Ocean Software Pty Ltd
Business Development Manager - EMEA
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Business Development Manager – Europe
The Business Development Manager – Europe is responsible for driving Ocean Software’s new business growth and market expansion across Europe. This role is focused on the development of new business primarily within the EMEA region and is accountable for pipeline creation, qualification, and conversion of net-new revenue opportunities.
This role will lead market engagement across European and UK defence forces, NATO agencies, defence primes, and system integrators to position the Ocean Platform (FlightPro®, SmartBase®, TAMS®) as the Operational Readiness layer supporting personnel-readiness, training, and force availability at squadron level through to joint-domain and coalitionC2 environments.
Operating within a global sales model, the BDM will work in close alignment with the Head of Sales (HQ, Australia) to deliver against global new business revenue strategy, while partnering with and reporting to the GM EMEA to ensure strong regional execution, market prioritization, and stakeholder access.
The BDM will combine deep defence ecosystem knowledge, multinational relationship-building, and strategic capture capability to secure new business opportunities, shape requirements, and influence partner nations. Success in this role will be measured by qualified pipeline growth, new customer acquisition, and conversion of strategic opportunities into contracted revenue within EMEA.
Key Requirements
- Minimum 10 years of proven experience in business development or sales roles within Defence or mission-critical software markets.
- Demonstrated success in net-new business acquisition within EMEA.
- Proven success in winning large-scale enterprise contracts with Defence industry prime contractors, government, or defence agencies.
- Experience working within a global sales structure, collaborating across HQ and regional leadership.
- Demonstrated experience in capture planning, bid preparation, and tender submissions.
- Demonstrated ability to articulate value propositions and lead strategic solution sales.
- Strong commercial acumen, including pipeline management, forecasting, and revenue ownership.
- Strong relationships & network of contacts within European Defence industry.
- Experience using CRM systems to manage opportunities, pipeline, and forecasting with high integrity.
- Understanding of ISO, ITAR, or equivalent compliance and security frameworks relevant to Defence.
- Excellent presentation, negotiation, and written communication skills.
- Ability to adapt to multi-national, cross-cultural environments.
- Willingness to travel as required.
- Familiarity with enterprise software delivery models.
- Experience selling enterprise SaaS or platform-based solutions.
- Tertiary qualifications in Business, Sales, Aviation, Engineering, or related fields.
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Key Responsibilities
Business Development
- Identify, qualify, and secure net-new business opportunities across European and UK Defence, NATO member nations, and related organizations.
- Own and deliver against new business pipeline targets, including pipeline coverage ratios, stage progression, and conversion metrics.
- Develop and own a BD plan for priority deals with named stakeholders, influence map, and quarterly objectives.
- Develop and execute multi lane capture strategies, aligned to the company strategy, ensuring adherence to Ocean’s Capture Process including leading bid/no-bid recommendations with rationale and a win strategy.
- Prioritize opportunities based on strategic fit, revenue potential, and likelihood of conversion, in alignment with HQ sales leadership.
- Engage operators, commanders, program offices, and technical authorities to understand readiness, scheduling, integration, and mission enablement challenges.
- Represent Ocean at defence-industry events, and ensure conversion of event engagements into qualified pipeline.
- Stay informed on European and UK defence procurement policies, NATO doctrine evolution, FMN spirals, readiness, and C2 modernization trends.
Proposal Development & Contract Negotiation
- Lead the preparation of high-quality proposals, tenders, and presentations tailored to procurement processes and requirements.
- Negotiate contracts and agreements that align with both customer and company interests.
- Drive commercial outcomes that support sustainable revenue growth, including pricing strategy, deal structuring, and long-term value creation.
- Ensure compliance with procurement regulations and contractual obligations.
- Maintain competitor positioning, pricing assumptions, and deal strategy aligned to target margins and delivery constraints.
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Collaboration & Reporting
- Partner with Capture, Presales, and Marketing to deliver compelling proposals, bids, and campaigns.
- Align closely with global marketing to ensure EMEA campaigns support targeted account penetration and pipeline generation.
- Work closely with Product, Engineering, Architecture, and Customer Success teams to translate customer needs into tailored solution offerings.
- Act as a voice of the EMEA market into HQ, ensuring regional requirements and insights inform product direction and commercial strategy.
- Maintain CRM discipline and reporting accuracy, ensuring reliable revenue forecasting.
- Provide regular pipeline, forecast, and market updates to both Head of Sales and GM EMEA, ensuring transparency and alignment across global and regional leadership.
General
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Comply with Ocean’s Code of Conduct and embrace and exhibit our Company Values:
- O – OWN the outcome
- C – CREATE value
- E – EMPOWER others
- A – ACT with integrity
- N – NURTURE our brand
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Conform to Ocean's Health & Safety, Quality, and Information Security Policies, Procedures, and Work Instructions.
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Positively influence and collaborate with colleagues to meet customer needs.
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Continuously strive to identify and support product and process improvements, quality, and team efficiency, including facilitating quality discussions.
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Various ad-hoc administration duties as required.
Benefits
- Operate effectively within a globally distributed organization, balancing HQ alignment with regional responsiveness and autonomy.
- Fully remote working arrangement with flexibility to work from home.
- Comprehensive health insurance package.
- Mobile phone and internet allowance to support remote working.
- Employer pension contribution of 5%.
- Opportunity to travel across the EMEA region and engage with international customers and industry partners.
- Supportive and collaborative global team environment.
- Ongoing professional development and career growth opportunities.
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