Director - ADM Solution Architecture & Sales

About the role

The ADM (Sales & Solution Architecture) is a senior leadership role responsible for originating, shaping, and closing strategic ADM transformation deals across ANZ. 
Operating as a core member of the ADM AUNZ leadership team, the role brings deep ADM solution expertise and understanding of the ANZ market, strong commercial judgement and enterprise scale architectural authority. Working closely with Sales, Market Units, Practice leadership and ADM Delivery Centres, the role designs secure, industrialised ADM solutions that balance client outcomes, delivery feasibility, risk and margin. 
The role plays a critical part in driving sustainable growth, improving deal quality and ensuring sell to deliver integrity and repeatability across the ADM portfolio, acting as the authoritative bridge between sales ambition and delivery feasibility.                                                                                                                                                                                                                                           

Key Responsibilities 

• Build and convert a strong pipeline aligned to AI, cloud, and modernization priorities 

• Lead end-to-end deal pursuits (qualification → solution → negotiation → closure working closely with Sales, Market Units, ADM Practice and Delivery leadership 

• Own end to end ADM solutioning on bids including solution architecture, scope definition, operating model, governance, transition approach and commercials, to propose a winning, business outcome-led propositions  

• Lead client‑facing solution workshops, executive presentations and design discussions as the ADM solution lead and trusted advisor 

• Own multi-million-dollar ADM transformation opportunities across ANZ  

• Ensure sell-to-deliver alignment, balancing client value, risk, and delivery feasibility of industrialised, AI‑enabled and automation‑led ADM solutions aligned to corporate ADM standards, DevOps principles and continuous improvement objectives 

• Contribute to go-to-market strategies, propositions, and pipeline development 

• Re‑use, evolve and govern global and local ADM solution assets, reference architectures, transition frameworks and standard propositions 

• Feed structured market, client and deal insights back into ADM practice evolution, capability uplift and asset development 

• Act as a thought leader for ADM transformation in ANZ 

Your profile:

•    Strong understanding of Australian & NZ ADM market 
•    Australian security clearance (or ability to obtain) 
•    Significant experience in pre sales, solution architecture or sales leadership roles within ADM or large IT services organisations 
•    Deep expertise in Application Development & Maintenance (ADM) delivery models and enterprise managed services 
•    Proven track record of originating and closing large, complex transformation deals 
•    Strong commercial and financial capability, including pricing models, margin optimisation, cost drivers and productivity levers 
•    Demonstrated ability to translate client business challenges into scalable, outcome-driven solutions 
•    Strong understanding of ADM lifecycle, service transition, governance and service assurance, including ITIL aligned processes, DevOps, industrialisation, automation and AI enabled delivery models 
•    Proven ability to influence both sales and delivery communities and act as a unifying “sell to deliver” authority 
•    Comfortable operating at pace within a large, matrixed organisation across Market Units, Practices, Sales and global Delivery Centres 
•    Exceptional written and verbal communication skills, including bid documentation, executive presentations and executive-level client engagement and influencing (CxO level)                         

What Success Looks Like 
•    Consistent conversion of strategic ADM deals across ANZ 
•    Strong pipeline growth and win rates for complex transformation pursuits 
•    High-quality, scalable solutions with clear business value outcomes 
•    Trusted C-level client relationships and advisor positioning 
•    Demonstrated contribution to practice growth and market differentiation 

What you'll love about working here:

• We recognise the significance of flexible work arrangements to provide support.
• Be it remote work, or flexible work hours, you will get an environment to maintain healthy work life balance.
• At the heart of our mission is your career growth. Our array of career growth programs and diverse professions are crafted to support you in exploring a world of opportunities.
• Equip yourself with valuable certifications in the latest technologies or industry
• We foster a safe and inclusive environment where everyone can be their authentic selves, supported by staff-led community groups.