Executive GM — Canberra

About the Role

SAP ANZ's Canberra Branch sits at the heart of Australia's most strategically significant technology market — Australian Federal Government, Defence, and the national security community. This is not a conventional enterprise sales management role. It demands a leader who understands how government buys, how funding is secured, and how long-term trust is built in an environment where relationships and outcomes are paramount.

The Canberra Executive GM leads the full commercial and operational performance of the ACT branch, owning the P&L, the customer lifecycle, and the team in charge of SAP's involvement across Federal agencies and the Australian Defence Organisation. The role operates within SAP ANZ's 2026–2028 strategy, which positions the Canberra market as a primary growth engine driven by the APS $6.8B efficiency mandate, Defence modernisation, and the whole-of-government shift toward cloud ERP, AI-enabled operations, and data-driven decision-making.

This is a leadership-level role. The successful candidate will define the branch strategy, shape the partner ecosystem, lead a high-performing team, and operate as a trusted executive partner to the most senior government and Defence stakeholders in Australia.

What You'll Bring

Bring your management experience in defining market strategy for complex, relationship-driven environments, your track record of building and sustaining executive relationships at Secretary, CFO, and CIO level, and your deep insight into how Australian Federal Government and Defence agencies make technology investment decisions.

You are ready for this role if you can articulate a credible Canberra market strategy, demonstrate how you've navigated APS funding cycles and procurement governance to drive commercial outcomes, and show how you've built and developed high-performing teams in a market where patience and credibility are as important as commercial drive.

You will bring:

- Proven management of a public sector or government-focused technology sales business, with full P&L accountability and a demonstrated track record of sustainable revenue growth

- Deep knowledge of the Australian Federal Government market — APS reform priorities, central agency dynamics, Budget cycle mechanics, and the policy frameworks that drive technology investment decisions

· Familiarity with the Australian Defence procurement environment — including CASG, Defence reform activities, and capability programmes — and the ability to build pipeline in long-cycle Defence opportunities

- Experience operating at Secretary, Deputy Secretary, CFO, CIO, and Chief Data Officer level, with the gravitas and credibility to sustain those relationships over time

- Demonstrated ability to lead, coach, and develop a branch team — creating a culture that balances commercial rigour with the trust-based, relationship-driven approach the Canberra market demands

- Experience managing a technology partner ecosystem, holding partners accountable for delivery quality and customer outcomes, not just revenue contribution

- Fluency in enterprise technology modernisation — particularly cloud ERP, AI, and data platforms — sufficient to lead credible executive conversations about transformation strategy without requiring technical support

- The commercial discipline to prioritise a realistic pipeline, say no to poor-fit opportunities, and protect SAP's reputation through delivery quality and customer success

What You'll Build

You will define and execute the strategic direction and game plan for SAP's Canberra Branch, leading all commercial and operational activities across the Federal Government and Defence markets. You will take full accountability for the branch P&L and customer lifecycle, build and develop a high-performing management team, and champion SAP's Customer First principles across every customer and partner collaboration.

Specifically, you will:

Market Strategy and Pipeline

- Define and own the Canberra branch strategy aligned to SAP ANZ's 2026–2028 modernisation agenda — identifying priority accounts, value domains, funding pathways, and collaboration sequences across the APS and Defence markets

- Build and manage a credible, funded pipeline across SAP's core value domains: Finance and ERP modernisation, Data and AI, and Workforce — ensuring pipeline reflects realistic funding timelines, not optimistic opportunity dates

- Lead executive collaboration at the most senior levels of Federal agencies and the Australian Defence Organisation, operating as a trusted business partner rather than a technology vendor

- Position SAP's RISE with SAP and GROW with SAP modernisation pathways within the context of APS reform priorities, GovERP, and the 2027 ECC support deadline — translating technology strategy into funded business cases

- Drive SAP's collaboration in AUKUS-related Defence programmes — working with the Defence practice to ensure SAP is architecturally positioned in long-cycle capability acquisition programmes before procurement frameworks are set

Commercial and P&L Accountability

· Own full P&L accountability for the Canberra Branch across all lines of business — new cloud revenue, renewals, expansions, and working in parallel with services.

- Design and execute the branch game plan balancing long-term relationship investment with quarterly and annual commercial targets

- Ensure commercial structures — contract design, partner co-investment, RISE transformation incentives — are aligned to customer success outcomes, not short-term revenue optimisation

- Maintain pipeline discipline: quality over volume, funded opportunities over wish-list, and realistic close timelines aligned to government procurement cycles

Team Leadership and Development

- Lead, coach, and develop the Canberra branch team — building a culture of commercial accountability, customer trust, and continuous learning

- Develop the next generation of sales leaders within the branch, identifying high-potential team members and creating deliberate development pathways

- Set clear expectations and performance standards from Day 1, providing regular, candid feedback and creating an environment where team members can perform at their best

- Model SAP's Customer First principles in every internal and external interaction

Partner Ecosystem

Shape and manage the Canberra partner ecosystem with the SAP Chief Partner Officer. Assess how well partners meet the needs of the Federal Government and Defence markets. Focus on sovereign cloud architecture. Ensure quality in programme delivery.

- Hold partners accountable for delivery standards and customer outcomes, not just deal origination — ensuring SAP's reputation is protected through every partner-led collaboration

- Build joint pipeline programmes with strategic partners, co-investing in the opportunities that matter most to the branch strategy

Customer Success

- Take personal accountability for the success of strategic customer programmes — engaging as an executive sponsor where needed and ensuring SAP's Customer Success function is active through delivery and post-go-live

- Ensure every modernisation programme in the branch has a defined outcome framework, agreed at programme inception and tracked through the first 12 months post go-live

- Protect and grow SAP's reputation in the Canberra market through delivery excellence, candid communication, and the long-term relationship investment that government customers expect

Where You Belong

At SAP, you will be part of an inclusive, global community of sales leaders devoted to spearheading market unit performance, customer success, and sustainable commercial growth. In Canberra, you will play a key role in Australia's technology modernisation. You will assist Federal agencies in becoming more proficient and in making reforms. Additionally, you will support Australia's Defence capabilities.

The Canberra branch operates within a broader ANZ management team that values commercial clarity, candid communication, and the long-term thinking that enduring government relationships require. You will have the autonomy to shape the market strategy, the support of a robust ANZ management team, and the backing of SAP's global portfolio and partner network.

We are committed to building an inclusive team that reflects the diversity of the communities we serve. We welcome applications from candidates of all backgrounds.

Skills

Core Skills

Strategic Planning · Financial Management · Business Acumen · Market Analysis · Entrepreneurial Leadership · People Development · Operational Efficiency · Strategic Decision Making · Stakeholder Management · Influencing Skills · Change Management · Mental Agility

Canberra Market Specific

Knowledge of the Australian Federal Government market. Understanding of Defence and the AUKUS Programme. Ability to navigate APS funding and procurement cycles. Experience in working with executives at the Secretary, CFO, CIO, or CDO levels. Awareness of issues related to sovereign cloud and data residency. Leadership within the partner ecosystem. Fluency in modernising enterprise technology, including cloud ERP, AI, and data platforms. Development of government business cases. Management of long-cycle pipelines.

Career Level

This role manages the full profit and loss (P&L) for the Canberra Branch. This includes defining the market strategy. You will work closely with high-level government and defence stakeholders in Australia as an executive partner. It is the most senior sales management role within the ANZ Canberra market unit.

Equal Employment Opportunity (EEO) Statement

Our company does not discriminate in employment on the basis of race, color, religion, sex (including pregnancy and gender identity), national origin, political affiliation, sexual orientation, marital status, disability, genetic information, age, membership in an employee organisation, retaliation, parental status, military service, or other non-merit factor.

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