Introduction Founded in 1978, Dicker Data is Australia’s leading locally owned and operated distributor of ICT hardware, software, cloud and IoT solutions for over 10,000 reseller partners across Australia and NZ. An ASX listed (ASX: DDR) company, we are recognised in the industry for our award-winning record of gender equality, diversity and inclusion and we pride ourselves on building sustainable business practices. We understand the importance of hiring the right people to build successful teams, and of supporting our people to reach their full potential in every aspect of work and life. Our Vision To inspire, educate and enable Australian technology resellers to achieve their full potential through the delivery of unparalleled service, technology and logistics. Our Values At Dicker Data, we pride ourselves on our family centric culture. Our people band together for a common goal, willing to lend a helping hand and often going above and beyond to support their colleagues. The values that underpin our company culture are the drivers of our ongoing success: Agile Solution focused Respect for all people Integrity in the way we operate Description The Role The Software Business Development Manager is responsible for driving growth across assigned software vendor portfolios by executing sales strategies and supporting reseller engagement. This role brings together reseller relationship management, account management, and new business development to expand market coverage and achieve revenue, margin, and rebate targets. Success in this role requires a strong blend of strategic thinking, relationship building, and operational execution. You will work closely with partners, vendors, and internal teams to develop the pipeline, support opportunities, and deliver consistent commercial outcomes. Tasks and Responsibilities Drive growth for assigned software vendors by executing sales strategies and supporting reseller engagement. Build and maintain strong relationships with partners and vendors, including onboarding and enabling new resellers. Manage and progress pipeline opportunities across new business, renewals, and expansion, with accurate monthly and quarterly forecasting. Lead day‑to‑day business development activities, including partner meetings, sales support, and execution of vendor growth plans. Collaborate with internal teams (account management, product, presales, marketing, operations) to convert opportunities and deliver outcomes. Support deal registrations, special pricing, and commercial approvals to secure competitive positioning and protect margin. Work with product and marketing teams on campaigns, partner programs, events, and activities that drive pipeline. Manage vendor renewals and identify upsell and cross‑sell opportunities. Maintain strong product, licensing, and program knowledge for assigned vendors and provide partners with commercial and sales guidance. Monitor performance against targets and vendor KPIs, preparing updates and recommendations as required. Liaise with finance, operations, and credit teams to support accurate order processing and customer setup. Skills And Experiences Skills and Experience Proven business development and channel sales experience, with the ability to grow vendor and partner revenue through structured pipeline management, partner engagement, and commercial execution. Strong communication, presentation, and relationship‑building skills, with the ability to influence partners, vendors, and internal stakeholders. Highly organised and commercially disciplined, with strong forecasting, opportunity management, and attention to detail across pricing, approvals, and sales administration. Solid commercial and technical aptitude, with the ability to understand software solutions, licensing models, vendor programs, and customer use cases. Proactive, outcomes‑focused, and able to prioritise effectively in a fast‑paced environment. Collaborative working style across account management, product, presales, marketing, operations, and finance teams. Professional, resilient, adaptable, and committed to delivering a strong customer experience. Experience in IT distribution, software channel sales, or vendor business development (highly regarded). Experience working with reseller partners and software vendors, including recruitment, enablement, and joint pipeline development. Familiarity with deal registration, special pricing, rebates, promotions, and partner program frameworks. Experience using CRM systems, vendor portals, and pricing/quoting tools. Understanding of the ANZ channel landscape and partner‑driven growth. Relevant business, sales, or technology qualifications (advantageous but not essential). Experience delivering partner training, enablement sessions, or supporting partner‑led events. Our Benefits At Dicker Data, you’ll be part of a fast‑moving, growth‑focused organisation with strong vendor partnerships, a collaborative culture, and a commitment to enabling customer success. You’ll have the opportunity to influence strategic accounts and contribute directly to the expansion of our reseller ecosystem. A highly competitive salary package depending upon experience Hybrid and sustainable working environment Staff only on-site gym & weekly corporate fitness classes Fresh selection of lunch options provided when working from the office Free on-site parking and electric parking stations A relaxed, modern office setting with smart casual dress Access to discounted banking, superannuation, and health and wellbeing offers via our corporate partners Company paid parental leave scheme Employee Assistance Program On site school holiday program for children of Dicker Data staff