Business Development Manager – (ACT)
Description
The Opportunity
We are looking to recruit a Business Development Manager (BDM) who will be responsible for a portfolio of accounts in the ACT reporting to the Head of Public Sector, ANZ. The Manager will contribute to the development of account plans for the region and is expected to pursue business development opportunities providing additional value-add work for clients as well as support business development more broadly for the region. You will have the responsibility to generate leads, build relationships with targeted prospects, help qualify the target and lead further sales activities.
The role requires an individual with strong networks in ACT and excellent client engagement skills.
*Applicants who are considered for the Public Sector must be Australian citizens to qualify for an Australian Commonwealth security clearance.
The Responsibilities
Your responsibilities will include:
Your responsibilities will include:
- Refresh the go-to-market plans and portfolio of services in the ACT region with the help of the Australian Leadership Team
- Identify and qualify potential prospects for the Public Sector team using a variety of strategies and tactics to connect with target prospects
- Participate in the design and development of various demand generation programs and campaigns for prospecting, follow up and cold calling
- Execute these demand generation programs and campaigns
- Work with marketing and other leadership teams to align strategies and develop value positioning (including analysis of competitor landscape)
- Work closely with ISG Partners and Directors on account planning and penetration strategies
- Proactively work with Australian Leadership Team, Service Line leads and global team members to mine existing clients and develop referrals
- Interact with designated alliance partners, channel relationship partners and/or service providers to identify prospective opportunities
- Contribute to the development and delivery of business development training and coaching to the ANZ Advisor community
Campaigns
- Provide support in the execution of campaigns, primarily contacting targets at executive levels to schedule discovery calls
- Assist in developing the message and support materials for campaigns
- Track results of campaigns in ISG sales tracking tools or as agreed
Internal Networking
- Work closely and coordinate as appropriate with ISG marketing team for campaigns, events, and similar market awareness strategies
External Networking
- Develop contacts and relationships with key channel and alliance partners, or service providers for prospective identification, lead qualification and follow up
- Develop contacts at trade groups and professional associations for identification of trends and potential prospects
The duties and responsibilities described in this job description may not be a comprehensive list. Additional tasks may be assigned to the employee from time to time as necessitated by business demands.
The Role Requirements
Our ideal candidate will have:
- 8-10 years of experience working in a prospecting/business development role in a targeted account sales environment, including 5-7 years of experience in an organisation generating leads for information technology, business process services or professional services firms
- Deep network and relationships within Government departments at a Federal level
- Knowledge of professional services and/or ITO/BPO industry required
- Strong Digital and Transformation experience and understanding, i.e., how, and why transformation programs and Digital are adopted, and successfully positioning ISG in that framework
- Proven history of working with, and selling solutions to, CXO and Line of Business stakeholders
- Experience developing new and creative contact selling strategies
- Outgoing, dynamic individual who understands and enjoys early stage selling and market interaction which can involve developing and executing prospecting tactics to gain access to decision makers to secure contact and appointment, i.e., possess a “hunter” type mentality
- Understand how to manoeuvre through large organisations to identify and communicate with decision makers and key influencers
- Sufficient business savvy to probe and ask questions that will help qualification
About You
Our ideal candidate will need:
- Team development and management experience, including recruiting, relationship management, mentoring and account management
- Exceptional presentation, verbal, and written communication skills, with the ability to articulate complex ideas in easy-to-understand business terms to all levels of management
- Consultative approach to prospective development
- Excellent time management skills and the ability to manage competing priorities in a busy work environment
Your Education
- A relevant undergraduate degree minimum: relevant postgraduate degree preferred
Who we are
ISG (Information Services Group) (Nasdaq: III) is a leading global AI-centered technology research and advisory firm. A trusted business partner to more than 900 clients, including more than 75 of the world’s top 100 enterprises, ISG partners with our clients to determine a future vision, lead rapid change and realize the value of your digital investment at scale. We’re more than consultants: we help our clients achieve operational excellence and faster growth.
ISG (Information Services Group) (Nasdaq: III) is a leading global AI-centered technology research and advisory firm. A trusted business partner to more than 900 clients, including more than 75 of the world’s top 100 enterprises, ISG partners with our clients to determine a future vision, lead rapid change and realize the value of your digital investment at scale. We’re more than consultants: we help our clients achieve operational excellence and faster growth.
Founded in 2006, and based in Stamford, Connecticut., ISG employs more than 1,500 digital-ready professionals operating in more than 20 countries - a global team known for its innovative thinking, market influence, deep industry and technology expertise, and world-class research and analytical capabilities based on the industry’s most comprehensive marketplace data.
Our market-leading research and insights help us get ahead of the trends, so we can help enterprises optimise performance, enhance client relationships, and accelerate growth.
How we work
At ISG, we don’t just accept difference — we celebrate it, we support it, and we thrive on it for the benefit of our employees, our clients, and our communities. As a certified Great Place to Work, ISG is proud to be an equal opportunity workplace, and we are committed to creating an inclusive environment for all employees. We truly believe the more diverse and inclusive we are, the better our work will be.
What ISG can offer you
As part of a dynamic and growing business, you will have the opportunity to work in a collaborative and supportive team environment, on a range of interesting engagements. We love diverse thinking, entrepreneurship qualities and deeply value your desire to develop and grow your career here.
We are passionate about what we get do and what we represent, both for our people and our clients.
ISG offers great benefits to our employees, including:
- Flexible working arrangements
- Paid parental leave
- Volunteering leave
- Women in Digital Program & Events
- Global Mentoring Program
- Novated Leasing
- Employee Assistance Program
- Purchased Leave Program
- Stock Purchase Program
If you are interested in being part of an organisation that recognises and rewards your personal value and skillset, then please don’t hesitate to submit your resume and cover letter. We look forward to hearing from you!
#LI-Remote