Business Development Manager

About the role

You will own the end to end process of identifying and converting new business opportunities within your assigned territory, acting as the primary commercial driver for growth. You will build and maintain strategic relationships with key decision makers, positioning Ajax as the partner of choice in the security and automation sector. You will analyze market dynamics and competitor activity to refine our value proposition and ensure our solutions meet evolving customer needs. You will translate complex technical product capabilities into clear business benefits for diverse customer segments. You will own forecasting, pipeline management, and commercial reporting to support strategic decision making. You will collaborate closely with internal stakeholders to ensure seamless execution from quotation to delivery. You will represent Ajax at industry events and conferences to elevate brand presence and generate new leads. You will continuously challenge existing processes to improve win rates and customer satisfaction.

Key facts

What you'll do

Develop and execute a comprehensive business plan for your territory that aligns with the strategic objectives of Ajax Systems.

Identify and qualify new business opportunities through proactive outbound prospecting and targeted account penetration.

Build and maintain long term relationships with C level executives, security directors, and influential decision makers within key accounts.

Conduct in depth market analysis to uncover trends, customer pain points, and emerging needs that can inform product development and messaging.

Collaborate with technical teams to craft tailored value propositions that address specific customer requirements and objections.

Own the end to end sales cycle, from initial contact through negotiation, contract finalization, and successful implementation.

Leverage CRM tools to maintain accurate pipeline visibility, forecast revenue, and ensure timely follow up on all opportunities.

Coordinate with internal departments to resolve customer issues promptly and ensure delivery meets agreed service levels.

Create and present compelling proposals, demonstrations, and proof of concepts that highlight the unique advantages of Ajax solutions.

Monitor competitor activity and market shifts to adjust strategies and maintain a competitive edge in dynamic environments.

Drive adoption of new product features and services by educating customers and internal stakeholders through workshops and training sessions.

Establish a strong personal brand as a trusted advisor who consistently delivers measurable security and automation outcomes.

Utilize data and performance metrics to refine sales approaches and continuously improve conversion rates across all customer segments.

Act as an ambassador for Ajax by participating in industry events, trade shows, and conferences that enhance visibility and generate qualified leads.

Requirements

You possess a Bachelor's degree in Business, Marketing, Sales, or a related field that provides a foundational understanding of commercial principles.

You have a proven track record of achieving and exceeding sales targets in previous roles, demonstrating a consistent ability to drive revenue growth.

You bring a minimum of five years of experience in business development, sales management, or a related commercial function within the technology or security industry.

You have a deep understanding of consultative selling techniques and can navigate complex sales cycles involving multiple stakeholders.

You are proficient in using CRM platforms to manage pipelines, forecast accurately, and maintain detailed opportunity records.

You hold a current and valid driver's license, as the role may require occasional travel to meet clients or attend industry events.

You have strong written and verbal communication skills, enabling you to articulate value propositions clearly to diverse audiences.

You are comfortable working independently and as part of a global team, managing your time effectively in a fast paced, deadline driven environment.

You have experience working with international markets and are sensitive to cultural nuances when engaging with clients from different regions.

You demonstrate resilience and adaptability, thriving in an environment shaped by rapid change and evolving market conditions.

You have a genuine passion for security and technology, which drives your curiosity and ability to learn complex product portfolios.

You are committed to ethical sales practices and compliance with all company policies and regulatory requirements.

You have a history of building strong, trust based relationships that lead to long term partnerships and customer loyalty.

You are willing to mentor junior team members and contribute to the development of the broader business development function.

Nice to have

Prior experience in the security, surveillance, or automation industry would be advantageous due to the specialized nature of the products.

Experience managing key accounts in the enterprise segment within the Australian and New Zealand region is highly valued.

Knowledge of manufacturing or production environments, particularly within the context of hardware and technology companies, is beneficial.

Familiarity with ISO management system standards, such as ISO 14001, demonstrates an understanding of operational and environmental considerations.

Experience with international tendering processes, including response preparation and stakeholder management, is a strong asset.

Practical notes

This position is full-time and remote, requiring reliable internet connectivity and self directed work habits.

Occasional travel may be required within the Melbourne region to meet stakeholders or attend company organized events.

Applicants must meet the eligibility criteria outlined in the Requirements section without exception.

The selection process will involve multiple interviews designed to assess technical knowledge, commercial acumen, and cultural fit.