Business Development Representative

Key Responsibilities

A. Business Development & Direct Sales

• Identify and develop new business opportunities across Australia and New Zealand.
• Prospect and sell Source Central's IT Managed Services, IT Support, Cloud, Cybersecurity, Infrastructure, and related technology solutions to organisations with fewer than 500 seats.
• Conduct outbound prospecting through cold calling, LinkedIn Sales Navigator, email campaigns, referrals, networking, and other relevant channels.
• Engage business owners, founders, IT Managers, CIOs, CTOs, and other relevant decision-makers.
• Understand customer pain points, business requirements, existing technology environments, and buying priorities.
• Conduct discovery calls and present relevant technology solutions in a consultative manner.
• Handle objections, nurture prospects, and progress qualified opportunities through the sales cycle.
• Coordinate product or service discussions, demonstrations, proposals, and follow-up activities with internal teams.
• Maintain consistent follow-up with prospects and ensure timely movement of opportunities.

B. Lead Generation & Sales Support ANZ

• Research and identify target accounts across the broader ANZ market, including organisations with approximately 500-2000 seats.
• Identify key stakeholders, decision-makers, technology influencers, and relevant buying committees.
• Create account-specific prospecting strategies and outreach campaigns.
• Generate, qualify, and nurture leads for Source Central's ANZ Account Executives and sales leadership.
• Qualify prospects based on business need, technology environment, decision-making authority, budget, urgency, and overall fit.
• Schedule high-quality meetings and discovery discussions for the ANZ sales team.
• Maintain accurate prospect, activity, and opportunity records in Salesforce or a similar CRM.
• Collaborate with Account Executives, sales leadership, and global teams to support opportunity conversion.
• Contribute to overall ANZ pipeline development and revenue targets.

Required Experience & Qualifications

• 10+ years of experience in B2B business development, business development management, sales development, inside sales, or a similar role.
• Strong experience in MSP, IT Managed Services, IT Support, Cloud, Cybersecurity, IT Infrastructure, IT Consulting, or related technology solutions.
• Proven experience selling or prospecting into the Australian and New Zealand markets.
• Demonstrated experience independently generating leads, qualifying prospects, and booking high-quality sales meetings.
• Experience selling technology solutions to small and mid-sized businesses.
• Experience prospecting into mid-market and lower-enterprise organisations.
• Strong understanding of B2B technology buying processes, stakeholder mapping, and decision-making structures.
• Experience conducting discovery calls, presenting solutions, handling objections, and managing sales conversations.
• Ability to work independently from India while collaborating effectively with remote and international teams.

Skills & Competencies

• Strong understanding of ANZ market dynamics, business culture, and buyer personas.
• Excellent verbal and written English communication skills.
• Strong cold calling, consultative selling, prospecting, and lead qualification skills.
• Ability to engage business owners, IT Managers, CIOs, CTOs, and senior decision-makers.
• Strong objection handling, negotiation, and relationship-building capabilities.
• Self-driven, target-oriented, commercially focused, and comfortable working independently.
• Strong follow-up, pipeline management, organisation, and time-management skills.
• Proficiency in Salesforce or similar CRM platforms.
• Hands-on experience with LinkedIn Sales Navigator and other sales intelligence or prospecting tools.
• Comfortable working with Australian and New Zealand business hours as required.

Preferred Industry Background

• Managed Service Providers (MSP)
• IT Managed Services
• IT Support & Infrastructure
• Cloud Services
• Cybersecurity
• B2B Technology Services
• IT Consulting & Technology Solutions
• Microsoft Solutions Partners
• Business Technology and Digital Transformation

Performance Expectations

• Consistently build and maintain a healthy pipeline of qualified prospects.
• Generate new business opportunities through structured outbound and account-based prospecting.
• Deliver qualified meetings aligned with Source Central's target customer profile.
• Progress suitable opportunities toward proposals, commercial discussions, and closure.
• Maintain accurate CRM records and provide regular sales activity and pipeline updates.