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 About You Dicker Data is looking for a driven and dynamic Business Development Manager to join our Software team, with a focus on expanding the reach of Cohesity’s modern data protection and management solutions. This Sydney-based role is ideal for candidates with a background in the vendor, distributor or reseller ecosystem, particularly those with experience in data security and cloud-based solutions. As a key advocate for Cohesity, you will leverage your skills in business development, partner enablement and go-to-market execution to help drive adoption of Cohesity’s cutting-edge technology across the ANZ market and drive the future of data security. You’ll bring your passion for cloud, curiosity about the future of IT services and data management, and excitement about working alongside some of the biggest names in tech. What you will do in the role Your primary responsibility will be to drive the adoption and growth of Cohesity data protection solutions through strategic engagement with our vendor-aligned partners and resellers to build out their cloud services and recurring revenue offerings leveraging Cohesity’s platform. You'll collaborate closely with internal sales teams, product managers, and vendor stakeholders to identify market opportunities and support them through the sales cycle. You will be responsible for achieving and exceeding vendor and Dicker Data targets by: Achieve vendor GM budget and rebate targets. Achieve all KPI's as set by Managers. 100 appointments per quarter and updated weekly in reporting complete pipeline and forecast weekly. complete and execute territory plans half yearly. achieve vendor reporting and rebate objectives & rebate targets. attend one on ones with Manager attend all BDM team sales meetings. Plan and execute reseller visits arising from territory plans. Conduct ongoing analysis of territory to identify resellers and target them for growth strategies and monitor the success of initiatives arising from the territory plan Meet regularly in some cases weekly with key vendor contacts to ensure alignment with goals and objectives. Meet with vendor sales teams to identify opportunity accounts/resellers & potential net new resellers Conduct weekly visits with (resellers and vendors) and follow up actions resulting from visits within 48 hours. Outline personal goals needed to achieve budgets and targets. Plan interstate travel with Manager and gain approval from General Manager Execute interstate visits and follow up on action items resulting from meetings Forecasting accurately throughout the month and quarter Effectively managing your pipeline Building strong relationships with your vendor and partners Managing and developing reseller base and understanding their specific needs Providing professional customer service and sales support to our resellers Assisting Dicker Data teams with opportunities and quotes and working closely with BDMs in other regions on aligned accounts Developing strong product and process knowledge for the vendor Acquiring and maintaining vendor sales certifications as required Developing strategies and conducting activities, reporting and analysis to accomplish your goals as part of your territory plan Attending regular sales meetings Developing close working relationships with relevant internal stakeholders including Business Unit Managers, Product Managers, Territory Managers and Sales teams Attending vendor and reseller events which may be out of standard business hours Travelling locally, interstate and internationally as required Skills And Experiences What you will need to succeed in the role Experience in the distribution channel A strategic mindset A passion for cloud, a curiosity for the future of IT services, and the drive to grow and succeed Professional communication skills, both written and verbal Excellent presentation and training skills and experience Strong negotiation and influencing skills Demonstrated ability to build rapport and foster positive relationships with stakeholders at all levels Proactive orientation High level of discipline, initiative and enthusiasm A team player and can also work autonomously Intermediate Office 365 proficiency Our Benefits A highly competitive salary package depending upon experience Hybrid and sustainable working environment Staff only on-site gym & weekly corporate fitness classes A selection of freshly prepared lunch options provided daily Free on-site parking and electric parking stations A relaxed, modern office setting with smart casual dress Access to discounted banking, superannuation and health insurance offers via our corporate partners Company paid parental leave scheme Employee Assistance Program On site school holiday program for children of Dicker Data staff Only those with the legal right to work in Australia may apply for this position. Only short-listed candidates will be contacted.