Job Information
IBM Business Development Leader - Consulting Services Microsoft Practice in MELBOURNE, Australia
Introduction
A career in IBM Consulting is built on long-term client relationships and close collaboration worldwide. You’ll work with leading companies across industries, helping them shape their hybrid cloud and AI journeys. With support from our strategic partners, robust IBM technology, and Red Hat, you’ll have the tools to drive meaningful change and accelerate client impact. At IBM Consulting, curiosity fuels success. You’ll be encouraged to challenge the norm, explore new ideas, and create innovative solutions that deliver real results. Our culture of growth and empathy focuses on your long-term career development while valuing your unique skills and experiences.
Your role and responsibilities
We are seeking a high‑impact Business Development Leader to drive strategic growth across Microsoft Consulting Services, with a focus on Azure, Modern Work, Security, Power Platform, and Industry Cloud solutions. This role leads end‑to‑end sales pursuits, shapes RFP/RFI responses, orchestrates complex multi‑disciplinary teams, and ensures a disciplined, customer‑centric approach to pipeline management and deal execution.
The ideal candidate blends consultative selling, deal orchestration, solution shaping, and Microsoft ecosystem expertise to drive outcomes that align to customer strategy and Microsoft’s cloud roadmap.
Required Expertise :
- Sales & Business Growth
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Own and drive the consulting sales motion across industry specific assigned territories and accounts.
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Develop and execute sales pursuit plans, aligning customer outcomes with Microsoft solution areas (Azure, Data & AI, Security, Modern Work, and Business Applications).
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Shape strategic opportunities including modernization, hybrid cloud, app innovation, data platforms, and AI adoption .
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Drive pipeline creation, revenue growth, and Azure consumption through proactive engagement with customers and Microsoft field teams.
- RFP/RFI Shaping & Proposal Leadership
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Lead the development of compelling, differentiated RFP/RFI responses that articulate value, technical credibility, and delivery confidence.
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Shape win themes, solution narratives, pricing strategies, and executive summaries.
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Coordinate inputs from architects, delivery leaders, product teams, and industry SMEs to build a cohesive solution and proposal.
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Establish a repeatable proposal framework and ensure submissions are compliant, clear, and customer‑centred.
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Present solution and proposal components to customer evaluation panels, steering committees, or procurement teams.
- Deal Orchestration & Solution Shaping
Shape innovative solutions leveraging Microsoft technologies:
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Azure hybrid and multicloud (Azure Arc, Azure Stack HCI, AVS)
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Azure security and identity (Microsoft Entra, Defender, Sentinel)
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Data & AI, analytics, and cloud‑native architectures
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Power Platform and low‑code modernization
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Modern Work & Copilot enablement
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Lead multi‑disciplinary deal teams including solution architects, designers, engineers, and project leads.
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Develop high‑level delivery models, staffing estimates, assumptions, risks, and solution costing.
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Ensure technical and delivery components are consistent with best practices (CAF, WAF, Zero Trust, governance frameworks).
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Facilitate clear, confident customer conversations about architecture, delivery, risk, and value.
- Pipeline Management & Sales Discipline
Maintain accurate, compliant, and up‑to‑date pipeline hygiene in Dynamics 365 (or equivalent CRM).
Drive structured opportunity qualification and progression using frameworks such as MEDDPICC or Challenger.
Lead weekly pipeline reviews, forecast accuracy sessions, and deal health assessments.
Ensure opportunities have clear next steps, timelines, decision criteria, and stakeholder mapping.
- Customer‑Centric Engagement
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Serve as a trusted advisor, understanding customer priorities, industry context, and transformation goals.
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Map business problems to technology solutions anchored in measurable value and Microsoft best practices.
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Deliver customer briefings, workshops, roadmaps, and executive‑level presentations.
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Ensure every pursuit is framed through a lens of customer impact, risk mitigation, and business value.
- Microsoft Ecosystem Collaboration
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Work closely with Microsoft sales, CSAs, ATUs, and industry specialists to shape joint strategies.
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Align opportunities to Microsoft programs such as Azure Migrations, FastTrack, Solution Assessments, and funding programs .
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Partner with ISVs and system integrators where appropriate to create blended offerings.
Required technical and professional expertise
Required Experience & Qualifications
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7+ years in business development, consulting sales, or solutions sales , preferably within the Microsoft ecosystem.
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Proven success leading complex, multi‑tower, multi‑year consulting pursuits ($500K - $10M+ TCV).
Demonstrated expertise in:
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RFP/RFI leadership and proposal writing
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Sales pursuit strategy and execution
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Hybrid cloud and Azure-based solution shaping
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Pipeline management and CRM hygiene
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Consultative and value‑based selling
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Strong understanding of Microsoft cloud technologies, including:
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Azure IaaS/PaaS/App modernization
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Identity/security (Entra, Defender, Sentinel)
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Data & AI architectures
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Modern Work and Power Platform
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Ability to engage confidently with executives and technical leaders.
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Exceptional communication skills, both written and verbal.
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Experience coordinating architects, developers, designers, delivery managers, and finance/commercial teams during pursuits.
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Success Indicators (12-18 Months)
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Consistent pipeline hygiene and forecast accuracy within ±10%.
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Growth in consulting revenue, Azure consumption, and customer lifetime value.
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High win rate on RFP/RFI‑driven competitive pursuits.
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Strong collaboration feedback from architects, delivery teams, and Microsoft sellers.
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Customer satisfaction and repeat business from well‑shaped engagements.
Preferred Professional and Technical Expertise
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Microsoft technical certifications (AZ‑900, AZ‑104, AZ‑305, SC‑900, PL‑900, or equivalent knowledge).
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Experience working directly with Microsoft field teams in co‑sell or partner motions.
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Prior background in consulting delivery, pre‑sales architecture, or proposal management.
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Familiarity with industry‑specific cloud requirements in FSI, healthcare, government, or regulated environments
Preferred technical and professional experience
Preferred Professional and Technical Expertise
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Microsoft technical certifications (AZ‑900, AZ‑104, AZ‑305, SC‑900, PL‑900, or equivalent knowledge).
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Experience working directly with Microsoft field teams in co‑sell or partner motions.
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Prior background in consulting delivery, pre‑sales architecture, or proposal management.
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Familiarity with industry‑specific cloud requirements in FSI, healthcare, government, or regulated environments
IBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.