Business management manager - Cybersecurity - Australia

About us:

Medor is a leading recruitment partner in Indonesia and Asia-Pacific, bringing over a decade of experience. We specialize in finding top talent that aligns with company culture and expectations, utilizing thorough assessments to ensure the best fit. Our expertise covers all hiring levels across industries such as IT, construction, logistics, and finance.

About the customer:

Our client is an established cybersecurity company based in Jakarta, with an international presence that includes Australia. The company provides end-to-end cybersecurity services, including consulting, security technology integration, and managed security services.

Working with clients across sectors such as financial services, telecommunications, energy, and manufacturing, the company helps organisations protect their digital infrastructure and strengthen their resilience against evolving cyber threats.

Job Summary:

We are looking for a hands-on Business Development Manager to take ownership of our Australian customer relationships, protect and grow recurring revenue, and develop the market for our proprietary cybersecurity products and services. This is an individual-contributor role, not a delivery or large-team management position.

You will be the local commercial point of contact for customers, distributors and partners, working closely with ITSEC teams in Singapore and Indonesia for technical presales, product expertise and service delivery. You will manage the existing business while creating new opportunities, with the autonomy and practical mindset needed to build a sustainable Australian operation.

Key Responsibilities

• Own existing customer and distributor relationships, and keep them stable through the move to the new operating model.

• Manage the full renewal calendar, including quotes, negotiations and closing renewals on time.

• Handle daily commercial requests, licensing and software resale, working with regional teams on orders, invoicing and customer issues.

• Grow existing key accounts through regular proactive contact, upselling and cross-selling.

• Build and run the Australian go-to-market plan for IntelliBroń, Bronyx and other ITSEC Group solutions.

• Build a qualified pipeline through prospecting, distributors, referrals and industry events.

• Lead discovery, demos, proposals and negotiations, with technical support from regional specialists, positioning AI security products, pentesting and managed security services.

• Develop partnerships with vendors, distributors, resellers and technology partners.

• Use knowledge of Australian frameworks (Essential Eight, APRA CPS 234/230, Privacy Act, SOCI Act) to identify client needs.

• Work with the Singapore and Indonesia teams on scoping, pricing, margins and delivery handover, acting as the local relationship owner but not doing technical delivery.

• Keep CRM, forecasts, renewal status and commercial reporting accurate.

• Protect profitability by keeping pricing, vendor costs, margins and collections under control.

• Work autonomously as a one-person local presence and own execution end to end.

Requirements

• 5+ years of B2B technology or cybersecurity sales experience, with a proven record of managing accounts, renewals and new business in Australia.

• Good understanding of the Australian cybersecurity market, enterprise buying processes and relevant regulatory or compliance drivers; an established local network is an advantage.

• Experience with cybersecurity software resale, vendors or distributors; exposure to managed security, penetration testing, offensive security or security platforms is highly desirable.

• Commercially and technically credible, able to understand customer requirements and work effectively with specialist presales and delivery teams.

• Entrepreneurial, resourceful and hands-on: comfortable prospecting, preparing quotations, following up renewals and solving practical problems independently.

• Strong relationship management, negotiation and communication skills; fluent English and the right to work in Australia.

Compensation

Base salary around AUD 100k to AUD 120k based on experience

Expected commission based on performance : 50/100k AUD per year

Location : Melbourne (strong candidates based in other major Australian cities will also be considered)