Business Development Manager

Date: 19-Nov-2021

Location: Melbourne, Australia

Company: Canon


About Us

Canon Business Services ANZ, which combines the 25 years of world-class business process outsourcing of Converga and the leading-edge business

technology solutions from Harbour IT. Our solutions are backed by the Canon Group, enabling us to leverage the network and capabilities of one of the

world’s largest companies.


About the Role

As a part of Canon Business Services, Harbour IT is one of the leading Managed Services and Cloud Providers in Australia. Due to continued growth

and success we are now looking for an experienced Business Development Manager to join our Queensland and Melbourne Sales Teams.  The role

will be a hybrid function across Business Development (80%) and Account Management (20%).

The successful candidate will be responsible for uncovering net new business opportunities focusing primarily on the core Harbour IT Cloud, Managed

Services and Professional services solutions whilst also managing a small number of Harbour IT existing managed customers.

The intention is to have an 80% / 20% split between the Business Development role and Account Management role

This is a field-based role and you will be supported by an experienced team including, cross functional support and lead generation.


Primary responsibilities


Business Development


    • Achieving your Gross Profit sales target and agreed KPIs
    • Prospecting to and winning new and strategic business opportunities from within Harbour IT's ideal customer segment
    • Manage your sales pipeline to quickly nurture prospects into new customers 
    • Responsible for the creation, implementation and execution of sales plans 
    • Maintain and demonstrate both a commercial and technical understanding of Harbour IT’s products and services in order to appeal to a broad customer audience 
    • Manage and deliver on sales activities such as prospecting, introduction meetings, client qualification, subsequent presentations, quoting and proposals submission in a professional & timely manner


Account Management


    • Achievement of your personal Gross Profit sales target against the managed accounts
    • Responsible for the collection and preparation of all customer requirements for a sales opportunity
    • Ensure you have in-depth detailed knowledge of all commercial aspects of the account
    • Lead conflict resolution scenarios with relevant stakeholders
    • Drive annual or bi-annual Strategic Reviews
    • Contribute to forecasting and reporting of revenue and GP
    • Conduct and/ or attend customer account weekly meetings, project review meetings and monthly governance meetings


About you


    • Strong verbal and written communications skills, including presentation skills especially at ‘C’ Level
    • 8 to 15 years of overall experience is preferred with at least 5 years of experience in an IT enterprise space with strong understanding of its’ sales cycle
    • Conversant in the space of Hybrid Cloud, Managed Services, IT Infrastructure and business outcomes
    • Strong understanding of Channel/Partner Eco-system