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