Senior Business Development Manager (Perth)
The work we do matters
CyberCX, part of Accenture, protects and defends our customers and communities by providing the most comprehensive range of cyber security professional services in the region.
About CyberCX
CyberCX is a leading provider of professional cyber security and cloud services across Australia and New Zealand. CyberCX partners with private and public sector organisations to help them manage cyber risk, respond to incidents and build resilience in a complex threat environment. Its end-to-end cyber and cloud capabilities include consulting and advisory; governance, risk and compliance; incident response; penetration testing and assurance; network and infrastructure solutions; cloud security; identity and access management; managed security services; and cyber security training.
About Accenture
Accenture is a global professional services company with leading capabilities in digital, cloud and security. Find out more about us at www.accenture.com.
About the role
Reporting to the Director - Customer, the Senior Business Development Manager will identify growth opportunities and develop and implement strategies to increase sales of CyberCX products, services and capabilities across the Australian market, primarily within their region.
This is a senior new-business role focused on expanding the CyberCX customer base, strengthening our market presence and building trusted relationships with enterprise clients. Working closely with our Practices and Delivery teams, you will help shape accurate, outcome-focused solutions that meet customer requirements and support a strong transition into delivery.
You will own the customer journey from initial proposition through to delivery, maintain accountability for sales targets and KPIs, and position CyberCX as Australia’s greatest force of cyber security professionals.
What you’ll be doing
- Develop and execute a sales plan that expands the CyberCX customer base and achieves defined sales targets and KPIs.
- Identify, develop and convert strategic new-business opportunities across CyberCX’s cyber security and cloud capabilities.
- Own the customer experience and journey from solution proposition through to transition and delivery.
- Partner with Practices and Delivery teams to ensure project scopes are accurate, commercially sound and aligned with client requirements.
- Build strong, long-lasting customer relationships by understanding client needs, preferences and desired business outcomes.
- Maintain a strong knowledge of CyberCX service offerings and present them with intelligence and conviction.
- Lead responses to customer requirements, including requests for quotes, proposals and tenders.
- Develop new sales initiatives, identify opportunities for business improvement and resolve escalated customer issues.
- Coach and mentor less experienced Customer Sales team members and collaborate across CyberCX to improve customer outcomes.
Skills & Experience
- At least five years of IT sales experience, including meaningful experience selling technology services or information security services to enterprise clients.
- Proven success as a new-business hunter, with experience developing and executing sales plans from pipeline creation through to close.
- A strong record of consistently meeting or exceeding quota and winning new customers in complex enterprise environments.
- Demonstrated ability to use the broader capabilities and resources of an organisation to grow customer accounts.
- Experience with Solution Selling and/or Value Selling methodologies.
- Experience selling cyber security services and communicating technical and commercial value to senior decision-makers.
- Strong relationship-building, negotiation, proposal and presentation skills.
- A professional, ethical, customer-focused and collaborative approach, with a strong drive to achieve individual and team goals.
Security requirement: Due to the nature of this role, applicants must be Australian citizens and have the ability to hold an Australian Security Clearance.
Benefits of working at Accenture:
- 18 weeks paid parental leave
- Long and short-term career break opportunities
- Structured career development program
- Local and international career opportunities
- Certified as a Family Inclusive Workplace™
- Flexible Work Arrangements centred around Accenture’s Truly Human ethos and our commitment to supporting the health and wellbeing of our people
- Proud to be in the top three of last year’s Diversity & Inclusion Index.
Qualifications
We are a WORK180 Endorsed Employer. View our benefits and policies through the WORK180 employer page.
All our consulting professionals receive comprehensive training covering business acumen, technical and professional skills development. You’ll also have opportunities to hone your functional skills and expertise in an area of specialisation. We offer formal and informal training programs at every level, with learning taking place on the job, online, in the classroom and in collaboration with teammates. The variety of work we do provides an unbeatable platform from which to build a career.
Accenture is an EEO and Affirmative Action Employer of Females, Minorities, Veterans and Individuals with Disabilities.
Equal Employment Opportunity Statement for Australia:
At Accenture, we recognise that our people are multi-dimensional, and we create a work environment where all people feel they can bring their authentic selves to work, every day.
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