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 current 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 nn
- 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 n

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 n

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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 nn
- 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 nn
- 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 nn
- 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 nn
- Salesforce
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📌 Senior Business Development Manager (Canberra)
🏢 Jobtailor
📍 Canberra