Senior Business Development Manager

1st Executive; City of Melbourne; On-site; AUD 90,000 - 130,000; Full time

Job summary

1st Executive in Melbourne seeks a Business Development Manager to drive revenue growth via a self-driven sales approach. Build a pipeline of new logo opportunities, prospect and qualify leads, and develop strategic vendor and distributor relationships.

You will work with vendors and distributors for leads, price and negotiate to protect margins, and design tailored solutions with internal teams. Manage territory and accounts, gather market intel, and ensure smooth handover to delivery.

Qualifications

• Proven track record in IT channel sales with gross profit contribution.
• Excellent prospecting and lead qualification skills.
• Ability to build lasting customer relationships with technical and executive stakeholders.
• Resilient, self-directed, credible communicator with market awareness.
• Curious about market trends and competitive landscape.

Responsibilities

• Generate and qualify new business opportunities.
• Manage end-to-end pipeline with accurate forecasting.
• Collaborate with vendors and distributors for leads and deal support.
• Price, negotiate, and protect gross margins.
• Design tailored solutions with internal technical teams.
• Plan territory and accounts; provide market intelligence.
• Ensure smooth transition of closed deals to delivery teams.

Skills

IT channel sales

New business development

Pipeline management

Vendor relationships

Forecasting

Negotiation

Job description

• Collaborative Culture and Dynamic Environment
• Great package - strong base and Incentive

The Company

A well-established, award-winning IT solutions integrator based in Melbourne, specializing in data centre, cloud infrastructure, networking, security, and end-user computing. The company prides itself on its founder-led, informal, fast-moving, and commercially disciplined culture, with a loyal client base and strong vendor partnerships.

The Role

This is a challenging and vital role dedicated to spearheading new business revenue growth through a self-driven sales approach. You will be responsible for building a pipeline of new logo opportunities, prospecting and converting leads, and developing strategic vendor and distributor relationships.

Key responsibilities include:

• Generating and qualifying new business opportunities.
• Managing pipeline end to end, with accurate forecasting.
• Collaborating with vendors and distributors for leads and deal support.
• Pricing, negotiating, and protecting gross margins.
• Designing tailored solutions with internal technical teams.
• Conducting territory and account planning.
• Providing market intelligence and competitor insights.
• Ensuring seamless transition of closed deals to delivery teams.

The Business Development Manager

The ideal candidate will have a proven track record in IT channel sales, demonstrating consistent personal contribution of gross profit from short sales cycle and long sales cycle products and services. You will possess excellent prospecting skills, strong commercial acumen, and the ability to build lasting customer relationships. Essential attributes include resilience, self-direction, credible communication with technical and executive stakeholders, sound commercial judgment, and a curiosity to stay abreast of market trends. You will operate comfortably in a fast-paced environment, capable of managing multiple opportunities with discipline and integrity.

The role is rewarded with a highly competitive remuneration package with commencement at the earliest opportunity.