Head of Business Development

blueAPACHE is an Australian owned award-winning Managed Service Provider, recognised for the 7th year running, as Mid-Market Partner of the Year at the ARN Innovation Awards.

We pride ourselves on being a genuinely great place to work, with a vibrant culture, clear vision, and strong leadership. When joining blueAPACHE, you are joining an organisation that is driven by our core values of employee and customer experience. We are proud to be an equal opportunity employer and are committed to building a diverse and inclusive workplace where we embrace our individual talents, and our differences.

This is a rare opportunity to join #teamblue as our Head of Business Development at one of the most exciting chapters in our company’s journey. This role will be at the forefront of accelerating growth, opening new opportunities and helping shape the next chapter of our success as we relaunch and execute an ambitious go-to-market program.

This is not a role for someone seeking the status quo. It calls for energy, resilience, strategic thinking and a relentless focus on outcomes. You’ll thrive if you are a natural relationship builder, a commercially minded leader and an agent of change who enjoys turning vision into action. If you are motivated by growth, excited by transformation and ready to lead from the front, we’d love to hear from you.

• A demonstrable track record of exceeding new business revenue targets in managed services, technology services or a value-added reseller environment.
• Experience leading and developing sales teams.
• A proven ability to close complex, multi-stakeholder deals with long sales cycles.
• Experience running more than one sales motion, ideally a recurring-revenue services model alongside a technology platform or product sale.
• A track record managing vendor or channel partner relationships, including business planning and co-sell activity.
• Strong commercial acumen, with an instinctive understanding of deal economics, margin and contract structure.
• The ability to manage pipeline coverage, margin and contract economics, not just activity metrics.
• A versatile communication style, equally comfortable engaging with an operational IT manager, CTO or vendor partner director.
• A process-oriented approach, with the ability to build repeatable playbooks rather than relying on heroics.
• A team-first mindset, measuring personal success through the outcomes your team achieves.
• Technical curiosity and the confidence to understand, position and discuss technology-led solutions with customers and partners.

Nice to have:

• Direct experience selling a technology platform to enterprise IT leadership (CTO or CIO buyers).
• Familiarity with the MSP technology stack, RMM, PSA, security operations tooling, or cloud infrastructure management.
• Exposure to a structured management framework such as EOS and SFIA.
• A background building or scaling VAR and delivery partnerships.

Responsibilities:

Lead a high-performing team

• Recruit, coach and develop a multidisciplinary new business team, including Business Development Managers, SDRs and shared presales resources.
• Set clear performance expectations, run a genuine coaching cadence, and build succession depth within the function.

Build the growth strategy

• Define the go-to-market approach, ideal customer profile and sales playbook for each of blueAPACHE's three routes to market.
• Translate market and competitive intelligence into real adjustments to strategy, positioning and pricing.
• Identify new verticals, market segments and service line extensions worth pursuing.

Own commercial outcomes

• Run the deal desk, ensuring every significant opportunity is properly scoped, commercially sound and approved before commitment.
• Partner with finance on deal economics, margin modelling and pricing across different contract structures.
• Maintain full visibility of contract value, recurring revenue and margin contribution across the portfolio.

Drive bids, panels and proposals

• Own blueAPACHE's response to formal bids, tenders and RFP/RFQ processes end-to-end.
• Actively manage panels and approved supplier lists, pursuing the opportunities they unlock.

Build relationships that matter

• Personally lead engagement with key prospects, customers and strategic partners where it counts.
• Own strategic relationships with blueAPACHE’s primary vendors, including joint business plans, co-sell motions and preferred-partner status.
• Represent blueAPACHE at industry events, vendor forums and customer-facing engagements.

Report on what matters

• Keep pipeline health, forecast accuracy and results visible, current and actionable at every level.
• Maintain CRM data integrity, ensuring pipeline entries reflect qualified opportunity and commercial reality.

blueAPACHE continues to grow alongside some of Australia’s leading mid-market businesses, our valued customers. We continue to stay abreast of current technologies to maintain our competitive advantage, offering our people the opportunity to continually expand their technical expertise and deliver an uncompromising offering to our customers. We recognise our people are our most significant differentiator.

• blueAPACHE offers an environment to make a real difference, develop careers within a supportive and rewarding environment.
• Regular social events and an awesome culture – work with a team of experts in their field
• Health Insurance discount with Medibank
• Discounts on 1000’s of products
• Employee Assistance Program from The Mind Room
• Ongoing training and development including paid certifications.
• Employee referral programs - once you are in and you are loving it - you can refer a friend and get paid for it!
• Amazing destinations for our annual blueSTAR experience and Sales Kickoffs

*** Please note, all offers of employment at blueAPACHE are subject to National Police Checking Service.