The Role
Lead federal government business development in Canberra: identify and close opportunities, build senior relationships, manage territory and pipeline, collaborate with technical teams, respond to tenders, and align solutions to government security and procurement requirements.
Summary Generated by Built In
Over 50,000 customers globally trust our end-to-end, cloud-driven networking solutions and rely on our top-rated services and support to accelerate their digital transformation efforts and deliver progress like never before and with double digit growth year over year, no provider is better positioned to deliver better outcomes on scale, than Extreme.
Come become part of something big with us! We are a global leader, with hubs in Europe, North America, South America, Asia Pacific, and the Middle East.
Position: Business Development Account Executive – Federal Government
Location: Canberra, Australian Capital Territory
Department: Sales (Business Development)
Reports To: Director, Government Sales – Australia and New Zealand
Position Overview
Extreme Networks is seeking a dynamic and experienced Business Development Account Executive to lead our growth initiatives within the Australian Federal Government and affiliated agencies. Based in Canberra, this role is responsible for identifying, developing, and closing opportunities across key departments, driving digital transformation through secure, cloud-driven networking solutions. The ideal candidate will bring a consultative sales approach, a strong understanding of public sector procurement, and a desire to grow Extreme’s presence in the national infrastructure and public services landscape.
Key Responsibilities
- Identify and pursue new business opportunities with federal departments, government-owned corporations, and affiliated agencies.
- Establish relationships with senior decision-makers, program leaders, and procurement stakeholders.
- Proactively engage with ecosystem partners, systems integrators, and government contractors to build pipeline.
- Develop territory plans and account strategies tailored to each agency’s mission, budget cycle, and transformation goals.
- Align Extreme Networks’ capabilities to government priorities such as cybersecurity, secure access, remote connectivity, and infrastructure resilience.
- Lead the entire sales lifecycle from lead generation through to negotiation and contract closure.
- Maintain accurate pipeline forecasts and opportunity records using the company’s customer relationship management platform.
- Partner with Extreme’s technical teams to develop and deliver solution demonstrations and proposals.
- Collaborate with marketing, channel, and services teams to support campaigns, events, and integrated sales efforts.
- Understand and operate within Australian Federal Government procurement regulations, supplier engagement protocols, and ethical guidelines.
- Prepare responses to formal requests for tender and engage in pre-tender positioning where appropriate.
New Business Development
Account and Territory Management
Sales Execution and Pipeline Management
Stakeholder Collaboration
Compliance and Government Alignment
Qualifications and Experience
- A minimum of 5 years and up to 10 years of experience in a business development, account management, or enterprise sales role.
- At least 3 years of experience working directly with Australian Federal Government customers, preferably in technology, infrastructure, or cyber-related sectors.
- Proven track record of meeting or exceeding sales targets in complex, multi-stakeholder environments.
- Strong business acumen with the ability to articulate value propositions to both technical and executive audiences.
- High level of professionalism and ability to operate in sensitive or confidential public sector environments.
- Strong written and verbal communication skills.
- Ability to work independently and collaboratively within a matrixed sales and technical organization.
- Australian citizenship is required.
- Holding an active Australian Government Security Clearance (Baseline, NV1 or NV2) is highly desirable but not mandatory.
- Willingness and eligibility to obtain a security clearance in future, if required.
Experience Requirements
Skills and Attributes
Clearance and Eligibility
Why Join Extreme Networks
At Extreme Networks, we help organizations build smarter, faster, and more secure networks through cloud-based management, automation, and AI-powered support. In this role, you will play a pivotal part in helping government agencies improve national connectivity, security, and operational efficiency. We offer a supportive and flexible work environment with strong local leadership and a global innovation culture.
Compensation and Benefits
Competitive base salary with performance-based incentive compensation
Superannuation and full benefits package
Paid leave, volunteer time off, and personal development opportunities
Support for relevant industry certifications and training
Skills Required
- 5 to 10 years experience in business development, account management, or enterprise sales
- At least 3 years working directly with Australian Federal Government customers
- Proven track record of meeting or exceeding sales targets in complex environments
- Understanding of Australian Federal Government procurement regulations and supplier engagement protocols
- Ability to prepare responses to formal requests for tender and engage in pre-tender positioning
- High-level written and verbal communication and ability to operate in sensitive public sector environments
- Australian citizenship
- Holding an active Australian Government Security Clearance (Baseline, NV1 or NV2)
- Willingness and eligibility to obtain a government security clearance if required
Extreme Networks Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Extreme Networks and has not been reviewed or approved by Extreme Networks.
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Flexible Benefits — Flexible work options and time‑off policies are emphasized through a 'Flex First' model with remote/hybrid choices and flexible or unlimited PTO. Wellness programs, volunteer time, and family leave round out a broad, adaptable package.
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Healthcare Strength — Healthcare coverage is positioned as comprehensive, including medical, dental, vision, mental health, and HSA eligibility. U.S. high‑deductible plans include a company HSA contribution, strengthening the financial value of coverage.
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Equity Value & Accessibility — Equity participation is accessible via RSUs and an ESPP that enables discounted stock purchases. Variable pay and equity components can materially lift total compensation when business performance is strong.
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The Company
What We Do
Extreme Networks, Inc. (EXTR) is a leader in cloud networking focused on delivering services that connect devices, applications, and people in new ways. We push the boundaries of technology leveraging the powers of machine learning, artificial intelligence, analytics, and automation. Over 50,000 customers globally trust our end-to-end, cloud-driven networking solutions and rely on our top-rated services and support to accelerate their digital transformation efforts and deliver progress like never before. For more information, visit Extreme's website or follow us on Twitter, LinkedIn, and Facebook.
