Business Development Manager

Perth, WA, AU,

This is a hybrid role based in Perth, Western Australia.

About the Role

Reporting to the Services Director, the Business Development Manager (Solutions) is a pivotal new business role within our Western Australia Sales team. You will own and grow a portfolio across the region by prospecting into organisations with no prior Insight relationship, as well as breaking new ground inside established accounts.

You will qualify, develop, and close profitable deals across all Insight’s solutions portfolio. Once a net‑new logo or newly captured workload reaches a stable, profitable growth threshold, you will hand it over to a Client Executive Lead so that you can stay focused on the next expansion frontier.

Along the Way, You Will Get To

• Own the net‑new‑logo number — identify, target, and win organisations that have never transacted with Insight, making a direct and measurable impact on the region’s growth
• Analyse existing client accounts to uncover white space, targeting new workloads such as introducing Data & AI into accounts currently utilising only Modern Work
• Build and execute a territory and prospecting plan focused on net‑current accounts and account expansion, cold prospecting into target companies and new business units with confidence
• Qualify leads and expansion opportunities against clear criteria, recognising buying signals and progressing the strongest opportunities through the pipeline
• Leverage Insight’s partner and vendor ecosystem, including Microsoft, to open doors into net‑new accounts and expand workloads within existing relationships
• Conduct thorough needs analyses and apply a consultative selling approach to map Insight’s solutions portfolio to each client’s unaddressed challenges, articulating clear and quantified value
• Engage sales specialists and pre‑sales colleagues to ensure client requirements are addressed comprehensively from a technical perspective
• Develop tailored proposals and presentations, lead negotiations, address objections, and finalise contracts in close collaboration with internal stakeholders
• Apply OpEx/CapEx knowledge to build robust commercial business cases and close profitable deals to GP target
• Establish credibility and trust with key decision‑makers across target companies and existing accounts, building strong relationships with vendors, partners, and teammates
• Manage newly won clients and workloads through their early growth phase before ensuring a seamless handover to the Client Executive Lead at the appropriate threshold
• Maintain an accurate and up‑to‑date CRM, forecast consistently, and manage your time effectively to hit activity KPIs
• Stay informed on industry trends, the competitive landscape, and market dynamics – sharing insights with the broader team and contributing actively to sales strategy and your own ongoing development

What We’re Looking For

• A proven track record of winning net‑current logos and driving expansion through cross‑selling new workloads in a B2B technology, IT solutions, or services environment
• Demonstrated hunting and land‑and‑expand sales experience – you thrive on opening new doors, not solely managing existing relationships
• Experience selling complex solutions across cloud, data & AI, security, modern work, and managed or professional services, aligned to Insight’s portfolio
• The ability to navigate matrix organisations and engage executive buyers and decision‑makers beyond the traditional IT department
• Strong commercial and consultative selling skills, with proficiency in digital prospecting and social selling tools such as LinkedIn Sales Navigator
• Experience leveraging partner and vendor ecosystems, including Microsoft, to generate net‑new demand and navigate existing accounts
• A self‑directed, resilient, and target‑driven approach, with full working rights in Australia and the ability to be based in or cover the Western Region

What You Can Expect

• Dedicated career pathways and development
• Peer recognition and the opportunity to join our President’s Club
• Volunteer Leave and Work Life Balance days
• Work‑From‑Anywhere Programme for up to 4 weeks per year
• Employee Stock Purchase Plan

Equal Opportunity Employer

Insight is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, national origin, disability status, protected veteran status, sexual orientation or any other characteristic protected by law.

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