Why Join DNX Solutions?
From day one at DNX you are part of a team that backs each other. You will never be working a deal alone. There is always someone who will help, and the people who know the answer will make time for you.
With paid parental leave, ongoing professional development, a hybrid work environment and more, we offer you the flexibility to have work/life balance.
And we are a good bunch of people. We like the work and we like each other, and that shows up in how the team runs. 98% of our team say they are proud to work at DNX which is certified as a Great Please to Work.
Role Overview
This role owns DNX’s most valuable existing customer relationships with a focus on Financial Services across NSW and ACT. You will inherit an established Tier 1 portfolio and your job is to keep those customers, grow them, and become the person their executives call first. Success looks like retained and expanded revenue, multi year commitments, and a portfolio where DNX is trusted at the top of the account rather than one supplier among many. You work closely with delivery, pre sales and the practice leads, and you bring AWS into the account where it helps the customer and the deal where this supports the customer needs.
Key Responsibilities
Account Ownership & Retention
- Own the commercial relationship for a portfolio of Tier 1 customers. Hold retention as your first priority. Know every renewal date, every contract term, and every risk in the account before it becomes a problem.
- Run a real account plan per customer: stakeholder map, current spend, known roadmap, whitespace, and the next three things we should be doing for them.
- Keep DNX’s excellent delivery reputation intact in the account.
Growth & Expansion
- Grow revenue inside the portfolio against an annual expansion target: new workloads, new practices, and moving one off project work into recurring revenue offerings.
- Advise, Build and Operate across Modernisation, Data and AI, Security and Compliance, and Managed Services.
- Build and qualify pipeline out of the installed base, and keep HubSpot accurate so the forecast can be trusted.
Executive Relationships & Governance
- Build and hold relationships with the decision makers: CIO, CTO, CISO, Head of Engineering, and the procurement and vendor management teams alongside them.
- Run QBRs that customers actually value. Show what DNX delivered, what it was worth, and what comes next.
- Bring DNX leadership and practice leads into the account on a deliberate cadence, not only when something has gone wrong.
- Navigate regulated industry requirements with the customer: APRA CPS 234 and CPS 230, procurement and vendor risk cycles, and security reviews.
Commercial & Negotiation
- Lead renewals, uplifts, scope changes and multi year agreements to a commercial outcome that holds margin.
- Own the numbers in your deals. Understand DNX margin and protect it in negotiation rather than discounting to close.
- Work with pre-sales and the practices to shape SOWs that are deliverable and priced properly.
Forecasting & Reporting
- Own an accurate forecast for your portfolio: renewals, expansion and recurring revenue, reported monthly.
- Report account health, risk and growth pipeline to the leadership team, and escalate early rather than late.
- Stay current on what is happening in Financial Services so you bring customers a point of view, not just a quote.
Key Qualifications & Experience
Experience
- Minimum 5 years managing and growing enterprise accounts in IT services, cloud or consulting, with a track record of retention and expansion rather than only new logos. AWS experience will be highly regarded.
- Experience carrying and hitting a growth or retention number across a named account portfolio.
Skills
- Strategic account planning. You can map an enterprise and build relationships beyond your original sponsor.
- Must have proven consulting skills at C level.
- Strong commercial and negotiation skills, particularly on renewals and multi year agreements.
- Able to hold a credible technical conversation about cloud, data, AI and security without needing a pre sales engineer in every meeting.
- Disciplined with CRM and forecasting.
Knowledge
- Familiar with enterprise buying and vendor management: procurement cycles, panel arrangements, security and risk reviews, and renewal governance.
Education & Certification
- Relevant vendor certifications welcome.
Personal Attributes
- Relationship builder. Customers keep calling you because you are useful, not because you are persistent.
- Ownership. You treat your accounts like your own business and nothing gets dropped.
- Commercially sharp. You see where the account can grow and you go after it.
- Resilient and adaptable in a fast moving industry.
- Strong communicator internally and externally, and easy to work with across delivery and pre sales.
Behaviours Required
- Strong IT Consulting skills
- Negotiation skills. Able to negotiate at C level and hold margin.
- Ownership and commitment. Determined to get the job done to the expectations of customers, management and the wider team. Follows through and finishes.
- Leadership. Able to influence C level decision makers and build a network at that level.
- Client focus. Focused on the outcomes of the business strategy and on genuinely meeting customer needs.
- Teamwork. Flexible, communicates, works with others and completes what they take on.
