Title: Business Development Manager - Canberra Location: Canberra Australia CategoryFacilities & Business Services Job IdR_354776 The Business Development Manager at Oliver Wyman will be instrumental in enhancing go-to-market strategies for the Government and Public Institutions practice in Australia. This role requires a minimum of 5 years of experience in business development, tender management, or procurement, with a strong emphasis on managing tender processes and business development operations. Candidates should possess strong project management and communication skills, with a collaborative approach to building relationships across various levels. A tertiary qualification in a relevant field is preferred. The position offers a competitive salary and the opportunity to work in a hybrid environment, balancing remote work with in-office collaboration. About Oliver Wyman At Oliver Wyman, a Marsh (NYSE: MRSH) business, we bring deep industry insight, bold innovation, and a collaborative approach that cuts through complexity to help organizations navigate their most defining transformative moments. As a business of Marsh, we work alongside the world’s leading experts across risk, reinsurance and capital, people and investments, and management consulting. Together with Marsh Risk, Guy Carpenter, and Mercer, we help organizations build resilience and competitive advantages from every angle. With annual revenue of $27 billion and more than 95,000 colleagues in 130 countries, Marsh helps build the confidence to thrive through the power of perspective. Visit our website for more details about Oliver Wyman: www.oliverwyman.com Job Overview: This role will play a key role in driving go-to-market effectiveness for the Government and Public Institutions (GPI) practice in Australia. The role will be responsible for managing key panel and tender processes, strengthening business development operations, and supporting strategic growth priorities across the region. In addition to overseeing public-sector pursuit activity, this individual will take on broader commercial effectiveness responsibilities for the GPI practice, helping to drive coordination and embed best-practice business development processes. Key areas of focus include: - Managing and maintaining the GPI opportunities pipeline, including key panel applications, agreements, and tender processes - Monitoring, qualifying and tracking suitable market opportunities (e.g. through panel agreements and client portals) - Supporting the development of high-quality, responsive, and client-centric tender responses - Improving tender and knowledge management processes across the practice - Strengthening coordination, governance, and commercial support for GPI business development activity in Australia - A high level of direct interaction is expected with the Partners, managers and consultants working within the market, as well as the global Knowledge Services team, and all other support functions. Key Responsibilities: Tender pipeline management - Track tender portals and internal channels to identify new tender and panel opportunities - Review opportunities and provide first qualification assessment (e.g., submission requirements, evaluation criteria, and key risks, budget envelope, etc.) to inform ‘go/no-go’ decision - Manage internal tender administration: Manage go/no go decision calls; tender status updates - Manage external tender administration: Serve as point of contact for public sector clients on procurement panels and portals (e.g. managing Q&A responses, timelines, document requirements, marketing events, etc.) - Support client teams to design and implement pre-RFP engagement strategies Developing tender responses - Work with Proposal Manager and relevant Partners to identify tender requirements and milestones; prepare tender response calendar tracking internal and external deadlines; and propose allocation of section writers/submission responsibilities - Coordinate all necessary inputs across team and other relevant departments (e.g. legal, finance) - Adapt and draft standard content sections to meet client, evaluation, and procurement requirements - Review past tender feedback to draw-out specific applicable insights to incorporate - Work with Knowledge Management team to source relevant credentials and experts; tailor credentials and CVs for specific opportunity - Support commercial discussions through understanding of competitive landscape and various pricing mechanisms used in professional services - Review content for clarity, consistency, and alignment with the client’s need - Quality assure tender response to ensure compliance, accuracy, and completeness against all requirements Post-submission support / Continuous improvement - Confirm successful submissions and retain submission records - Coordinate post-submission clarification requests - Lead After Action Reviews and incorporate / track client feedback for continuous improvement - Liaise with Knowledge Management team to capture best IC for future tender efforts - Identify recurring issues or process inefficiencies within tender activities and offer solutions to address them - Contribute to improvements in tender templates, tools, and workflows Ad hoc regional business development support - Support non-GPI priority pursuits through coordination; tracking; development of response materials; commercial support; client presentations - Assist with pipeline reporting, business development MI - Assist with account planning and business development activities for OW client teams (CITs) (e.g., stakeholder mapping exercises; opportunity tracking for key pursuits/campaigns; etc.) - Support implementation and tracking of strategic initiatives under the firm’s commercial effectiveness agenda - Coordinate sharing of business development best practices across the region Experience required: - Tertiary qualifications or relevant experience - Business development, tender management, bid management, or procurement, within the public sector and/or professional services environment highly regarded - Understanding of what drives successful pursuit strategy and tender outcomes Skills and Attributes: - Strong project management skills, with the ability to manage multiple priorities and deadlines with a high level of accuracy and attention to detail - Excellent written and verbal communication skills, with the ability to develop clear, persuasive, and value-driven responses - Collaborative working style with the ability to build effective relationships across seniority levels and functions - Confidence in influencing and constructively challenging senior stakeholders - Ability to implement and improve business development processes, governance, and ways of working Oliver Wyman is a business of Marsh (NYSE: MRSH), a global leader in risk, reinsurance and capital, people and investments, and management consulting, advising clients in 130 countries. With annual revenue of over $27 billion and more than 95,000 colleagues, Marsh helps build the confidence to thrive through the power of perspective. For more information, visit oliverwyman.com, or follow us on LinkedIn and X.  Marsh is committed to creating a diverse, inclusive and flexible work environment. We aim to attract and retain the best people and embrace diversity of age, background, disability, ethnic origin, family duties, gender orientation or expression, marital status, nationality, parental status, personal or social status, political affiliation, race, religion and beliefs, sex/gender, sexual orientation or expression, skin color, or any other characteristic protected by applicable law. Applications will only be considered from candidates who have the appropriate approval to work in Australia. Successful applicants will be required to complete a Criminal & Bankruptcy check prior to commencing of employment. Marsh is committed to hybrid work, which includes the flexibility of working remotely and the collaboration, connections and professional development benefits of working together in the office. All Marsh colleagues are expected to be in their local office or working onsite with clients at least three days per week. Office-based teams will identify at least one “anchor day” per week on which their full team will be together in person.

Role Description As our Business Development Director, you will help develop and manage the business and consumer vendor and association relationships for short- and long-term sales to ensure financial and strategic goals are achieved. Every day you will identify new vendors and association partnerships. You will be expected to develop and maintain key contacts and relationships with vendors, associations, and franchises. To be successful in this role, you must be able to develop and negotiate contracts. As a remote employee, we will provide you with the equipment needed to work from home, including a laptop, docking station, dual monitors, and accessories. Key Responsibilities Include: - Defines and implements the key milestones and tactics necessary to successfully implement the new marketable vendors to the portfolio. - Develops and grows national vendor, association, and Employee Discount Programs. - Develops marketing plans and markets programs to existing and new vertical markets as well as new lines of business. - Manages contract utilization and vendor sales/fee reporting in conjunction with the CFO, COO and Operations. Qualifications - Bachelor’s degree in Business or related field or experience equivalent required. - Four to six years of related experience. - Deep knowledge and an acute understanding of industry business practices, financial modeling and boundaries are must. - Requires being comfortable, professional, well-spoken and thoughtful with Executives, Vendor & Member partners. - High level of marketing campaigns, lead generation, business analytics, public speaking and presentation skills are required. - Requires the ability of high-level decision making, development & implementation of business strategies including the design/redesign of Company sales positions in order to best meet the needs of the business.

Role Description We are looking for a driven and articulate Business Development Representative. You will be the first point of contact for prospective clients—following up on email campaigns, conducting outbound phone calls, and qualifying leads to help convert conversations into client relationships. This is an outbound-focused role. You will work closely with the Founder to execute a consistent outreach cadence using HubSpot CRM. Success in this role means: - Being comfortable speaking with US-based business owners and operations leaders - Clearly communicating TrueCollab HR’s value proposition - Maintaining strong discipline in follow-through and activity tracking Key Responsibilities - Make outbound phone calls to prospects who have received email outreach through HubSpot, following up to initiate or continue conversations - Conduct structured email outreach sequences, with personalized messaging where appropriate - Qualify leads based on company size, HR needs, and decision-maker access - Book discovery calls or meetings between qualified prospects and the Founder - Log all activity accurately in HubSpot CRM (calls, emails, notes, outcomes) - Maintain and update contact records to ensure data integrity - Report weekly on outreach volume, connection rates, and pipeline status - Provide feedback on prospect objections and messaging effectiveness Qualifications - 3+ years of experience in inside sales, business development, or appointment setting (preferably B2B and US-based accounts) - Excellent spoken and written English with a neutral or US-friendly accent and professional communication style - Strong comfort with outbound cold and warm calling (phone-first role) - Experience using a CRM (HubSpot preferred) to manage contacts, log activity, and track pipeline - Strong attention to detail, discipline, and ability to self-manage in a remote environment - Reliable internet connection and a quiet, professional home office setup Requirements - Familiarity with HR, recruiting, professional services, or B2B consulting industries - Experience working US business hours (Eastern or Central Time) - Prior experience in a BPO or outsourcing environment supporting US clients Work Setup - Full-time, remote - Working hours aligned with US Eastern or Central Time (exact schedule to be agreed upon) - Tools provided: HubSpot CRM access, communication platform, and other necessary software

Role Description As the Director of Emerging GSI Business Development, you will lead the global strategy, creation, and execution of programmatic go-to-market (GTM) strategies targeting high-potential, emerging Global System Integrators (GSIs). These are partners who may not have massive bookings today, but possess the strategic capability, footprint, and alignment to become massive revenue engines tomorrow. This role sits at the intersection of programmatic scale and entrepreneurial business development. You will build the global frameworks, onboarding plays, and monetization models that turn under-penetrated GSIs into thriving, repeatable sources of partner-led growth. This is a high-impact, global position that requires a strategic builder who is motivated by overall program bookings and programmatic KPIs. - Drive Programmatic Scale with Emerging GSIs - Design & Execute Global Programs: Build robust, repeatable global frameworks for onboarding, enablement, incentives, and lifecycle management specifically tailored to emerging GSI partners. - Create the Repeatable Blueprint: Standardize product-centric GTM plays (e.g., for SASE, Cortex, NGFW) that can be easily adopted, contextualized, and scaled by regional ecosystem teams across different geographies. - Establish Onboarding Excellence: Own the initial partner incubation phase, ensuring new GSIs move quickly from contract signing to active market engagement. - Commercial Modeling & Offer Development - Monetization Strategy: Partner with GSIs to define joint value propositions, develop solution storyboards, and consult on commercial packaging, end-customer pricing models, and billing structures. - Service Definition: Assist partners in building managed or professional service offerings wrapped around Palo Alto Networks technology, driving early-stage pipeline visibility. - Contractual Alignment: Lead business development activities and collaborate with Legal and executive stakeholder teams to structure foundational partner agreements. - Cross-Functional Collaboration & Measurement - Global-to-Regional Orchestration: Serve as the central point of coordination, working closely with regional channel teams and distributors to ensure global programmatic strategies match local market dynamics. - Performance Tracking: Manage and optimize the program based on strict programmatic KPIs (e.g., partner activation rates, service launches) alongside overall program bookings performance. - Internal Evangelism: Act as an internal thought leader to product management, marketing, and sales leadership, advocating for the unique needs of the emerging GSI ecosystem. Qualifications - 10-15+ years of professional experience in Enterprise Tech. - Minimum of 5 years of experience directly building, launching, or managing partner GTM programs, global alliances, or partner-centric business development initiatives. - Proven Track Record in Scale: Demonstrated experience taking early-stage or low-booking partner relationships and transforming them into scalable, high-growth engines. - Moderate Technical Acumen: Comfortable discussing cybersecurity trends, architectures, and platform benefits (SASE, Cloud Security, XDR) to align business models, without requiring a deep systems engineering background. - Global Scope & Cross-Functional Mastery: Experience operating across multiple geographic regions and influencing matrixed internal and external stakeholder groups. - Entrepreneurial Mindset: Highly self-motivated, execution-focused, and comfortable building frameworks from the ground up in a fast-paced environment. - Education: Bachelor’s degree or higher; relevant industry or business certifications are a plus. Benefits - Compensation: $210,000.00 - $289,250.00/yr depending on qualifications, experience, and work location. - Potential for restricted stock units and a bonus. Company Description Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.