Business Development Manager – Major Accounts,
Services Sector
Role summary for potential applicants
Advertised Job Title:
Business Development Manager – Major Accounts, Services Sector
Reference Number:
12103
Classification:
CSOF 7/8
Salary Range:
CSOF7 $127,947 -$141,562 pa plus up to 15.4% superannuation
CSOF8 $152,669 - $191,680 pa plus up to 15.4% superannuation
Location:
Eveleigh, NSW
Tenure:
Indefinite
Relocation assistance:
Will be provided to the successful candidate if required
Applications are open to:
Australian Citizens and Permanent Residents only
Functional Area:
General Management
% Client Focus - Internal:
50%
% Client Focus - External:
50%
Reports to the:
Director, Business Development & Commercialisation
Number of Direct Reports:
nil
Role Overview:
Data61 is the largest data innovation group in Australia. Bringing together CSIRO’s Productivity team and
National ICT Australia (NICTA), we are unrivalled in our intellectual capital and our network with the global
technology marketplace. The combined group will bring together approximately 600 research staff
working in digital technologies to create benefit for Australia. Data61 will continue to develop Australia’s
future leaders with its strong 300+ PhD student program in collaboration with our best universities across
Australia.
The Major Accounts role will provide commercial management for select BD & C projects in delivering
industry engagement, technology transfer and commercialisation outcomes to achieve DATA61’s
objective of wealth creation for national benefit.
The Major Accounts role will work closely with the Enterprise Account Leader, Business Team Directors,
Engineering and Design, Research Groups, and Operations departments within DATA61, to achieve
effective delivery of DATA61’s overall objectives of research excellence and wealth creation.
Duties and Key Result Areas:
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Support the select projects’ commercial development by building a portfolio of commercial
engagements in specific markets, including consultancies, contract research and licensing
activities as appropriate for the engagement strategy.
Support the Enterprise Account Leader and BD & C Director in ensuring that R&D projects
undertaken by the BD & C Team are based on understanding the needs of the defined industry
sector, and the opportunities for strategic research to make an impact on these needs.
Negotiate terms of engagement for projects on an appropriate commercial basis, taking into
account the type of engagement and the interests and contributions of the parties involved.
Ensure effective project management for the select projects in the sector, including accountability
for delivery to external customers and collaborators.
Take primary responsibility for maintaining DATA61 commercial relationships in the relevant
markets, including direct account management for key relationships.
Identify opportunities for licensing, spin-outs or other commercial outcomes arising from select
project engagements in the sector, and work closely with other DATA61 groups in helping to
qualify and bring such opportunities to fruition.
Support the Enterprise Account Leader in developing the commercial strategy for DATA61’s
engagement in the defined industry sector and select projects, including how to enable
transformational change in the sector and specific market.
Where appropriate, take an active role in developing industry clusters to encourage critical-mass
collaboration, trials to demonstrate the impact of new technologies, and industry networks for
sharing knowledge and information.
Maintain close relationships with Commercial Managers in other DATA61 Business Teams through
sharing information and opportunities, and ensure effective account management of external
relationships that span more than one Business Team.
Strive for “Zero Harm” (physical and psychological) - promote a strong safety culture through
active management of HSE performance.
Other duties as directed.
Selection Criteria:
Under CSIRO policy only those who meet all essential criteria can be appointed
Pre-Requisites:
Tertiary qualifications in relevant research area or business degree and/or equivalent experience.
Essential Criteria:
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Knowledge of the industry sector and specific project markets, the current use of ICT within the
sector and specific project markets, and the potential opportunities for efficiency gains, new
business potential, and transforming the sector and markets through advanced ICT R&D.
Experience from working in or with the industry sector, including familiarity with the main
players in the sector, sector value chains, and the scope for and impact of technologies to
change existing structures and/or practices.
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Demonstrated ability to establish contact networks, with a track record of effective participation
and delivery of results and solutions.
Strong understanding of ICT, and the challenges of applying it in the sector.
Understanding of the role that intellectual property and patents play in securing competitive
advantage in the sector, and ability to work with IP professionals to develop IP strategies and
portfolios to sustain competitive advantage.
Project planning and management skills and experience.
Business acumen aligned with practices in the relevant sector and specific project markets.
Financial management experience.
Strong communication skills, interpersonal skills and networking skills.
High level of motivation, initiative and ability to co-ordinate a significant function.
Willingness to comply with EEO and WH&S standards.
Data61 is a values based organisation. Our leaders will be expected to demonstrate the following values:
 Hierarchy: Country, Company, Team, Individual
 Openness: Open debate, collaboration, full commitment
 Learning: Calculated risks, institutionalise learning, fast cadence
 Impact: Tackle hard problems, create the future, focus on outcomes
 Stewardship: Lead, make each function and co. stronger over time
Other Information:
How to Apply
Please apply for this position online at www.csiro.au/careers. You will need to upload your cover letter
and resume/CV as one document, expressing your interest in the role and broadly addressing your
suitability. Please provide sufficient relevant information to enable the selection panel to assess your
suitability. Should your application proceeds to the next step, you may be asked to provide additional
information.
If you experience difficulties applying online call 1300 984 220 and someone will be able to assist you.
Outside business hours please email: csiro-careers@csiro.au
Referees:
If you do not already have the names and contact details of two previous supervisors or academic/
professional referees included in your resume/CV please add these before uploading your CV.
Contact: If after reading the selection documentation you require further information please contact:
Kaye Isbister via email: kaye.isbister@data61.csiro.au or phone: +61 2 9376 2153. Please do not
email your application directly to Kaye Isbister. Applications received via this method will not be
considered.
About CSIRO
Australia is founding its future on science and innovation. Its national science agency, the Commonwealth
Scientific and Industrial Research Organisation (CSIRO) is a powerhouse of ideas, technologies and skills
for building prosperity, growth, health and sustainability. It serves governments, industries, business and
communities across the nation.
Find out more! www.csiro.au.
Data61 is the largest data innovation group in Australia. Bringing together our Digital Productivity team
and National ICT Australia (NICTA), we are unrivalled in our intellectual capital and our network with the
global technology marketplace. Find out more! http://www.csiro.au/en/Research/D61