Business Development Director

CloudMarc; Sydney; On-site; AUD 130,000 - 170,000; Full time

Job summary

CloudMarc is a leading consultancy in Testing and Quality Engineering with teams across Australia and beyond. The Business Development Director will spearhead new client acquisition, engage senior stakeholders, and lead opportunities from initial contact through to proposal, negotiation, and close.

The role emphasizes commercial capability, a strong industry network, and the ability to articulate value in business terms while exploring opportunities across AI, Cloud Engineering, DevOps, and IT

Qualifications

• Proven track record in acquiring new enterprise and mid-market clients.
• Ability to translate technical capabilities into business value.
• Strong networking and relationship-building with senior stakeholders.

Responsibilities

• Identify and secure new business opportunities across Testing and Quality Engineering services.
• Lead end-to-end sales pursuits from discovery through to close.
• Coordinate tenders, proposals, and client presentations with internal teams.
• Manage pipelines, forecasting, and targets with clear ownership.
• Engage with clients to shape solutions and transition sales to delivery.

Skills

New business development

Enterprise sales

Stakeholder engagement

Forecasting

Proposal writing

Tools

CRM Salesforce

MS Excel

Job description

Business Development Director, Testing and Quality Engineering

Executive General Manager – Operations and Strategy

About CloudMarc

CloudMarc is a leading consultancy specialising in Testing and Quality Engineering services. We combine deep technical expertise with a flexible, people-first approach to client delivery. With teams across Australia, India, Sri Lanka and the Philippines, we help organisations improve their quality maturity and achieve better outcomes through modern testing practices, innovation, experience, and care.

Position Summary

The Business Development Director plays a pivotal role in expanding CloudMarc’s presence across new clients and sectors. Focused on new business acquisition, the role will identify opportunities, engage senior stakeholders, and lead sales pursuits from initial contact through to proposal, presentation, negotiation, and close.

The successful candidate will bring strong commercial capability, a demonstrable industry network, and sufficient knowledge of Testing and Quality Engineering to articulate its value in clear and compelling business terms.

While Testing and Quality Engineering is the primary focus, the role will also identify opportunities across complementary services, including AI, Cloud Engineering, DevOps, Software Development, and related IT professional services.

Key Responsibilities

New Business Development

• Identify, qualify, and secure new business opportunities across Testing, Quality Engineering, and complementary technology services.
• Build and manage a strong pipeline through direct outreach, industry engagement, referrals, partnerships, and professional networks.
• Bring a demonstrable industry network and a proven ability to leverage relationships to generate qualified opportunities and win new business.
• Lead end-to-end sales pursuits from initial engagement and discovery through to proposal, presentation, commercial negotiation, and close.
• Develop account-entry strategies and build relationships with senior technology, delivery, procurement, and business stakeholders.
• Maintain accurate pipeline, activity, and forecasting information, with clear ownership of agreed sales targets.

Tenders, Proposals and Presentations

• Lead and own responses to tenders, RFIs, and RFPs, including bid strategy, written submissions, solution coordination, pricing inputs, and presentation preparation.
• Collaborate with CloudMarc’s technical, consulting, delivery, and commercial teams to develop compelling and differentiated solutions.
• Deliver persuasive proposals, solution pitches, tender presentations, executive briefings, and client workshops.
• Clearly articulate CloudMarc’s value proposition and the business value of quality engineering, including reduced risk, faster delivery, improved customer outcomes, resilience, and cost efficiency.
• Respond confidently to client questions relating to capability, delivery approach, commercial models, risk, governance, and expected outcomes.

Client Advisory and Solution Shaping

• Lead discovery conversations to understand prospective clients’ business goals, technology environments, delivery challenges, and quality priorities.
• Participate in strategic discussions relating to quality transformation, test automation, delivery improvement, and modern quality engineering.
• Work with internal specialists to shape solutions that are practical, scalable, commercially viable, and aligned with client needs.
• Facilitate a smooth transition from sales into delivery while maintaining continuity with the client and identifying future growth opportunities.

Industry Engagement and Market Awareness

• Build awareness of CloudMarc through networking, industry events, client forums, partnerships, and targeted market engagement.
• Maintain an informed understanding of market trends, client priorities, and competitor activity.
• Remain current with developments in AI, Generative AI, AI-enabled testing, intelligent automation, and the quality assurance of AI-based systems.
• Use market insights to strengthen CloudMarc’s go-to-market activity, value propositions, and service offerings.
• Represent CloudMarc professionally at industry events, client briefings, and relevant forums.

Key Skills and Experience

• Proven business development or sales experience within IT consulting or professional services.
• Demonstrated success acquiring new enterprise and mid-market clients and achieving sales targets.
• A strong and demonstrable industry network, with evidence of converting relationships into qualified opportunities and new business.
• Experience leading end-to-end sales pursuits, tenders, proposals, presentations, and commercial negotiations.
• Strong knowledge of software testing or quality engineering, with the ability to discuss test strategy, automation, performance, quality transformation, and modern delivery practices.
• Ability to translate technical services into clear and compelling business value.
• Experience selling complementary services such as Cloud Engineering, DevOps, Software Development, or broader IT professional services will be highly regarded.
• Excellent communication, presentation, stakeholder engagement, and proposal-writing skills.
• Awareness of emerging market trends, including AI-enabled testing, Generative AI, and AI system assurance.
• Strong commercial acumen, pipeline management, forecasting, and opportunity qualification skills.

Personal Attributes

• Commercially driven, proactive, and focused on winning new business.
• Confident opening new relationships and engaging senior decision-makers.
• Professional, persuasive, and credible with both technical and business stakeholders.
• Curious and committed to staying current with emerging technologies and market trends.
• Collaborative and able to bring together internal specialists to win business.
• Results-focused, resilient, accountable, and comfortable working to sales targets.
• Consultative and client-focused, with a strong commitment to delivering meaningful value.