IT Channel - Business Development Manager NSW/VIC

Eaton; Sydney; On-site; AUD 90,000 - 130,000; Full time

Benefits offered by this job

Bonus potential

Car allowance

On-site parking

Volunteer day

Outstanding training and development

Job summary

Eaton is seeking a Business Development Manager to drive growth of its IT channel business across NSW and ACT, focusing on single-phase UPS, racks, PDU, software and services. The role requires building partner capability with distributors, resellers, system integrators and key end customers, and it involves travel across NSW and ACT as required.

You will deliver orders, revenue and margin targets, develop territory and partner plans, and enable partners through training and campaigns while

Qualifications

• Experience in business development or channel sales in IT, power quality, data centre or related technology sector.
• Ability to translate technical requirements into customer value.
• Experience with commercial pricing, pipeline management and forecasting.
• Strong relationship building, communication, presentation, negotiation and collaboration skills.
• Proficient in Microsoft 365 and CRM tools.

Responsibilities

• Deliver assigned orders, revenue, margin, price and growth targets for the Power Quality IT channel business across NSW and ACT.
• Work alongside colleagues to agree account ownership, coordinate territory coverage and provide a consistent partner experience.
• Develop and execute territory and partner plans aligned with national channel priorities.
• Grow business with distributors, resellers, system integrators, managed service providers and other channel partners.
• Identify, qualify and convert new opportunities with existing and prospective partners and end customers.
• Build trusted relationships with partner sales teams, technical teams and key decision-makers.
• Lead partner enablement through product training, joint account planning, campaigns, events and customer engagement.
• Understand customer technical and commercial requirements and coordinate fit-for-purpose solutions with presales, product management, service and other internal specialists.
• Prepare and manage quotations, proposals, tenders and commercial negotiations in accordance with delegation and approval requirements.
• Maintain an accurate opportunity pipeline, customer activity and account information in the customer relationship management system.
• Collaborate across sales, marketing, product, presales, customer service and operations to improve partner outcomes and execution.

Skills

Relationship building

Negotiation

Presentation

Planning & collaboration

Channel sales & value selling

Microsoft 365

Education

Tertiary or trade qualifications in Electrical Engineering, Business or related field

Tools

CRM tools

Job description

Eaton is an intelligent power management company dedicated to improving the quality of life and protecting the environment for people everywhere. The Power Quality (PQ) division at Eaton Electrical provides power management solutions including uninterruptable power supplies (UPS’s), surge protective devices, power distribution units (PDU’s), remote monitoring, software, power factor correction, airflow management, rack enclosures and services. We strive for continued success in leveraging technical innovation to develop next-generation solutions.

We are looking for a Business Development Manager (BDM) to own the growth of Eaton’s IT channel business across NSW and ACT for single-phase uninterruptible power supplies, racks, power distribution units, software, services and accessories. The successful candidate will drive orders, revenue, margin and market share by building partner capability with distributors, resellers, system integrators and key end customers.

This role will require travel across NSW and ACT as required.

Key Duties

• Deliver assigned orders, revenue, margin, price and growth targets for the Power Quality IT channel business across NSW and ACT.
• Work alongside colleagues to agree account ownership, coordinate territory coverage and provide a consistent partner experience.
• Develop and execute territory and partner plans aligned with national channel priorities.
• Grow business with distributors, resellers, system integrators, managed service providers and other channel partners.
• Identify, qualify and convert new opportunities with existing and prospective partners and end customers.
• Build trusted relationships with partner sales teams, technical teams and key decision-makers.
• Lead partner enablement through product training, joint account planning, campaigns, events and customer engagement.
• Understand customer technical and commercial requirements and coordinate fit-for-purpose solutions with presales, product management, service and other internal specialists.
• Prepare and manage quotations, proposals, tenders and commercial negotiations in accordance with delegation and approval requirements.
• Maintain an accurate opportunity pipeline, customer activity and account information in the customer relationship management system.
• Collaborate across sales, marketing, product, presales, customer service and operations to improve partner outcomes and execution.

Qualifications

• Business development or channel sales experience in the IT, power quality, data centre or related technology sector.
• Demonstrated knowledge of channel sales, solution and value selling, commercial pricing, pipeline management and forecasting. Ability to understand power quality solutions and translate technical requirements into customer value.
• Strong relationship building, communication, presentation, negotiation, planning and collaboration skills. Proficient in Microsoft 365 and customer relationship management tools;
• Tertiary or trade qualifications in Electrical Engineering, Business or a related field.

What We Offer

• Competitive salary package including bonus and car allowance
• On-site parking
• Inclusive and supportive working environment
• Volunteer day
• Outstanding training and development programs for both professional and personal development

We are committed to ensuring equal employment opportunities for all job applicants and employees. Our recruitment processes encourage diversity by utilising a balanced selection criteria regardless of the applicants age, gender, gender identity, ethnicity, religion, sexual orientation, or any other status protected or required by law. Eaton prides itself in truly representing the people within our communities.

We will not be engaging external recruitment agencies, as we are managing the process internally. Please note that we will not be accepting unsolicited resumes for this position.