The Opportunity
We are looking to recruit a Business Development Manager (BDM) who will be responsible for a portfolio of accounts in the ACT reporting to the Head of Public Sector, ANZ. The Manager will contribute to the development of account plans for the region and is expected to pursue business development opportunities providing additional value‐add work for clients as well as support business development more broadly for the region. You will have the responsibility to generate leads, build relationships with targeted prospects, help qualify the target and lead further sales activities.
The role requires an individual with strong networks in ACT and excellent client engagement skills.
Responsibilities
* Refresh the go-to-market plans and portfolio of services in the ACT region with the help of the Australian Leadership Team
* Identify and qualify potential prospects for the Public Sector team using a variety of strategies and tactics to connect with target prospects
* Participate in the design and development of various demand generation programs and campaigns for prospecting, follow up and cold calling
* Execute these demand generation programs and campaigns
* Work with marketing and other leadership teams to align strategies and develop value positioning (including analysis of competitor landscape)
* Work closely with ISG Partners and Directors on account planning and penetration strategies
* Proactively work with Australian Leadership Team, Service Line leads and global team members to mine existing clients and develop referrals
* Interact with designated alliance partners, channel relationship partners and/or service providers to identify prospective opportunities
* Contribute to the development and delivery of business development training and coaching to the ANZ Advisor community
Campaigns
* Provide support in the execution of campaigns, primarily contacting targets at executive levels to schedule discovery calls
* Assist in developing the message and support materials for campaigns
* Track results of campaigns in ISG sales tracking tools or as agreed
Internal Networking
* Work closely and coordinate as appropriate with ISG marketing team for campaigns, events, and similar market awareness strategies
External Networking
* Develop contacts and relationships with key channel and alliance partners, or service providers for prospective identification, lead qualification and follow up
* Develop contacts at trade groups and professional associations for identification of trends and potential prospects
Requirements
* Applicants who are considered for the Public Sector must be Australian citizens to qualify for an Australian Commonwealth security clearance
* 8-10 years of experience working in a prospecting/business development role in a targeted account sales environment, including 5-7 years of experience in an organisation generating leads for information technology, business process services or professional services firms
* Deep network and relationships within Government departments at a Federal level
* Knowledge of professional services and/or ITO/BPO industry required
* Strong Digital and Transformation experience and understanding, i.e., how, and why transformation programs and Digital are adopted, and successfully positioning ISG in that framework
* Proven history of working with, and selling solutions to, CXO and Line of Business stakeholders
* Experience developing new and creative contact selling strategies
* Outgoing, dynamic individual who understands and enjoys early stage selling and market interaction which can involve developing and executing prospecting tactics to gain access to decision makers to secure contact and appointment, i.e., possess a "hunter" type mentality
* Understand how to manoeuvre through large organisations to identify and communicate with decision makers and key influencers
* Sufficient business savvy to probe and ask questions that will help qualification
About You
* Team development and management experience, including recruiting, relationship management, mentoring and account management
* Exceptional presentation, verbal, and written communication skills, with the ability to articulate complex ideas in easy‐to‐understand business terms to all levels of management
* Consultative approach to prospective development
* Excellent time management skills and the ability to manage competing priorities in a busy work environment
Education
A relevant undergraduate degree minimum: relevant postgraduate degree preferred
Benefits
* Flexible working arrangements
* Paid parental leave
* Volunteering leave
* Women in Digital Program & Events
* Global Mentoring Program
* Novated Leasing
* Employee Assistance Program
* Purchased Leave Program
* Stock Purchase Program
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