Job Description

📍 Location

Sydney, Melbourne or Brisbane

🏢 Reports To

PS Senior Manager, APJ

✈️ Travel

Up to 20% (ANZ, APJ & global)

↗ Dotted Line

Head of Sales & GTM

ABOUT ARCHER PROFESSIONAL SERVICES

Archer Professional Services (Archer PS) partners with organisations across the globe to unlock the full value of the industry's leading Governance, Risk and Compliance (GRC) platform and suite of offerings Our team of consultants and technologists doesn't just implement software, we transform how enterprises manage risk, ensure compliance, and make informed decisions at speed.

At Archer, we inspire, challenge and respect every one of our people and we invest seriously in their growth. This role puts you at the forefront of how we take our services to market across Australia and New Zealand.

THE OPPORTUNITY

As Senior Solutions Principal, you are the commercial and technical architect of our PS sales motion in the ANZ region. You bridge the gap between what clients need and what Archer can deliver — translating complex GRC requirements into clear, compelling, and commercially sound proposals that win.

You will be the senior trusted advisor in every services conversation, equally comfortable presenting a business case in the boardroom, reviewing a technical architecture with an integration team, and coaching a junior pre-sales colleague on scoping methodology.

You own the outcome: profitable, winning bids that deliver real value for Archer's clients.

KEY RESPONSIBILITIES

Sales Engagement & Opportunity Leadership

Partner with the Sales & GTM team to qualify opportunities across various technical requirements, competitive dynamics, decision-making processes, budgets and timelines. Lead executive-level presentations of proposed solutions and business cases.

Scoping & Commercial Estimation

Own effort and cost estimation throughout the sales campaign. Produce commercially rigorous Statements of Work (SOWs) and Basis of Estimate (BOE) files that reflect accurate delivery scope, risk and resource requirements.

Technical Leadership & Solution Design

Provide expert technical guidance on systems integration, platform architecture and deployment approaches. Advise clients on the optimal configuration of Archer's product suite and services portfolio to meet their GRC objectives.

Executive Relationship Management

Build and maintain trusted relationships with senior technical staff and C-suite decision-makers. Be the credible, long-term partner our clients expect from Archer.

Cross-functional Collaboration

Coordinate across Archer's internal delivery, product and partner ecosystem to shape compelling end-to-end proposals and transition plans. Ensure a seamless handover from sales to delivery.

Revenue Forecasting & Pipeline Reporting

Maintain accurate, up-to-date PS sales forecasts for the ANZ region. Provide regular pipeline reporting and insight to regional and global leadership.

Thought Leadership & Market Intelligence

Stay ahead of industry trends including AI, emerging GRC frameworks and competitive movements. Leverage market intelligence to sharpen Archer's value narrative and develop new approaches to positioning our services.

Partner & Channel Enablement

Identify and leverage third-party and channel partners where appropriate to extend reach and co-position holistic solutions.

WHAT YOU BRING

Essential

• Bachelor's degree in a technical discipline with 8+ years of relevant professional experience
• Proven track record in enterprise software pre-sales, professional services scoping, or GRC consulting
• Deep experience producing commercial artefacts: SOWs, BOEs, project estimates or similar, for multi-workstream engagements
• Ability to engage and influence executive stakeholders (CRO, CISO, CIO) with confidence and credibility
• Strong understanding of systems integration concepts and enterprise software implementation methodologies
• Outstanding communication and presentation skills, you adapt seamlessly from a technical deep-dive to a board-level conversation
• Experience in one or more verticals: Financial Services, Telecommunications, IT/Technology, or Manufacturing

Highly Preferred

• Background in GRC technology implementation or consulting (ideally with Archer or a direct competitor)
• Reputable GRC certification: GRCP, CRISC, CISA or equivalent
• Experience working within or alongside a channel/partner go-to-market model
• Familiarity with ANZ and/or APJ enterprise market dynamics
• AGSVA Security Clearance

WHO YOU ARE

Commercial Instinct

You think in outcomes, not activities. You consistently connect services value to client business objectives and whilst achieving revenue targets.

Executive Presence

You walk into a boardroom and own the room, clear, credible, and compelling without needing a script.

Rigorous Scope Discipline

You scope to win, and to deliver. You don't pad or cut corners; you build bids that are both commercially competitive and operationally achievable.

Curious & Adaptive

You learn quickly, keep pace with industry change, and bring that knowledge back to clients in ways that reinforce Archer's authority.

Organised Under Pressure

Multiple concurrent RFPs or opportunities don't faze you. You triage, prioritise and deliver with a consistent standard of quality.

Team Multiplier

You make the people around you sharper. You share knowledge freely, coach less experienced colleagues, and know that a high-performing team beats a lone star every time.

Inclusive & Cross-Cultural

You thrive in diverse, distributed teams and understand that the best ideas come from many perspectives.

HOW WE EXPECT YOU TO WORK

Beyond the accountabilities above, we expect our Senior Solutions Principal to:

• Maintain deep expertise in Archer's full product suite and services portfolio, GTM strategy and delivery methodologies, including completing required product accreditations and maintaining GRC certifications.
• Bring market and industry intelligence into every client conversation; position Archer as a thought leader, not just a vendor.
• Be present both on-site with clients and working alongside the ANZ team as the role demands; maintain a regular rhythm with key accounts and partners to surface expansion opportunities early.
• Uphold Archer's professional standards in every client, partner and colleague interaction.
• Travel up to 20% within Australia & New Zealand, with additional travel opportunities across APJ and globally a few times a year.

Archer is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.