WHO ARE WE?

Join Tecala — one of Australia’s most awarded and fastest‑growing ICT managed services providers — and play a key role in driving growth across a business recognised for excellence. We’re certified as a Great Place to Work (2023–2026), ranked as Australia's 16th Best Workplace in Technology 2026, and named Australia’s #1 Managed Service Provider and #29 globally in the 2025 MSP 501.

As an Account Executive at Tecala, you’ll be part of a high‑performing team that’s transforming how organisations use technology to achieve real business outcomes. Our reputation for innovation, service quality, and customer success means you’ll enter the market with strong credibility and momentum behind you.

ABOUT THE ROLE:

The Account Executive is a senior individual contributor who owns the end‑to‑end commercial relationship across a portfolio of mid‑market managed services customers. The role is focused on protecting and growing the existing portfolio through structured renewal management, cross‑sell and up‑sell across Tecala’s managed services and broader ICT capability set, and whitespace expansion within and adjacent to assigned accounts. Net‑new logo acquisition is managed by the New Business team.

You’ll build trusted, long‑term partnerships by deeply understanding customer environments, priorities, and outcomes, and by positioning Tecala’s full portfolio of managed services and solutions to deliver measurable business value. Working closely with delivery, service, and internal support teams, you’ll ensure smooth onboarding, renewal, and expansion of services while maintaining a consistently high customer experience. This role plays a key part in driving sustained revenue growth, customer retention, and long‑term account value for Tecala.

Key responsibilities will include (but not limited to):

Own the end‑to‑end commercial relationship across a portfolio of 25–30 mid‑market managed services accounts.
Achieve assigned annual targets across Monthly Recurring Revenue (MRR), Procurement, and Professional Services.
Lead Quarterly Business Reviews (QBRs) and maintain current, outcome‑based account plans for each customer.
Drive cross‑sell and up‑sell across Tecala’s six capability areas: Managed Services, Cloud, Cybersecurity, Microsoft, Automation/Data/AI, and Professional Services.
Lead contract renewals, scope changes, and commercial negotiations, operating within pricing, discount, and commercial governance guardrails.
Expand whitespace within and adjacent to the portfolio, including divisional growth, sister entities, and parent‑organisation extensions.
Maintain a strong forward pipeline across renewals, expansion, and in‑term growth opportunities, with disciplined sales‑stage progression.
Act as the primary commercial escalation point for assigned customers, proactively managing account health, satisfaction, and retention risk.
Partner closely with delivery, service, and pre‑sales teams to ensure customer outcomes are achieved and commercial commitments are operationally deliverable.
Contribute to Account Team ryhtms through active participation in deal reviews, account planning sessions, and forecast calls, contributing portfolio insight and supporting peer accountability.
Maintain high standards of CRM hygiene, forecast accuracy, and customer documentation to support reliable reporting and decision‑making.

Required skills and experience:

Extensive experience in solution sales or strategic account management within IT Managed Services, with demonstrated depth gained over multiple years.
Strong capability across Managed Services, Cloud, Cybersecurity, and Microsoft ecosystems, with demonstrable depth in two or more areas preferred over surface‑level breadth.
Proven track record of retaining and growing mid‑market accounts through consultative, outcome‑focused engagement.
Sound commercial acumen, including experience in contract negotiation, solution scoping, and pricing within established commercial and risk guardrails.
Strong written and verbal communication skills, with the ability to engage confidently with senior business and technology stakeholders.
Demonstrated discipline in pipeline management, forecasting accuracy, and CRM usage.
Comfortable operating as an independent individual contributor while actively contributing to shared account team rhythms and collective performance.
Ability to balance customer advocacy with internal alignment, ensuring commercial commitments are realistic, deliverable, and sustainable

WHAT WE CAN OFFER YOU

As part of our team, you'll be able to learn and grow in a supportive and inclusive environment. We have listed some of those benefits below for you:

Paid Birthday Leave.
Inclusive paid parental leave policy that supports all parents & carers
Health & Wellness perks including discounted gym membership.
Access to ongoing Learning & Development opportunities including self paced learning through our learning management system.
Paid certifications and remuneration incentive to get upskilled / certified to support your development
Access to Career Pathways so you can continue to build a career in the business.
Reward & Recognition Program where you can also thank and reward your team mates
Hybrid and flexible working model
Employee discounts – Access discounted rates and offers from a variety of providers, including health insurance and IT Hardware.
Employee Assistance Program (EAP)

Note: As an essential part of our hiring process, you will be required to undertake a National Criminal History Check.

HOW TO APPLY

If you're excited about the opportunity to make a difference in our business, meet the musts and tick some maybes, then apply now.

Be sure to include a cover letter and CV to support your application.

No agencies please – we've got this one covered.

We foster an inclusive and diverse work environment where our people can be themselves. Every idea and perspective is valued so that our services reflect the companies we support. We welcome diversity in all its forms, and so we welcome applications from suitably qualified candidates across the range of underrepresented communities.