Job Description
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Grow Datacom's Defence business across Canberra and nationally
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Identify, shape, and win strategic opportunities within Defence and the broader Defence Industry
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Help customers solve complex challenges through innovative technology solutions
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Engage with senior Defence stakeholders, industry partners, and key vendors
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Drive new business growth and expand Datacom's market presence
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Work across managed services, cybersecurity, cloud, applications, and digital transformation
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Build relationships, influence strategy, and contribute to significant Australian Defence technology programs
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Manage long sales cycles and RFP responses in collaboration with pre-sales teams, line-of-business owners, and solution architects
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Support and enrich strategic vendor relationships to keep Datacom top of mind for opportunities
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Qualify opportunities quickly
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Track opportunity progression through the sales cycle using Salesforce
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Requirements
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At least 8+ years' sales experience working within the Department of Defence and Canberra market
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Solid understanding of the IT Defence and Defence industry market in Canberra
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Substantial C-level network
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Understanding of managed services, cybersecurity, cloud, digital platforms, and applications markets
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Technical nous to pick up new offerings and services
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Proven ability to manage long sales cycles, including RFP responses
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Proven ability to qualify opportunities quickly
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Current knowledge, training,



and engagement with relevant vendors
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Ability to absorb, apply, and communicate technical information to a diverse audience
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Excellent customer and vendor relationship-building and management skills
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Strong influencing and negotiation skills
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Excellent written and oral skills
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Experience using Salesforce as the sales CRM for tracking opportunity progression through the sales cycle
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Successful track record in sales
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Core Competencies
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Demonstrates extensive experience in sales within the Defence industry, with a robust 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.
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Highest-signal resume keywords
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Sales Experience Within Defence
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Long Sales Cycle Management
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Salesforce CRM Proficiency
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C-Level Relationship Management
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Understanding of Cybersecurity and Cloud Markets
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Hard Skills
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Sales Strategy Development
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RFP Response Management
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Opportunity Qualification
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Technical Solution Communication
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Market Analysis
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Soft Skills
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Influencing Skills
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Negotiation Skills
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Relationship Building
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Written Communication
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Oral Communication
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Industry Keywords
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Defence Industry
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Managed Services
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Cybersecurity
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Digital Transformation
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Applications Market
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Tools & Technologies
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Salesforce
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📌 Senior Business Development Manager (Canberra)
🏢 Jobtailor
📍 Canberra