Business Development Manager

Position Title: Business Development Manager

Reports to: Head of Acquisitions

Direct Reports: NIL

Location: Melbourne

Role Purpose:

The Strategic Acquisitions Lead is responsible for driving new business growth in the nominated region through new client acquisition while protecting deal quality, delivery feasibility and long-term commercial value for Baidam.

“Glass Balls”:

When juggling all aspects of your role, “glass balls” need to be kept in the air and cannot be dropped. These are the absolute priorities that define success in your role:

• Consistently builds and maintains a robust pipeline of high-quality, well-qualified opportunities that align with Baidam’s strategic direction and capabilities.
• Proactively identifies new prospects, regularly reviews pipeline health, and ensures opportunities are advanced through each sales stage efficiently, minimising stalled or unqualified deals.
• Successfully brings on board new clients through targeted outreach and relationship-building with key decision-makers, resulting in tangible increases in revenue.
• Demonstrates a strong track record of converting opportunities into closed deals and meeting or exceeding set revenue targets on a consistent basis.
• Prioritises deals that are valuable, achievable and feasible for delivery.
• Carefully assesses risks and disengages from misaligned or high-risk opportunities, ensuring that closed deals maintain healthy margins and support long-term success.
• Maintains up-to-date, accurate records in the CRM system, including opportunity status, rationale, and next steps.
• Contributes to reliable sales forecasts based on solid data and demonstrates discipline in keeping the CRM clean and up to date.

The “Rubber Balls” - BAU

Business as usual responsibilities mean routine, ongoing tasks and duties that are essential to keeping your core functions and daily operations running smoothly and efficiently. These include the following:

New Business Growth

Minimum Expectations

• Identify and qualify opportunities aligned to Baidam’s strategy and capability.
• Build relationships with senior decision‑makers and influencers.
• Lead presales engagement and solution shaping.
• Disengage appropriately from misaligned or high‑risk deals.
• Maintain accurate opportunity records and rationale.
• Partner Collaboration with approved channel eco system and technology partners to drive co sell opportunities

Performance Metrics

• New revenue achieved
• New logos acquired

Commercial Performance & Financials

Minimum Expectations

• Ensure proposals are correctly scoped, priced and approved
• Clearly document assumptions, exclusions and dependencies
• Avoid over‑commitment or discounting that undermines long‑term value
• Incorporate Delivery input early to validate feasibility

Performance Metrics

• Margin on new deals
• Deal approval rework rate
• Delivery feedback on deal quality

Leadership & Capability

Minimum Expectations

• Lead through influence, professionalism and commercial discipline
• Collaborate constructively with Delivery and Account teams
• Accept feedback and adjust behaviours to improve deal quality
• Share lessons learned to uplift sales capability

Performance Metrics

• Internal stakeholder feedback
• Reduction in post-sale expectation resets

Risk & Governance

Minimum Expectations

• Ensure all deals meet governance and approval standards
• Surface and escalate delivery, pricing or margin risks early
• Avoid committing Baidam to unrealistic delivery expectations

Performance Metrics

• % of deals approved without exception
• Reduction in delivery-driven deal issues

Strategic Planning & Continuous Improvement

Minimum Expectations

• Align pipeline focus to Baidam’s strategic growth priorities
• Participate in deal retrospectives
• Use performance data to refine targeting and qualification
• Maintain market intelligence by staying on top of cyber threats, regulatory changes and competitive landscape.
• Strategic Selling Competency – understanding customer specific requirements, use cases, vertical compliance and associated sales opportunities.

Performance Metrics

• Pipeline quality vs closed revenue
• Improvement in average deal margin over time

Expected Behaviours and Competencies

• Leads with strategic high-level perspective, consistently considering the impact of decisions on outcomes and commercial performance.
• Demonstrates accountability and ownership, taking responsibility for performance, addressing issues early, decisively and transparently.
• Operates with financial awareness, balancing quality, risk, cost and value when setting priorities.
• Communicates with clarity and credibility, providing concise, relevant insights.
• Effective leadership with the ability to engage confidently with all levels of stakeholders.
• Builds trust through consistency, following through on commitments and applying fairness.
• Embraces continuous improvement, actively seeking opportunities to uplift delivery maturity, simplify processes and embed best practice without unnecessary complexity.
• Leads through influence rather than authority, aligning stakeholders, resolving competing priorities and enabling collaboration across functions.
• Role models professional standards and CHOICE values in all interactions, fostering a culture of respect, accountability, learning and psychological safety consistent with Baidam culture.