ICT Business Development Manager

An ICT Business Development Manager identifies and pursues new revenue opportunities for information and communication technology service providers or software vendors in the Australian market. They develop strategic partnerships, manage client acquisition pipelines, and negotiate contracts to expand the organisation's market share and revenue streams.

Identify and evaluate new market opportunities in ICT sectors using market research tools, competitive analysis, and industry data to prioritise growth initiatives. Develop and pitch tailored ICT solutions to prospective enterprise clients, translating technical capabilities into business value propositions. Build and maintain relationships with key decision-makers at target organisations through regular engagement, meetings, and networking at industry events. Negotiate contract terms, service level agreements (SLAs), and pricing structures with clients to secure new business while maintaining margin targets. Prepare business cases and financial projections for new ICT service offerings or market expansion, including cost-benefit analysis and revenue forecasts. Collaborate with ICT delivery teams to ensure proposed solutions align with technical capabilities and resource availability. Monitor and report on sales pipeline metrics, win rates, and revenue outcomes against targets using CRM systems. Develop go-to-market strategies for new ICT products or services, including positioning, messaging, and launch timelines.

The standard entry pathway requires a bachelor degree or higher (ABS Skill Level 1). Specific qualification requirements vary by employer and state. Some employers may accept equivalent experience. Check yourcareer.gov.au for available courses and dewr.gov.au/skills-reform/free-tafe for subsidised training options.

Your income is heavily tied to hitting sales targets, which means income stress and pressure are constant. You'll chase deals for months only to lose them to competitors. Also expect to be blamed if delivery teams can't execute what you've promised clients.

Remote work is common for established managers but entry-level career changers typically need to be office-based initially. Regional Australia has very limited positions in this field.

Published for ANZSCO unit group 2252, the wider group this job sits in, not for this job on its own.

This is the median for full-time employees who are not managers and are paid at the adult rate, before tax and salary sacrifice. It is a guide to what the work pays, not a wage rate.

Source: ABS Survey of Employee Earnings and Hours, May 2025, customised report.

• Build business relationshipscore
• CRM System Managementcore
• Customer Needs Assessmentcore
• Customer Success Planningcore
• Deliver a sales pitchcore
• Goal Setting and Planningcore
• ICT marketcore
• Identify new business opportunitiescore
• Implement sales strategiescore
• Maintain relationship with customerscore
• Manage contractscore
• Negotiationcore
• Objection Handlingcore
• Perform market researchcore
• Problem Solvingcore
• Product comprehensioncore
• Reporting and Analyticscore
• Research and Analysiscore
• Stakeholder Communicationcore
• Upselling and Cross-Sellingcore
• Verbal Communicationcore
• Written Communicationcore
• Adaptability and Flexibility
• Business intelligence
• Churn Risk Identification
• Communicate with customers
• Coordinate technological activities
• Develop account strategy
• Digital Literacy
• Ensure compliance with legal requirements
• HubSpot CRM
• Implement customer follow-up
• Implement marketing strategies
• Keep records on sales
• Manage tender processes
• Microsoft Office Suite Proficiency
• Power BI Reporting and Dashboards
• Process Improvement Identification
• Produce sales reports
• Risk Identification
• Set sales goals
• SLA and KPI Adherence
• Team Collaboration

• ABS OSCA 2024, occupation definition and task statements
• ABS Survey of Employee Earnings and Hours, May 2025, customised report.
• ABS, 2021 Census of Population and Housing based on usual place of residence (Custom Report). OSCA Experimental Estimates.

Role data is drawn from official Australian Government sources, and each figure names where it comes from. Where a role is not in the ABS classification, the page shows no government figures for it. Data may not reflect every local variation.

Where our numbers come from.

What ICT Business Development Manager workers move into, from ten years of tax records.

Last updated: 30 October 2026