As one of the world’s leading IT distributors, we’re constantly seeking exceptional talent to help create and drive impact across the IT ecosystem. By joining our dynamic team, you’ll become part of a vibrant Australian workplace culture that celebrates success and is focused on what truly matters to our partners and vendors - being a valued added distributor! You’ll feel welcomed into an organisation that values diversity, fosters inclusion, and operates with a clear sense of purpose.
If you’re a seasoned professional, here is a great opportunity to develop your career in the technology industry alongside our network of best-in-class vendors and caring and collaborative co-workers.
Following an internal promotion, we now have a great opportunity for a Senior Business Development Manager within our Cloud business.
As the Senior Microsoft CSP – Azure Business Development Manager, you will own the strategy and execution to accelerate Azure consumption and Microsoft CSP outcomes across a defined portfolio of priority channel partners (MSPs, SIs, ISVs and resellers). Operating at the intersection of Tech Data, Microsoft and the partner ecosystem, you will build multi-year partner business plans, drive pipeline and revenue growth, increase share of wallet, and deliver profitable outcomes through enablement, co-selling and disciplined governance.
Own partner growth strategy: Build and execute joint business plans with senior stakeholders across Microsoft and assigned partners (targets, plays, milestones, governance cadence and QBRs).
Pipeline and revenue leadership: Drive net-new pipeline creation and conversion across Azure, AI and Security workloads; maintain accurate forecasting, territory/partner plans and opportunity hygiene in CRM.
Executive engagement: Establish and maintain relationships with partner executives and Microsoft field teams; influence technical and commercial decision-makers to align on go-to-market priorities.
Co-sell orchestration: Lead co-sell motions and multi-party deal execution (Microsoft, partner and internal sales); remove blockers, align resources and accelerate time-to-close.
Practice development: Enable partners to develop repeatable Azure practices (migration, modernization, security, data/AI), including capability mapping, offers packaging and competency attainment.
Programs, incentives and profitability: Maximise partner utilisation of Microsoft CSP programs, incentives and funding; manage commercial levers to grow margin and profitable revenue.
Market and competitive intelligence: Monitor market dynamics, partner maturity and competitor activity; translate insights into actionable plays and partner segmentation.
Cross-functional leadership: Coordinate internal stakeholders (cloud sales, customer success, finance, marketing, operations) to deliver partner experience excellence, operational cadence and issue resolution.
Enablement at scale: Design and deliver partner enablement plans (sales plays, training, workshops, webinars, events) in partnership with Microsoft and internal teams.
Operational discipline: Own cadence for reporting, deal governance, credit/commercial adherence (where applicable) and continuous process improvement.
Experience: 7+ years in channel sales/business development within IT distribution, vendor, MSP/SI or cloud ecosystem; strong preference for Microsoft Azure and CSP/channel experience.
Commercial leadership: Demonstrated success owning a number, building pipeline, forecasting accurately and delivering profitable growth across a partner portfolio.
Partner management: Proven ability to create and execute joint business plans, run QBRs and influence executive stakeholders.
Cloud knowledge: Strong understanding of Azure consumption drivers, cloud migrations/ modernisation, security and data/AI workloads, and how partners monetise services.
Programs & incentives: Working knowledge of Microsoft CSP constructs, incentive/funding mechanisms and partner programs; ability to translate into partner actions.
Communication: Executive-level written and verbal communication; confident presenter and facilitator for partner workshops and leadership forums.
Negotiation & influence: Strong negotiation skills with the ability to align multiple stakeholders to a common commercial outcome.
Tools: Advanced proficiency in Microsoft 365; strong CRM discipline (HubSpot preferred) and strong reporting/analysis capability.
Qualifications: Tertiary qualification in business, IT or related discipline (or equivalent experience).
Certifications (preferred): Azure Fundamentals (AZ-900) plus relevant role-based Azure certifications; AI-900 and/or security certifications desirable.
What's on offer
Besides offering a very competitive remuneration package, we also offer:
Great team collaborative culture.
Great learning opportunities to grow professionally and personally through dedicated learning platforms, our education assistance program, focused individual development plans and from your co-workers.
Volunteering opportunities to give back to our community.
Flexible work arrangements.
Paid parental leave scheme including options to ramp up your hours back to your role, a great program that we are especially proud of;
Strong reward and recognition programs.
If you are seeking a new role or opportunity to further grow your sales and/ or business development career, we look forward to hearing from you soon!
Please note: candidates from Melbourne are also welcome to apply for this role.
If this role is not for you at this time or you are looking for other opportunities within Tech Data, you can join our Talent Community here
Key Skills
At Tech Data, a TD SYNNEX Company, our values guide everything we do: Together, We Own It, We Dare to Go, We Grow and Win, and above all, We Do the Right Thing. These principles shape how we work with each other, our partners, and our communities as we drive innovation and create lasting impact.
What’s In It For You?
Don’t meet every single requirement? Apply anyway.
At Tech Data, a TD SYNNEX Company, we’re proud to be recognized as a great place to work and a leader in the promotion and practice of diversity, equity and inclusion. If you’re excited about working for our company and believe you’re a good fit for this role, we encourage you to apply. You may be exactly the person we’re looking for!
We are an equal opportunity employer and committed to building a diverse team that represents and empowers a variety of backgrounds, perspectives, and skills. All qualified applicants will receive consideration for employment based on merit, without regard to race, colour, religion, national origin, gender, gender identity or expression, sexual orientation, protected veteran status, disability, genetics, age, or any other characteristic protected by law. To support our diversity and inclusion efforts, we may ask for voluntary gender disclosure information. This data will be used solely to improve our hiring practices and ensure fair treatment for all candidates.