Graham O’Sullivan
Canberra,ACT
Summary
Graham brings more than three decades of experience in the information technology sector, with a primary focus on the Federal Government marketplace. His career spans senior leadership positions and the successful operation of his own consulting firm, encompassing executive-level advisory services, sales management, program delivery, financial and commercial planning, corporate administration, marketing, and strategic alliance management.
Over the course of his career, Graham has developed comprehensive expertise across key segments of the IT industry, including systems integration, outsourcing, consulting services, data centre infrastructure, networking, and application development. He also maintains an outstanding record in sales and sales leadership, consistently achieving strong results in engagements with government agencies and related organisations.
Overview
27
27
years of professional experience
Work History
Client Director
ServiceNow
01.2022 - Current
- As a Client Director at ServiceNow, Graham has driven exceptional growth across federal government accounts, achieving a territory expansion exceeding 380% over four years. By aligning ServiceNow’s digital workflow platform to strategic government priorities, he successfully positioned the company as a trusted partner in public sector transformation. Graham combined commercial acumen with deep industry insight to deliver measurable business outcomes that strengthened long-term client relationships and accelerated adoption across his portfolio.
- Graham’s leadership was instrumental in securing major strategic wins with the Australian Taxation Office and the Department of Health, where he led complex, multi-stakeholder engagements that translated digital vision into tangible operational value. His approach consistently balanced innovation with governance, guiding clients through technology modernisation and platform standardisation initiatives that improved efficiency, transparency, and citizen outcomes.
General Manager
XAmplify
10.2019 - 01.2022
- As a start-up services business, xAmplify engaged Graham to develop and implement the go-to-market strategy for the new company. As part of Graham’s role, he was chartered with identifying and building a services team that would support the lines of business across consulting, professional services, and ultimately, an annuity-based services business.
- In addition, Graham’s responsibilities have also included the management of the business profit and loss, sales management, alliances and staff development.
- Key achievements to date include:
- The development of 60+ highly skilled and security cleared services team.
- Contracted as a Whole of Australian Government (WoAG) ERP Procure to Pay solution.
- Named as Nutanix’s 2020 ANZ partner of the year.
General Manager
Infront Systems
05.2015 - 10.2019
- As a strategic hire, the Directors of Infront employed Graham to drive the transformation of a traditional Systems Integration business to an emerging industry leader within the Cloud Management capability. The transformation was critical for the company to remain market relevant with the emergence of cloud. In a functional capacity, Graham’s role evolved as the organisation has matured. Key aspects have included:
- Transforming the Service Delivery framework to re-skill and re-align resource capability to deliver the new go to market strategies;
- Operationally transform the business to an outcome focused, “Service First” organisation;
- Led the sales team in the execution of the new go to market strategies.
Owner & Director
Ridgeline Solutions Australia
04.2007 - 05.2015
- Graham and his two business partners developed and implemented the go-to-market strategy for the new consulting company. As part of Graham’s role, he was chartered with identifying and building a consulting team that would support the Ridgeline vision and business strategy.
- In parallel, Graham successfully led and delivered numerous consulting engagements across selected Federal Government Departments. The following provides key highlights:
- The development and execution of an IT Sourcing Strategy for the Department of Finance & Deregulation, culminating with the Insourcing of the Departments Infrastructure Delivery Capability.
- Program Management of a Transformation Program, including the alignment of Business Outcomes and Capability.
- Operational restructuring of 80+ personnel to assist in the Service Delivery reform.
- The development of Departmental IT Services Capital & Operational budgets to meet Whole of Government initiatives.
- Consulting with Departments on viable Vendor and Contract Management strategies
- ICT Program Manager for the Aged Care Gateway at the Dept of Social Services. The primary aim was to design, develop and deliver the ICT Gateway Solution as part of the broader Aged Care reform program.
General Manager
ASG Group Pty Ltd
07.2012 - 06.2013
- ASG engaged Ridgeline with the intent of acquiring the business and as part of the on boarding process, Graham was employed as the General Manager for the Federal Region. The role included the management of all lines of business – Business Systems, SAP, Technical Solutions, Business Intelligence & Consulting.
- Responsible for all service delivery, account management, development and execution of the territory plan, management of regional profit and loss, revenue targets, customer satisfaction and staff development. The region consisted of approximately 200 personnel and an annual managed and professional services revenue in excess of $50m. Key achievements were as follows:
- Contracting and the delivery of ASG’s first Protected (Baseline) Cloud solution to a Federal Government agency – IaaS, IaaMS & DaaS.
Regional Director
Avanade Australia
Canberra, ACT
04.2004 - 04.2007
- Graham was initially employed by Avanade Australia (an Accenture / Microsoft Joint Venture) as a Government Industry Lead and through a period of successful growth, he was promoted into the national management team as the Regional Director, Sales.
- October 2005 – May 2007
- Regional Director
- Graham was appointed to the role of Regional Director for Australia with the responsibility of managing and developing a key account teams within the national consulting business. In addition, he was the location Executive responsible for the Federal based operations.
- May 2004 – October 2005
- Federal Government Client Executive
- In commencing with Avanade, Grahams’ primary role was to manage, maintain and develop the consulting capability within the Federal Government market. During this period, consultants and consulting revenues grew in excess of 250%, with a steady increase in profitable margins.
Federal Client Executive
Dimension Data
04.2001 - 04.2004
- Graham was responsible for developing a key Account Portfolio within the Federal Government marketplace. Through this period, Graham achieved a compounding growth of 125+% in revenue and profit across each financial year. His responsibilities were to:
- Develop and execute strategic portfolio plans, develop key vendor relationships for the critical success of Dimension Data’s line of business solutions and services & develop the Managed Services capability within the Federal marketplace.
Defence Client Executive
Computer Associates
08.1998 - 04.2001
- Initial responsibilities were to assist in the development and reimaging of the Computer Associates Defence Capability. Key responsibilities were to:
- Develop an alignment between CA business and the business of Defence
- Development of strategic portfolio plans
- Establish and manage alliances with Defence Industry partners
- Coordinate and participate in Defence Industry activities with clients and partners
Education
Bachelor of Science - Mathematics & Statistics
Australian National University
Canberra, ACTBachelor of Arts - Political Science & Economic History
Australian National University
Canberra, ACTSkills
Strategic Planning
- Corporate & Government Strategic Planning, at the sales, financial and operational layer
- Working with clients to help them identify direction, pace of growth and strategies to achieve their objectives
Staff & Executive Management
- Strong staff leadership and recruiting experience within corporate and government environments
- Organisational leadership and executive management experience with direct responsibility for more than 200 professional consultants
Program Management
- Managing high profile program streams such as the ATO Change Program, Dept of Finance Insourcing Transition and the Dept of Social Services Aged Care Gateway
Vendor and Contract Management
- Business case development, Tender preparation and evaluation
- Contract preparation and negotiation - both for vendors and government
Business Transformation
- Business process transformation and cultural change across various Business Groups within Government organisations
- Cost benefit analysis and whole of life technology cost benefit analysis
- P&L management within corporate frameworks and small privately-owned professional services and consulting businesses
Timeline
Client Director
ServiceNow
01.2022 - Current
General Manager
XAmplify
10.2019 - 01.2022
General Manager
Infront Systems
05.2015 - 10.2019
General Manager
ASG Group Pty Ltd
07.2012 - 06.2013
Owner & Director
Ridgeline Solutions Australia
04.2007 - 05.2015
Regional Director
Avanade Australia
04.2004 - 04.2007
Federal Client Executive
Dimension Data
04.2001 - 04.2004
Defence Client Executive
Computer Associates
08.1998 - 04.2001
Bachelor of Science - Mathematics & Statistics
Australian National University
Bachelor of Arts - Political Science & Economic History
Australian National University