Senior Business Development And Capture Lead: Au, Nz

We are developing world leading game-based military simulations for major NATO powers and their allies.
We are constantly looking for ways to advance the whole industry, using the latest technologies and trends (such as whole world simulation, virtual reality and motion tracking).

We are seeking an experienced Senior Business Development and Capture Lead for AU, NZ.

Description
This role has a high-level focus on generating significant sales growth through building new, strategic opportunities and developing new customer segments in Australia and New Zealand, both in the defence sector and in other, non-defence, sectors.

Key Areas of Responsibility
Close significant sales in Australia and New Zealand.
Identify and generate new business opportunities, and new customer accounts, in Australia and New Zealand.
Develop sales and marketing strategies relevant to the generation of new business opportunities in the territories, and successfully executing them.
Lead relevant sales and marketing activities in Australia and New Zealand.
Attend conferences, trade shows, industry days and other events as deemed relevant to generating new opportunities or as otherwise required by BISim.
Create proposals and pitches/presentations to capture new business.
Liaise with the Leadership team on business development or commercial issues and accepting additional tasking as required.
Objectives
Create demand for BISim solutions, services and products in Australia, and New Zealand in previously under-serviced defence sectors (e.g.
air, maritime, space, cyber, intelligence).
Create demand for BISim products, services and solutions in Australia, New Zealand in market sectors outside defence (e.g.
civil emergency management, first responders).
Create demand for BISim products, services and solutions in Australia, New Zealand in novel and inventive ways that generate new lines of business for the company.
Manage the sales cycle to create opportunities and win/close deals equivalent to $20million USD in revenue each year.
Meet established deadlines.
Respond to Requests for Information (RFI) and Requests for Proposals (RFP) in an appropriate and timely manner keeping management informed throughout the entire process.
Meet or exceed given sales targets.
Help product management with demand signals and capability requests.
Skills
Strategic networking and relationship building skills.
Expertise in managing customer/partner relationships: Establishing trusted multi-level, long-term relationships with customers, so that customers have a natural affinity with BISim solutions.
Solution selling: Ability to align BISim offerings with customer needs, proposing integrated solutions that meet operational, security, and technical requirements.
Consultative selling approach: engaging early in the planning phases of customer programs to shape the requirements and scope of future projects, ensuring BISim's solutions are embedded.
Sales Pipeline Management: Building and managing a sales/prospect pipeline in the territories/domains assigned to them.
Bid Analysis and Capture Planning: Creating strong bid analysis using tools such as Blue Sheet and Capture Plans, and effective reports/summaries.
Customer Stakeholder Management: Identifying and addressing the stakeholders involved in the customer buying decision, and having a detailed understanding of the customer buying process and timelines.
Assisting customers with their requirements & solutions: Assisting customers to analyse their needs and propose deliverable solutions, including licenced software, training, support, development, and include other parties where appropriate.
Propose basic solutions that are deliverable and profitable.
Bid Management: Championing a bid and managing BISim resources and processes up to contract award, to deliver sound and competitive bids that have been reviewed and approved.
Having a keen understanding of customers budgetary constraints to ensure they get the maximum benefit of BISim capabilities.
Customer-centred Proposals: Clearly and quantitatively writing proposals that speak to the value delivered by BISim solutions and how the end consumer of customers capabilities will benefit from the solution.
Win-win Customer Negotiation: Conducting negotiations with customers on key issues such as trade-offs between requirements and cost, schedule, support, IPR, and cash flows, resulting in win-win solutions for the customers and BISim.
Strong written and verbal communication and presentation skills.
Adaptable to changing requirements and able to problem-solve.
Education and Experience
Bachelor's degree or equivalent experience.
10+ years of experience in Australian military sales/procurement/programmes, at procurement agency/ADF/Department of Defence level, capability sponsors, and end users.
10+ years of experience of defence/aerospace/IT business-to-business sales/procurement/programmes in Australia.
This role may suit a recently retired ADF officer (up to 3 years post-retirement), with experience in procurement and requirements generation related to geospatial, simulation, or synthetic training industries on programs >$20M USD-equivalent.
Optionally with 12 months civilian sales/business development experience.
This role may also suit a BD leader responsible for end-to-end business winning ownership of contracts upwards of $10M USD of products and services delivery related to modelling & simulation or geospatial.
Additional Attributes
Confidence and authority that instil confidence in stakeholders that BISim can manage large-scale solution-oriented projects and deliver results.
Excellent Communication Skills: Proficient in both written and verbal communication, capable of creating compelling value propositions, business cases, proposals, and presentations for executive-level internal and customer stakeholders.
Problem-Solving Abilities: Given the complexity of defence projects, they must be solution-oriented, able to navigate obstacles, and provide innovative solutions.
Strong Government Relationships: Established relationships with key decision-makers in defence departments (such as the Australian Department of Defence), military branches, and defence contractors.
Understanding of who holds influence and how to work through complex bureaucracies.
Expert Stakeholder Management: Expertise in managing high-stakes relationships with senior defence officials, military personnel, and corporate executives in primes (e.g., BAE Systems, Boeing, Thales).
Ability to create partnerships: Capable of forming strategic partnerships/partner ecosystems with other contractors, suppliers, and industry bodies to form consortiums or alliances that can drive large deals.
High-Level Sales Expertise: Proficiency in large, complex deal structuring, often involving multiple stakeholders, stages of approvals, and lengthy negotiation cycles.
Capable of identifying long-term opportunities and nurturing leads that align with defence budgets and projects.
Demonstrated ability to manage customer/partner relationships.
Demonstrated ability to create and close deals.
Demonstrated ability to manage internal teams not directly in the chain of command.
Good IT skills for Google Workspace or equivalent, Slack or equivalent.
Social media and marketing savvy.
Perseverance.
Travel
Extensive travel in Australia, Singapore, and New Zealand to support customer engagements.
Travel to other territories as needed.
Travel to international sales conferences.
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