Data Centres are the backbone of the modern economy, and Cummins is at the forefront of powering them. We are seeking a commercially astute Business Development Manager to spearhead our engagement with Data Centre customers headquartered in the South Pacific (SPAC).
Reporting to the General Manager – Power Generation, you won't just be selling products; you will be engaging "upstream"—influencing planning, investment, and technology decisions that shape multi-country growth. This is a role for a strategic thinker who thrives in ambiguity and enjoys the challenge of turning high-level conversations into tangible pipeline.
Location - Role could be located in Melbourne or Sydney
Key Responsibilities
- Strategic Relationship Management: Build and maintain deep-level credibility with SPAC-headquartered Data Centre developers and operators.
- Early-Stage Influence: Position Cummins early in the decision-making cycle, influencing customer roadmaps and upcoming investments before solutions are defined.
- Pipeline Architecture: Build a robust multi-country opportunity pipeline, maintaining visibility of regional growth trends and market intelligence.
- Regional Collaboration: Act as the bridge between global HQ strategies and local execution, providing country sales teams with the strategic context needed for success.
- Commercial Leadership: Guide complex pursuits with high-level commercial judgment, ensuring opportunities are qualified and nurtured through to handover.
About You
You are a "connector" who prefers strategic influence over transactional selling. You are curious about how global businesses invest and are skilled at navigating complex stakeholder maps.
Our Ideal Candidate:
- Senior Influence: Proven ability to engage C-suite and senior stakeholders within complex or regional environments.
- Strategic Vision: Experience in business development or sales strategy, specifically managing long-lead investment cycles.
- Market Agility: A track record of developing opportunities across multiple geographies (SPAC experience is highly regarded).
- Commercial Acumen: Strong skills in opportunity qualification, pipeline management, and translating customer strategy into technical requirements.
- Growth Mindset: You enjoy the "gray areas" of early-stage BD and are motivated by building a market from the ground up.
Responsibilities
To be successful in this role you will need the following:
- Experience in business development, sales strategy, or customer-facing commercial roles in complex or regional environments.
- Relevant experience in a high-growth industrial or technology sector (Power Gen, Infrastructure or Data Centres preferred).
- Proven ability to engage senior stakeholders and influence early-stage investment decisions.
- Experience developing opportunities across multiple markets or geographies.
- Strong commercial acumen in opportunity qualification and pipeline management.
- Willingness to travel across Australia and the SPAC region.
Cummins is an equal employment opportunity employer. Our policy is to provide equal employment opportunities to all qualified persons, without regard to race, sex, color, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity, and/or expression, or other status protected by law. If you require any reasonable adjustments to accommodate a health condition or disability, please let us know. Your journey with us matters
QualificationsQualifications for Internal Candidates (GPP Competencies)
- Builds effective teams – Fosters collaboration by leveraging diverse skills to achieve shared objectives.
- Business insight – Applies market and business knowledge to drive strategic growth decisions.
- Communicates effectively – Delivers clear, tailored messages to diverse audiences.
- Customer focus – Builds trusted relationships and delivers customer-centric solutions.
- Articulates value proposition – Positions solutions by translating needs into differentiated value.
- Account planning – Develops structured strategies aligned to customer and business objectives.
- Sales pipeline management – Proactively manages pipelines to improve win probability.
- Sales forecasting – Uses data and insights to support accurate planning and decisions.
- Sense making – Synthesises complex information to guide effective action.
- Values differences – Leverages diverse perspectives to enhance outcomes.
