About the Role
We are seeking a highly driven Business Development Manager (BDM) to join our growing Microsoft partner business in Melbourne, specialising in Cybersecurity and Cloud solutions for the SMB (Small & Medium Business) market.
This is a true end-to-end role, combining new business acquisition, presales engagement, solution selling, closing deals, and ongoing account management. You will play a critical role in driving revenue growth and building long-term customer relationships.
Key Responsibilities
1. New Business Development
- Identify and develop new opportunities within the SMB segment across NSW.
- Build and manage a strong pipeline of qualified leads.
- Engage prospects through networking, outbound activities, referrals, and partnerships.
- Position cybersecurity and cloud offerings aligned to customer business needs.
2. Client Engagement & Presales
- Conduct discovery sessions to understand client environments, risks, and objectives.
- Collaborate with technical teams to design tailored cloud and security solutions.
- Deliver impactful presentations, demos, and solution proposals.
- Translate technical capabilities into clear business value for decision-makers.
3. Sales & Deal Closure
- Own the full sales cycle from initial engagement through to contract signature.
- Prepare proposals, pricing, and commercial models.
- Negotiate effectively to close deals while maintaining margin targets.
- Meet and exceed individual revenue and KPI targets.
4. Account Management & Growth
- Manage and grow existing client relationships post sale.
- Identify upsell and cross-sell opportunities (e.g., Microsoft 365, Azure, Security solutions).
- Act as a trusted advisor to clients on cloud and cybersecurity strategy.
- Ensure high levels of customer satisfaction and retention.
Key Focus Areas
- Microsoft Cloud (Azure, Microsoft 365)
- Cybersecurity solutions (e.g., Microsoft Defender, Sentinel, Identity & Access)
- Managed services and recurring revenue growth
- SMB market engagement
Required Skills & Experience
- Proven experience in business development or sales within IT, cloud, or cybersecurity.
- Strong understanding of Microsoft ecosystem (Azure, M365, security stack preferred).
- Demonstrated success in hunting new business and closing deals.
- Experience selling into SMB clients.
- Ability to engage both technical and non-technical stakeholders.
- Strong commercial acumen and negotiation skills.
- Excellent communication and presentation abilities.
Desirable
- Experience working with a Microsoft Partner or MSP.
- Knowledge of cybersecurity frameworks and risk-based selling.
- Existing network within the Victoria SMB market.
- Microsoft certifications (Azure, Security, or Modern Work).
What We Offer
- Competitive base salary + attractive uncapped commission structure.
- Opportunity to work with cutting edge Microsoft cloud and security solutions.
- Career growth within a fast-growing Microsoft focused business.
- Supportive team environment with strong technical backing.
- Exposure to a wide range of industries across the SMB space.
Success in This Role
You will thrive in this role if you are:
- A proactive hunter with a strong sales mindset
- Comfortable owning the full sales lifecycle
- Passionate about cloud and cybersecurity solutions
Pay: $90,000.00 – $120,000.00 per year
Work Authorisation:
Location:
Willingness to travel:
Work Location: In person
