- 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 prospect 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

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📌 Senior Business Development Manager (Canberra)
🏢 Jobtailor
📍 Canberra