Janes empowers military, government, and defence leaders to act with confidence in an increasingly complex world. Our trusted defence, security, and geopolitical information delivered through seamless digital platforms and system integrations—turns overwhelming data into clear, actionable intelligence and insight. By filling critical information gaps, Janes helps customers analyse threats, accelerate decisions, and stay ahead of emerging challenges.
Job purpose:
This is an engaging and impactful role supporting the Australia and New Zealand (ANZ) region as a solution‑focused Senior Business Development Manager, based in Canberra. The position centres on working collaboratively with customers across the Australian Government — including Defence and the National Security community — as well as private defence industry and commercial organisations selling data-centric intelligence products and services to customers where tracking geopolitical and geoeconomic risk matters. With our help, customers can use their scarce resource more effectively, to get to better decisions with higher confidence, more quickly.
You will be part of a small, supportive team of Janes colleagues in Australia within Sales & Customer Success, and will work closely with the wider Asia Pacific Sales Team. Your focus will be to identify opportunities, build relationships, and develop meaningful business development plans that support sustainable revenue growth in line with personal and regional goals.
The Senior Business Development Manager's core purpose is to renew existing business in the ANZ region and build a healthy sales pipeline that contributes to Janes' continued growth within Defence and National Security environments.
How you will contribute at Janes:
* Build trusted, long‑term relationships with key decision‑makers, influencers, and stakeholders across your accounts.
* Engage confidently with senior stakeholders — internally and externally — to create positive, collaborative partnerships.
* Understand individual customer needs and translate them into tailored solutions that reflect Janes' Value Proposition.
* Apply Janes' Sales Methodology and processes to manage your pipeline, support accurate forecasting, and contribute to account growth.
* Work closely with colleagues across Business Development, Customer Success, Product, Marketing, and Demand Generation to identify new opportunities, deliver effective lead‑generation plans and identify opportunities to grow accounts through upselling and cross‑selling.
The ideal skills and experience for this role are:
* Experience in sales or business development, ideally within ANZ Government, Defence, or National Security organisations.
* Strong knowledge or networks within Defence and National Security sectors.
* Understanding of the ANZ geopolitical risk landscape and the role of open-source intelligence in meeting customer requirements.
* Familiarity with the typical challenges faced by analysts in Defence and National Security environments.
* Understanding of ANZ Defence budgeting and procurement processes.
* Excellent communication and relationship‑building skills, with an organised, adaptable and positive approach.
* Ability to understand and communicate Janes' value proposition.
If this sounds like a role where you could make an impact, we'd love to hear from you. Even if you're not sure you meet every requirement, your experience may be a great fit — we value capability, curiosity, and a willingness to learn.