Business Development Manager in Mornington

ABOUT THE COMPANY

SolutionOne is the Peninsula's leading managed IT provider. We're an established business of around 95 people, with clients across Melbourne and nationally, all supported from our Mornington head office. We're now building out our Managed Services sales function. We already have an established team of Education BDMs, and this is the first BDM role in our Corporate Services team. It's a genuine sales role with a seat at the table: you'll win new business and help shape how we grow.

The Business Development Manager drives new recurring revenue for SolutionOne's Managed Services division. Performance is measured on gross profit from new and expanded managed services agreements. This is the first BDM role within our Corporate Services department, complementing our established Education BDM team. Beyond winning new business, the role helps shape how we take our services to market: who we target, how we package and message our offering, and the sales process we scale as the team grows.

The role is based in Mornington but is not limited to the Peninsula, with regular activity in Melbourne. We value a proven, outcome-driven sales track record and the right attitude over deep technical knowledge. An experienced technical and service delivery team supports every deal, and we'll invest in building your technical capability. We're a team of genuine experts who love what we do and where we do it. We're on the Peninsula by choice, not by accident. Family and lifestyle matter here, and so does doing great work. We set high standards, back each other to hit them, and have plenty of fun along the way.

What's in it for you:

• Competitive base salary along with OTE incentive, paid quarterly against gross profit and recurring revenue targets.
• Access to car allowance and phone and laptop provided.
• Ongoing training and vendor certifications.
• A first-hire role with real influence over how our sales function is built.
• An established, well-regarded business with an experienced team behind every deal.
• Work where everyone else holidays: a Mornington base, with regular time in Melbourne.

JOB FUNCTIONS

The role:

• Win new clients for our managed IT service, across the Peninsula and regularly up into Melbourne.
• Uncover whitespace in our existing client base and grow those relationships.
• Generate your own pipeline through networking, referral partners, events and outreach.
• Help shape our sales strategy and marketing direction: who we target, how we tell our story, and the campaigns that support it.
• Work closely with our technical and service delivery teams to design solutions and deliver proposals that land.
• Represent SolutionOne in the business community.

Key performance indicators:

• Gross profit from new and expanded recurring revenue (MRR) against target.
• New managed services clients secured.
• Growth within existing accounts.
• Consistent generation of qualified pipeline through self-sourced activity, networking and marketing initiatives.
• Proposal conversion rate.
• Contribution to sales strategy and marketing initiatives.
• CRM accuracy and forecast reliability.
• Client satisfaction and retention of accounts won.
• Referral partner and vendor relationship growth.

QUALIFICATIONS, EXPERIENCE AND ATTRIBUTES ESSENTIAL

• Proven track record of consistently achieving or exceeding B2B sales targets.
• Demonstrated ability to generate new business through self-sourced leads, networking and referrals.
• Strong relationship-building skills with business owners, executives and decision-makers.
• Outcome-focused, self-motivated and comfortable owning a target.
• Consultative approach: understands a client's business before proposing a solution.
• Strong written, verbal and presentation skills.
• Appetite to help build a sales function, not just work within one.
• Clear alignment with SolutionOne values and culture.
• Current driver's licence.

WHAT TO BRING TO THE ROLE?

Attitude, cultural fit and a proven sales record come first. We can teach the tech.

HIGHLY REGARDED

• Experience selling managed IT services, technology or other recurring-revenue services.
• Understanding of cybersecurity, cloud and Microsoft 365 environments.
• Experience contributing to sales strategy, marketing campaigns or go-to-market planning.
• Experience using a CRM and maintaining a disciplined pipeline.
• An existing network in the Mornington Peninsula or Melbourne business community.

KEY RESPONSIBILITIES

• Win new managed services clients across the Peninsula, Melbourne and beyond.
• Run discovery meetings to understand business challenges and the outcomes clients need.
• Lead opportunities from first conversation through to close and handover.
• Identify whitespace within our existing client base, including additional services, hardware and projects.
• Build trusted-advisor relationships with a limited book of accounts.
• Work with account and service teams on expansion opportunities.
• Sales strategy and go-to-market.
• Help define target markets, ideal client profiles and service packaging.
• Contribute to the sales playbook, qualification approach and proposal standards.
• Feed market and competitor insight back to leadership.
• Help shape messaging, campaigns, events and collateral with leadership and marketing.
• Make sure marketing activity creates qualified pipeline.
• Share what's winning and losing in the market.

Pipeline and CRM

• Generate pipeline through self-sourced activity, networking and marketing initiatives.
• Keep CRM records, opportunities and forecasts accurate and current.

Solutions and proposals

• Work with technical teams to design the right solution.
• Develop proposals and managed service agreements.
• Present in business language focused on outcomes, value and ROI.

Networking and industry engagement

• Represent SolutionOne at networking events, industry functions and trade shows.
• Build relationships with referral partners and strategic vendors.
• Deliver presentations and workshops where appropriate.
• Work closely with service delivery, technical, procurement and leadership teams.
• Manage client expectations through sales and onboarding.
• Build knowledge of managed services, cybersecurity, cloud, Microsoft and AI, supported by training and vendor certifications.

Other duties as reasonably requested by management.