About the Role
We are seeking a customer-focused, outcome-driven Business Development Manager (BDM) to join our growing Microsoft partner business, specialising in Cybersecurity, Cloud, and AI solutions for the SMB market.
This is a high-impact, end-to-end role for someone who thrives on solving business problems, leading strategic conversations, and driving deals to closure. You will guide customers through complex decisions across security, cloud, and AI, challenge thinking where needed, and orchestrate internal and external stakeholders to deliver meaningful business outcomes.
You will also play a key role in driving joint go-to-market motions with Microsoft, working closely with their sales teams to co-sell solutions and win customers together.
Key Responsibilities
1. New Business Development
- Identify, develop, and qualify new opportunities within the SMB segment across NSW
- Build and maintain a high-quality, disciplined sales pipeline
- Engage prospects through outbound activities, networking, referrals, and partnerships
- Position cybersecurity, cloud, and AI solutions aligned to customer business outcomes, risks, and growth objectives
2. Customer Engagement & Value-Based Selling
- Lead discovery sessions to understand customer environments, challenges, and strategic priorities
- Drive value-based and risk-led conversations, quantifying business impact and ROI
- Initiate and lead AI-led discussions, helping customers understand how tools like Microsoft Copilot and automation can transform productivity and operations
- Identify practical AI use cases across business functions (e.g. finance, operations, sales, customer service)
- Challenge customer assumptions and guide them towards best-practice cloud, security, and AI outcomes
- Translate technical capabilities into clear, compelling business value for decision-makers
- Deliver impactful presentations, demos, and solution proposals
3. Deal Orchestration & Sales Execution
- Own the full sales cycle from first engagement through to contract signature
- Act as the single point of accountability for progressing opportunities and removing blockers
- Coordinate internal teams (technical, presales, delivery) and customer stakeholders
- Maintain deal momentum by proactively managing risks, objections, and decision timelines
- Prepare proposals, pricing, and commercial models aligned to customer needs and margin objectives
- Consistently meet and exceed revenue targets through strong execution and closing capability
4. Partner Engagement & Co-Sell Execution (Microsoft & Ecosystem)
- Build and maintain strong relationships with Microsoft stakeholders (e.g. Account Executives, Partner Development Managers, Customer Success teams)
- Proactively align opportunities to Microsoft strategic priorities (e.g. Security, Copilot, Azure growth)
- Drive joint customer engagements with Microsoft to accelerate deal progression
- Collaborate with Microsoft sellers to co-sell, co-position, and build value propositions
- Leverage Microsoft programmes, funding, and incentives (where applicable) to strengthen deal outcomes
- Actively bring Microsoft into deals to increase credibility, influence, and win probability
5. Account Growth & Trusted Advisory
- Build long-term client relationships anchored in trust, outcomes, and measurable value
- Identify and drive upsell and cross-sell opportunities (Microsoft 365, Azure, Security, AI)
- Act as a trusted advisor on cloud, cybersecurity, and AI strategy
- Help customers evolve from reactive IT to proactive, AI-enabled business transformation
- Ensure high levels of customer satisfaction, retention, and recurring revenue growth
Key Focus Areas
- Microsoft Cloud (Azure, Microsoft 365)
- Cybersecurity (Microsoft Defender, Sentinel, Identity & Access)
- AI & Productivity (Microsoft Copilot, automation, data-driven insights)
- Managed Services and recurring revenue growth
- SMB/Corporate customer engagement
Required Skills & Experience
- Proven experience in business development or sales within IT, cloud, cybersecurity, or AI-related solutions
- Strong understanding of the Microsoft ecosystem (Azure, M365, Security; exposure to AI/Copilot highly regarded)
- Demonstrated success in hunting, progressing, and closing deals
- Ability to lead strategic business conversations, not just product discussions
- Experience selling into SMB clients
- Experience engaging with vendor ecosystems (e.g. Microsoft) to co-sell and drive joint outcomes
- Strong stakeholder engagement skills across both technical and business audiences
- Strong commercial acumen and negotiation skills
- Excellent communication, presentation, and storytelling abilities
Desirable
- Experience working with a Microsoft Partner or MSP
- Familiarity with AI use cases, automation, or Microsoft Copilot scenarios
- Knowledge of cybersecurity frameworks and risk-based selling approaches
- Existing network within the Victoria/NSW SMB market
- Microsoft certifications (Azure, Security, Modern Work, or AI)
What We Offer
- Competitive base salary with uncapped commission structure
- Opportunity to work across Cybersecurity, Cloud, and AI transformation initiatives
- Career progression within a fast-growing Microsoft-focused business
- Strong technical and presales support
- Exposure to diverse SMB/Corporate industries and use cases
Success in This Role
You will thrive in this role if you are:
- Customer-obsessed and outcome-driven
- A proactive hunter who creates opportunities - not waits for them
- Comfortable leading strategic conversations across cloud, security, and AI
- Able to challenge customers constructively and shape decision-making
- Highly organised and capable of coordinating multiple stakeholders (internal, customer, and Microsoft)
- Experienced in or eager to learn Microsoft co-sell motions and partner engagement
- Curious about emerging technologies and excited by AI-driven transformation
- Relentless in driving opportunities forward to closure and measurable business outcomes
Pay: $90,000.00 – $120,000.00 per year
Work Authorisation:
Location:
Willingness to travel:
Work Location: In person
