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Macquarie Technology Group

Posted 6 months ago

Open

Business Development Manager

CanberraHybridFull-time

AI Summary

Business Development Manager responsible for hunting and closing new government tech opportunities, managing a portfolio of Defence and Defence industry accounts, and delivering tailored solutions through cross-functional collaboration.

About this role

About us
We’re growing, not slowing, here at Macquarie Technology Group because we’re passionate about doing things differently. We want to challenge the industry and look for better ways of doing things. As a team, Macquarie Government are hardworking, results and success focused. We also take the time to celebrate our success and make sure our people are doing work that makes a difference.
We believe that collaboration & team connection is key for success. This role will be based in Canberra with a blended working arrangement of 3 days in our Canberra offices & the remaining working from home.
We require security clearance for this role, you must be an Australian citizen to be eligible to obtain a security clearance.
The Opportunity:

Join our Government Sales team as a Business Development Manager, where you’ll drive new customer acquisition, grow relationships across a portfolio of named Federal Government agencies, and deliver high-impact technology solutions.
This role provides a portfolio of named accounts to foster and develop relationships with.
You've learned that you can deliver results through relentless sales hunting and an ability to influence and develop relationships, combined with always creating value for your clients. We highlight this as an important attribute because our clients typically remain with us for a significant duration of time because of it.
You’ll be supported by a strong technical, commercial and product team, while owning the sales process end-to-end.
This is a great opportunity for a driven, relationship-focused sales professional who enjoys hunting, influencing and delivering real value to government customers.

Why Us

  • We're Australia's Great Place to Work 2025 certified for 3 years in a row.
  • For the third year in a row, we have been named a Global Winner of the 2026 Gallup Exceptional Workplace Award!
  • Over 42% of Australian government agencies use and trust us. They depend on us to protect them from private and state-sponsored cyber attackers.
  • We have the highest Net Promoter Score on the ASX, the World's best customer experience & crowned in 2020 at the World Communications Awards.
  • You’ll make an impact: Enjoy being part of a driven team with a collaborative culture that values decision-makers and action.
  • We Invest in you: Accelerate your career through our learning and development opportunities - think Gallup strengths-based training, defined career pathways and fantastic internal mobility opportunities across the group.
  • A dynamic and supportive team that values smart thinking.
  • A workplace where your business insights are celebrated.

    • Wha you'll be doing

  • Developing and closing new business opportunities across a portfolio of Defence and Defence industry organisations.
  • Achieve your sales quota consistently by fostering relationships within your defined portfolio, and developing solutions that deliver the business outcomes desired
  • Building strong, long-term relationships with stakeholders at multiple levels.
  • Identifying customer needs and working with technical and engineering teams to design and present solutions.
  • Managing your pipeline, forecasts and sales process through the CRM.
  • Contributing to marketing activities, events, and government engagement initiatives.
  • Collaborating with Account Directors, technical consultants, and other internal teams to close deals.
  • Supporting the team in achieving collective sales targets and contributing to a strong sales culture.

    • Required Experience and Skills

  • Minimum 5 years of direct, successful technology sales with a strong record of overachievement against quota
  • Proven ability to build, grow and maintain government customer relationships within Defence and Defence industry.
  • Experience developing business cases and selling complex solutions to senior executives (CIO, CFO, CEO).
  • Strong commercial acumen, problem-solving skills
  • Excellent communication, negotiation, and presentation skills.
  • Ability to manage multiple priorities, take ownership, and deliver results.

    • Desirable Experience and Skills

  • Bachelor’s degree in Sales, Business, Technology or a related field.
  • Exposure to recognised sales methodologies (Miller Heiman, SPIN, Challenger, etc.).
  • Strong research skills and ability to stay across new technology and networking trends.
  • Experience going from low-revenue to high-growth accounts.

    • Why Us

  • We're Australia's Great Place to Work 2025 certified for 3 years in a row.
  • For the third year in a row, we have been named a Global Winner of the 2026 Gallup Exceptional Workplace Award!
  • Over 42% of Australian government agencies use and trust us. They depend on us to protect them from private and state-sponsored cyber attackers.
  • We have the highest Net Promoter Score on the ASX, the World's best customer experience & crowned in 2020 at the World Communications Awards.
  • You’ll make an impact: Enjoy being part of a driven team with a collaborative culture that values decision-makers and action.
  • We Invest in you: Accelerate your career through our learning and development opportunities - think Gallup strengths-based training, defined career pathways and fantastic internal mobility opportunities across the group.
  • A dynamic and supportive team that values smart thinking.
  • A workplace where your business insights are celebrated.

    • Skills

    Account ManagementCommercial AcumenContract NegotiationsCRMCross-functional TeamworkForecastingGovernment ProcurementMarket ResearchNegotiationOpportunity QualificationPresentation SkillsRFP / Tender ExperienceSales Pipeline ManagementSales StrategySecurity Clearance ProcessSolution SellingStakeholder ManagementTechnical Solution DesignUnderstanding Of Defence Sector

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