This is a Business Development Manager - Cohesity role with Dicker Data based in Sydney, NSW, AU Dicker Data Role Seniority - mid level More about the Business Development Manager - Cohesity role at Dicker Data Founded in 1978, Dicker Data is Australia’s leading locally owned and operated distributor of ICT hardware, software, cloud and IoT solutions for over 10,000 reseller partners across Australia and NZ. An ASX listed (ASX: DDR) company, we are recognised in the industry for our award-winning record of gender equality, diversity and inclusion and we pride ourselves on building sustainable business practices. We understand the importance of hiring the right people to build successful teams, and of supporting our people to reach their full potential in every aspect of work and life. Our Vision To inspire, educate and enable Australian technology resellers to achieve their full potential through the delivery of unparalleled service, technology and logistics. Our Values At Dicker Data, we pride ourselves on our family centric culture. Our people band together for a common goal, willing to lend a helping hand and often going above and beyond to support their colleagues. The values that underpin our company culture are the drivers of our ongoing success: Agile Solution focused Respect for all people Integrity in the way we operate As a Business Development Manager in our Software business unit, you will develop and implement business activities to assist top tier vendor, Cohesity, to grow their business across Australia and NZ. This national role is ideal for a strategic thinker with a strong blend of reseller relationship management, account management, and new business development expertise. You’ll be instrumental in expanding Cohesity’s pipeline, increasing revenue, and achieving gross margin and rebate targets. Success in this role requires deep operational insight, consultative and challenger sales experience, and the ability to build and nurture high-value partnerships. If you're ready to make a measurable impact in a fast-paced, vendor-focused environment, we want to hear from you! Key Responsibilities Sales & Business Growth Accurately forecast sales performance monthly and quarterly Manage and grow a robust sales pipeline to meet vendor and Dicker Data targets Support internal teams with quoting and opportunity development Maintain up-to-date vendor sales certifications and product knowledge Achieve KPIs including 100 appointments per quarter, territory planning, and rebate-linked vendor targets Reseller Relationship Management Build and nurture strong relationships with resellers, understanding their business needs and key contacts Provide responsive support via phone and email, ensuring timely processing of requests and pricing claims Collaborate closely with Account Managers, Product Managers, and BDMs across regions on aligned accounts Attend reseller and vendor events, including after-hours engagements, to strengthen partnerships Maintain accurate and timely reporting on sales activity, vendor engagement, and performance metrics Participate in regular one-on-ones, team meetings, and vendor reporting sessions Territory & Stakeholder Engagement Conduct ongoing territory analysis to identify growth opportunities and track initiative success Develop and maintain strong working relationships with internal stakeholders across business units and sales teams Represent Dicker Data and vendor brands professionally in all interactions Travel locally, interstate, and internationally as required Skills, Knowledge and Experience Previous experience in a similar role Professional communication skills, both written and verbal Excellent presentation/ training skills and experience Strong negotiation skills Exceptional customer service skills Proactive orientation High level of discipline, initiative and enthusiasm Able to work well in a team as well as autonomously Intermediate MS Office proficiency Strong relationship-building skills with demonstrated ability to communicate and foster positive relationships with internal staff and with all levels of customer and vendor contacts Only those with the legal right to work in Australia may apply for this position. Only short-listed candidates will be contacted. Before we jump into the responsibilities of the role. No matter what you come in knowing, you’ll be learning new things all the time and the Dicker Data team will be there to support your growth. Please consider applying even if you don't meet 100% of what’s outlined Key Responsibilities Developing business activities Managing sales pipeline Building relationships Key Strengths Sales & Business Growth Reseller Relationship Management Territory & Stakeholder Engagement ️ Professional communication skills Strong negotiation skills Intermediate MS Office proficiency A Final Note: This is a role with Dicker Data not with Hatch.