Business Development Manager

Inlight IT is a managed services provider supporting Australian businesses across managed IT, cybersecurity, cloud, infrastructure, networking and practical AI.

We have built the business through long-term client relationships, proven delivery and practical ownership of complex technology environments. We have established clients, multiple service lines and strong technical capability behind what we sell.

The next stage is focused growth.

We are looking for an experienced Business Development Manager who can identify the right target organisations, create entry points, build relationships with decision-makers and turn those relationships into meaningful business.

This is a growth-focused business development role, with a strong emphasis on creating new opportunities and winning new clients.

This is a senior commercial role with the opportunity to have a real influence on how Inlight IT grows.

The technical capability, service portfolio, established client base and delivery track record are already in place. The opportunity is to build on those foundations and create a stronger, more deliberate commercial growth engine.

You will work directly with the leadership team to identify target markets and accounts, develop ways into those organisations, build relationships before and during active buying cycles, and create a disciplined pipeline of opportunities.

You will also work across existing relationships where there is an opportunity to broaden what we do, introduce additional services or develop a stronger commercial relationship.

The role has scope to develop referral, vendor, partner and other commercial channels that can create new opportunities for the business.

We are not looking for someone to simply execute a fixed sales playbook. The right person will contribute to how we approach the market, where we focus and how we create and develop business.

You will:

• Identify and prioritise target organisations across the Australian SMB and mid-market

• Research target accounts and identify practical entry points and commercial triggers

• Build relationships with business owners, operations leaders, IT managers and senior decision-makers

• Create new opportunities through direct outreach, relationships, referrals, partners and market activity

• Develop relationships before an immediate sales opportunity exists, positioning Inlight IT for future technology decisions

• Identify opportunities to grow existing client and commercial relationships where there is a genuine need

• Build and develop referral, vendor and partner channels that can generate qualified opportunities

• Understand client business priorities and identify where Inlight IT can create value

• Qualify opportunities and position Inlight IT's services clearly and commercially

• Work closely with technical leadership to shape proposals and solution pathways

• Manage opportunities through longer, consultative B2B sales cycles

• Build and maintain a disciplined, credible pipeline

• Represent Inlight IT professionally in client, partner and market conversations

• Contribute to sales strategy, messaging and go-to-market activity as the business grows

We are looking for someone who is commercially sharp, proactive and capable of creating momentum without needing a highly structured corporate sales environment around them.

You will likely have:

• Proven success generating and developing B2B business, ideally in managed IT, cybersecurity, cloud, infrastructure or a related technology sector

• A track record of opening new accounts and proactively creating commercial opportunities

• Strong ability to identify target organisations and find credible ways into them

• Confidence engaging business owners, executives, IT leaders and other senior decision-makers

• The ability to identify opportunities within existing relationships as well as create new ones

• The patience and commercial judgement to develop relationships over longer sales cycles

• Strong consultative selling skills

• The ability to translate technical capability into commercial and business value

• Commercial discipline, including qualification, pipeline management and follow-through

• Strong written and verbal communication skills

• High personal accountability

• Confidence working directly with business owners and senior technical people

Experience in MSP, cybersecurity, infrastructure, cloud, Microsoft 365, networking or professional technology services will be highly regarded.

This role will suit someone who wants more than a conventional sales position.

You may already be successful in an MSP, technology vendor, integrator or professional services business, but want greater ownership of the commercial outcome and more influence over how growth is created.

At Inlight IT, you will have direct access to the people making decisions and the technical specialists responsible for delivery. You will have a broad technology proposition to take to market rather than a single product or narrow service offering.

You will be joining a business with established clients, existing relationships and a proven delivery base, while having significant scope to create new opportunities, develop new channels and bring new clients into the business.

There is room to pursue opportunities intelligently and materially influence the commercial growth of the business.

We think that will appeal to someone who is ambitious, commercially capable and motivated by building something substantial rather than simply occupying a sales seat.

Remuneration will be negotiated with the right candidate and structured to reflect experience, capability and commercial contribution.

We are prepared to invest in a strong candidate, with meaningful performance upside for someone who can create, develop and convert quality business.

Inlight IT is an engineering-led managed services business with proven delivery capability, long-term client relationships and a broad technology offering spanning managed IT, cybersecurity, cloud, infrastructure and networking.

We are not a volume-based, script-driven sales organisation.

For the right person, this is an opportunity to join at an important stage of growth, work directly with leadership and technical specialists, and help shape how the business develops its next generation of clients and commercial relationships.

If you have a proven record of creating and developing B2B opportunities and are interested in a role where you can have a meaningful influence on growth, we would like to hear from you.

Please send your CV and a short note outlining the type of business you have successfully generated and developed.