Senior Business Development Manager

Jobtailor; Canberra; On-site; AUD 180,000 - 260,000; Full time

Job summary

Datacom is expanding its Defence footprint in Canberra and nationally, seeking a senior sales leader with deep Defence market knowledge. You will identify strategic opportunities, engage with C-level stakeholders, and steer complex deals from qualification through to RFP responses, collaborating with pre-sales and vendor teams.

You will manage long sales cycles across managed services, cybersecurity, cloud, and digital transformation, building strong relationships to win major Australian Defence

Qualifications

• 8+ years of sales experience in Defence and Canberra market.
• Strong understanding of IT Defence and Defence industry landscape in Canberra.
• Extensive C-level network and ability to engage senior stakeholders.
• Experience with managed services, cybersecurity, cloud, and digital platforms.
• Proven ability to manage long sales cycles and respond to RFPs.
• Ability to communicate complex technical information clearly.
• Proven track record in growing sales and winning opportunities.

Responsibilities

• Grow Datacom’s Defence business across Canberra and nationally.
• Identify, shape, and win strategic opportunities within Defence.
• Help customers solve complex challenges through innovative technology solutions.
• Engage with senior Defence stakeholders, industry partners, and vendors.
• Drive new business growth and expand market presence.
• Work across managed services, cybersecurity, cloud, apps, and digital transformation.
• Build relationships, influence strategy, and contribute to major Defence programs.
• Manage long sales cycles and RFP responses with teams.
• Support vendor relationships to keep Datacom top of mind.
• Qualify opportunities quickly and track progress in Salesforce.

Skills

Defence sales

Long sales cycles

C-level networks

Negotiation

Relationship management

Communication

Stakeholder engagement

Tools

Salesforce

Job description

• Grow Datacom’s Defence business across Canberra and nationally
• Identify, shape, and win strategic opportunities within Defence and the broader Defence Industry
• Help customers solve complex challenges through innovative technology solutions
• Engage with senior Defence stakeholders, industry partners, and key vendors
• Drive new business growth and expand Datacom’s market presence
• Work across managed services, cybersecurity, cloud, applications, and digital transformation
• Build relationships, influence strategy, and contribute to significant Australian Defence technology programs
• Manage long sales cycles and RFP responses in collaboration with pre-sales teams, line-of-business owners, and solution architects
• Support and enrich strategic vendor relationships to keep Datacom top of mind for opportunities
• Qualify opportunities quickly
• Track opportunity progression through the sales cycle using Salesforce

Requirements

• At least 8+ years’ sales experience working within the Department of Defence and Canberra market
• Solid understanding of the IT Defence and Defence industry market in Canberra
• Substantial C-level network
• Understanding of managed services, cybersecurity, cloud, digital platforms, and applications markets
• Technical nous to pick up new offerings and services
• Proven ability to manage long sales cycles, including RFP responses
• Proven ability to qualify opportunities quickly
• Current knowledge, training, and engagement with relevant vendors
• Ability to absorb, apply, and communicate technical information to a diverse audience
• Excellent customer and vendor relationship-building and management skills
• Strong influencing and negotiation skills
• Excellent written and oral skills
• Experience using Salesforce as the sales CRM for tracking opportunity progression through the sales cycle
• Successful track record in sales

Core Competencies

Demonstrates extensive experience in sales within the Defence industry, with a strong ability to manage long sales cycles and engage effectively with senior stakeholders. Proven track record in building relationships and driving business growth through innovative technology solutions.

Highest-signal resume keywords

• Sales Experience Within Defence
• Long Sales Cycle Management
• Salesforce CRM Proficiency
• C-Level Relationship Management
• Understanding of Cybersecurity and Cloud Markets

Hard Skills

• Sales Strategy Development
• RFP Response Management
• Opportunity Qualification
• Technical Solution Communication
• Market Analysis

Soft Skills

• Influencing Skills
• Negotiation Skills
• Relationship Building
• Written Communication
• Oral Communication

Industry Keywords

• Defence Industry
• Managed Services
• Cybersecurity
• Digital Transformation
• Applications Market

Tools & Technologies

• Salesforce