Business Development Executive

Job Function: Sales The role:

Location: Open to Melbourne or Sydney

The role

We are looking for a commercially focused and strategically minded Business Development Executive (BDE) to lead the growth of our Security Services portfolio across Australia. You'll work with customers to solve complex security and compliance challenges, leveraging our services and partner ecosystem to deliver secure, scalable, and cost-effective outcomes.

This role sits at the intersection of customer engagement, market intelligence, internal enablement, and partner strategy. You'll collaborate closely with Sales, Technical Leads, Partners, and Delivery to ensure our offerings remain competitive, relevant, and innovative.

Key Responsibilities

Sales Execution

• Own and drive the growth of Security Services, including advisory, implementation, and managed services.
• Leverage Microsoft-funded programs (e.g., Solution Assessments, ECIF, AMMP) as door-openers to drive deeper customer engagement and multi-phase security conversations.
• Identify and qualify new business opportunities across enterprise, mid-market, and net new segments.
• Lead the end-to-end sales cycle from opportunity qualification through to close and handover.
• Build trusted relationships with IT, Security, and Executive stakeholders to position long-term solutions.
• Engage with Microsoft and security-focused ISVs (e.g. Okta, Fortinet, Palo Alto, Zscaler) to jointly position and bundle services that drive tangible security outcomes.
• Develop and position comprehensive service offerings across advisory, implementation, managed services, and change management.
• Provide customer and market feedback to internal stakeholders for continuous improvement in portfolio development and execution.

Strategic & Market Intelligence

• Conduct competitive analysis to monitor market trends, competitor offerings, and pricing to refine our GTM approach.
• Identify emerging threats and opportunities, including regulatory shifts, threat landscape evolution, and new compliance mandates.

Thought Leadership

• Represent the brand at industry events, security forums, webinars, and roundtables to elevate our profile.
• Author whitepapers, articles, or blogs that showcase our expertise in cybersecurity, compliance, and customer outcomes.

Cross-Functional Enablement

• Enable internal Sales and Delivery teams to confidently position and execute security engagements.
• Partner with Marketing to co-create demand generation campaigns, customer case studies, and outreach sequences.

Partner Ecosystem Expansion

• Build relationships with existing and new strategic partners, extending beyond Microsoft to complementary security vendors.
• Structure joint GTM agreements including co-sell and referral models that incentivise shared pipeline success.

Customer Success Alignment

• Maintain oversight of post-sale engagements, ensuring a smooth transition to delivery and visibility into customer satisfaction.
• Proactively identify renewal and upsell opportunities through managed services or additional advisory services.

Innovation & Portfolio Evolution

• Collaborate with technical teams to pilot and refine new service offerings based on customer feedback and market demand.
• Feed real-world insights into the R&D loop to shape future offerings and improve service relevance.

What we need to see from you:

• Existing full-time work rights in Australia
• Ability to commute to our office and visit customers in Melbourne or Sydney
• A curious, commercially savvy, and collaborative mindset, with a passion for helping customers modernise securely.

Technical and Sales Qualifications

• 5+ years' experience in enterprise technology sales or pre-sales, with a strong emphasis on cybersecurity, compliance, or cloud security services.
• Proven ability to position and sell professional and managed services aligned to frameworks like Zero Trust, Essential Eight, ISO27001, and NIST CSF.
• Deep understanding of Microsoft Security stack (e.g. Defender, Sentinel, Purview, Entra), and familiarity with ISVs such as Okta, Fortinet, Zscaler, Palo Alto, and others.
• Comfortable selling across multi-cloud environments, with an understanding of security principles on AWS, Azure, and GCP.
• Experience leading complex deal cycles, building proposals, and driving commercial negotiations.
• Excellent communication and storytelling skills, able to engage and influence technical and executive audiences.
• Strong CRM hygiene, pipeline discipline, and forecasting ability.
• Clear understanding of Adoption & Change Management as a business-critical lever in security transformation.
• Strong presentation and proposal development skills with experience leading commercial negotiations.
• A strategic thinker, comfortable working in a fast-paced, matrix environment.

Desirable

• Experience working within a Microsoft Partner organisation or similar security-focused partner ecosystem.
• Exposure to MSSP models or SOC-related service offerings.
• Familiarity with customer environments in mining and manufacturing, financial services, or healthcare.

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Please note that SoftwareOne does not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Services Agreement (Job-Specific per our global standard) with the agency/recruiter, SoftwareOne will not consider or agree to payment of any referral compensation or recruiter fee.