of Account Manager at NCS Australia, you will primarily work with Defence and Federal Government clients. Understanding their unique needs and objectives will be crucial as you help them navigate their digital transformation journeys and provide tailored technology solutions that meet their requirements.

At NCS Australia, Account Managers enjoy comprehensive benefits, including paid parental leave, a focus on employee well-being, discounted health insurance, and regular recognition for high performance. The company provides ongoing career development opportunities through various training programs, an innovative AI-driven learning platform, and a commitment to meaningful work that fosters professional growth.

At NCS Australia, diversity and inclusion are part of our core values. We are dedicated to attracting, retaining, and developing a diverse workforce. We strongly encourage applications from all sectors of the community, including Veterans, Aboriginal and Torres Strait Islander peoples, and individuals with disabilities. We take pride in creating an inclusive environment where everyone can thrive regardless of gender identity, ethnicity, sexual orientation, or age.

When answering this question, highlight specific roles where you've managed Defence accounts. Discuss your approach in understanding client needs, how you've facilitated digital transformations, and examples of successful relationship-building that resulted in growth opportunities.

Explain your method for prioritizing tasks, such as using a matrix to assess urgency and importance. Share practical examples of how you've effectively managed competing priorities and the tools or techniques that have helped you stay organized.

Discuss your relationship-building techniques, emphasizing active listening, empathy, and tailored communication. Provide examples of situations where your rapport led to successful partnerships or resolution of issues, further demonstrating your consultative sales approach.

Describe your process of breaking down client needs and aligning your solutions with their specifications. Highlight the importance of collaboration with your team and any tools you use to enhance proposal creation, showcasing examples of past successful proposals.

Share a specific narrative about a challenging situation you faced with a client, the approach you took, and how you identified an opportunity within that challenge. This demonstrates your problem-solving skills and resilience in the face of adversity.

Emphasize the critical role communication plays in understanding client needs, delivering clear messages, and building trust. Illustrate this with examples of successful communications that led to positive outcomes or strengthened relationships.

Highlight your commitment to ongoing learning by discussing resources you utilize, such as industry publications, networking events, webinars, and relevant training. Share examples of how your knowledge has benefitted clients or influenced your sales strategies.

Discuss metrics you track, such as client satisfaction, retention rates, and sales growth. Explain how analyzing this data influences your strategy and helps you identify areas for improvement in your account management practices.

Provide insights into your approach to handling objections, including active listening, empathizing with client concerns, and using them as an opportunity to clarify value propositions. Share a successful outcome where you overcame client resistance.

Choose a project where collaboration was key to success. Discuss your specific role, the team's dynamics, how you contributed, and the positive outcomes of working together, emphasizing how teamwork adds value in account management.