Business Development Management - Observability Solutions chez DXC Technology

Job Description:

Business Development Manager - Canberra

DXC Technology - where brilliant people embrace change and seize opportunities to advance their careers and amplify customer success.

As the Dynatrace Business Development Manager you’ll be joining a market leading team who are delivering cutting edge projects across the ANZ region.

We are seeking an experienced individual who can work closely with current and new DXC customers, driving innovative business solutions. At DXC we value collaboration, leadership and strong work-ethic, and reward our people with a flexible work-life, awesome colleagues and generous incentive plan.

This role will focus on largely new business, by driving growth by selling Dynatrace industry-leading solutions to businesses looking for digital transformation, cloud adoption, and enterprise consulting services. The role will lead the planning and execution process of selling, qualifying, and closing medium sized and large opportunities. Previous BDM experience selling solutions such as Dynatrace, Splunk, New Relic or other observability solutions is highly advantageous.

This role is Canberra based and suitable candidates must hold Australian Working Rights.

Role

Develop and Execute Sales Strategies: Create customised go-to-market strategies for selling Dynatrace solutions, focusing on delivering value through services like cloud migration, business analytics, AI, security, and digital workplace transformation.

Lead Sales Cycle from Prospecting to Close: Drive the entire sales process—identify leads, conduct needs assessments, propose solutions, negotiate contracts, and close deals. Manage complex sales cycles and multiple stakeholders at various levels (from technical to C-suite).

Maximise Revenue Potential: Consistently meet or exceed sales targets by identifying upsell and cross-sell opportunities within existing client accounts while securing new business.

Client Relationship & Solution Selling

Build Long-Term Client Relationships: Build strategic relationships with key client stakeholders, understanding their business goals and aligning DXC’s services and solutions to their needs.

Consultative Sales Approach: Engage clients through consultative selling, uncovering their pain points and delivering Microsoft solutions that drive measurable business outcomes such as operational efficiency, cost reduction, and competitive advantage.

Background Required

• Bachelor’s Degree in Business, Information Technology, or related field
• 3+ years of experience in business development, sales, or account management, with a focus on selling IT services, consulting, or technology solutions.
• Proven track record of selling complex technology solutions and services, ideally in the Dynatrace, New Relic or Splunk ecosystems.
• Experience working with enterprise clients and understanding their unique business and IT needs.

Skills & Abilities:

• Consultative Sales Expertise: Ability to approach client needs strategically and offer tailored, value-driven solutions
• Strong Negotiation Skills: Ability to negotiate complex deals and drive client commitment, ensuring mutually beneficial agreements.
• Relationship Management: Excellent interpersonal skills with a proven ability to engage senior executives, technical decision-makers, and key business stakeholders.
• Project Management Understanding: Familiarity with managing or coordinating complex projects, understanding delivery timelines, resources, and dependencies.

Personal Attributes:

• Results-Driven: A goal-oriented individual with a strong desire to exceed sales targets and KPIs.
• Strategic Thinker: Ability to craft and implement sales strategies that target key industries and markets.
• Resilient and Self-Motivated: Strong self-starter who thrives in a fast-paced, high-pressure sales environment.

At DXC Technology, we believe strong connections and community are key to our success. Our work model prioritizes in-person collaboration while offering flexibility to support wellbeing, productivity, individual work styles, and life circumstances. We’re committed to fostering an inclusive environment where everyone can thrive.

Recruitment fraud is a scheme in which fictitious job opportunities are offered to job seekers typically through online services, such as false websites, or through unsolicited emails claiming to be from the company. These emails may request recipients to provide personal information or to make payments as part of their illegitimate recruiting process. DXC does not make offers of employment via social media networks and DXC never asks for any money or payments from applicants at any point in the recruitment process, nor ask a job seeker to purchase IT or other equipment on our behalf. More information on employment scams is available here.