Strategic Account Manager

We’re hiring at Pitney Bowes, where top talent builds meaningful careers and lasting impact. We Move fast, Deliver excellence, and Win together…that’s The Pitney Bowes way. Here, how we work matters just as much as what we achieve.

We’re looking for people who:

• Act with urgency, accountability, and purpose

• Deliver high quality work with consistency and pride

• Collaborate effectively and elevate those around them

• Focus on outcomes that drive impact and growth

Job Description:

POSITION DESCRIPTION

Position Title

 Strategic Account Manager – Federal Government

Location

 Canberra, ACT (Remote)

Reporting To

 Sales Director - ANZ

Employment Type

 Full-time

Role Purpose:

The Strategic Account Manager is responsible for driving revenue growth and strengthening long-term partnerships within the Australian Federal Government sector. The role focuses on selling mailing, logistics, document management and tracking solutions to government departments and agencies, aligning offerings with public sector requirements, compliance standards, and digital transformation initiatives. This role requires a highly consultative sales approach; strong stakeholder engagement capabilities; excellent process management and data analytic skills; and deep understanding of government procurement processes and frameworks.

Key Responsibilities:

Revenue and Margin.

• Achieve and exceed sales targets, pipeline goals and revenue forecasts.
• Lead complex, multi-stakeholder sales cycles from opportunity identification through to contract management of large project rollouts.
• Develop compelling value propositions aligned to government priorities such as digital transformation, cost control and citizen service improvement.

Account Management & Growth.

• Own and develop strategic relationships with key Federal Government agencies and departments.
• Create and execute account plans to drive revenue growth, retention and customer satisfaction.
• Actively manage the development of key reports and lead regular customer account reviews with major contract customers.
• Identify, qualify, and pursue new business opportunities within assigned accounts and across the broader Federal Government landscape.
• Position mailing, logistics, document management and tracking solutions as critical enablers of service delivery, compliance, and efficiency.

Government Engagement & Procurement

• Navigate Commonwealth procurement frameworks (e.g., AusTender, panels, standing offers).
• Build relationships with procurement teams, policy leads, and senior decision-makers.
• Ensure compliance with government policies, legal requirements, and contractual obligations.
• Manage tender responses, RFPs and RFQs.

Stakeholder Management

• Engage and influence senior stakeholders (SES, Directors, program leads).
• Act as the trusted advisor to clients, understanding their operational and strategic objectives.
• Coordinate cross-functional internal teams (sales, product, operations, service delivery) to deliver seamless customer outcomes.

Market Intelligence & Strategy

• Maintain strong awareness of Federal Government priorities, policy changes, and budget cycles.
• Monitor competitor activity and industry trends in mailing, logistics, document management and tracking technologies.
• Provide insights to inform product development, go-to-market strategies, and sales planning.

Key Performance Indicators (KPIs)

• Achieve annual financial targets.
• Minimise service penalty payments on major accounts.
• Pipeline value and conversion rates.
• Customer retention and satisfaction metrics
• Strategic account engagement depth/account plan management

Skills & Experience.

Essential.

• Proven experience in enterprise or government sales (ideally within Federal Government).
• Strong understanding of Australian Government procurement processes and frameworks.
• Track record of managing large, complex accounts and closing high-value deals.
• Excellent stakeholder engagement and negotiation skills.
• Ability to operate in a highly structured, compliance-driven environment.
• Proven ability to aggregate and interpret data sets to align with customer KPI requirements.

Desirable.

• Experience selling mailing, logistics, tracking, SaaS, or related technology solutions.
• Existing network within Federal Government agencies in Canberra.
• Familiarity with digital transformation initiatives within government.
• Experience in responding to formal tenders and panel engagements.

Personal Attributes.

• Strategic thinker with strong commercial acumen
• Highly collaborative and team-oriented
• Resilient and adaptable in a complex sales environment
• Effective communication and presentation skills
• Customer-centric mindset with a consultative selling approach

Qualifications.

• Bachelor’s degree in Business, Commerce, Technology, or equivalent experience.
• Relevant sales or account management certifications (advantageous)

Work Environment.

This is remote role based in Canberra, with focus on regular and consistent engagement with key Federal agencies, to sustain existing contracts and secure new business. It will require interstate travel from time to time, and attendance at Sydney head office as appropriate, as well as building an international network with Pitney Bowes team members managing similar portfolios/

Pitney Bowes Australia is committed to providing an inclusive and equitable workplace. We value the diversity of our people and the contribution that diverse backgrounds, perspectives and experiences bring. Applications from Aboriginal and Torres Strait Islander people are warmly encouraged.

We will:

• Provide the will: opportunity to grow and develop your career
• Offer an inclusive environment that encourages diverse perspectives and ideas
• Deliver challenging and unique opportunities to contribute to the success of a transforming organization
• Offer comprehensive benefits globally (PB Benefits and Wellbeing Programs)

Pitney Bowes is an equal opportunity employer that values diversity and inclusiveness in the workplace.
All interested individuals must apply online.