At a Glance
- Tasks: Drive new business by winning commercial clients in key sectors and managing the full sales cycle.
- Company: Dynamic company focused on innovative solutions for commercial sectors.
- Benefits: Competitive salary, career growth opportunities, and a supportive team environment.
- Other info: Join a collaborative team and thrive in a fast-paced, rewarding environment.
- Why this job: Make a real impact by shaping business strategies and engaging with top-level executives.
- Qualifications: Experience in full-cycle sales and strong pipeline generation skills required.
The predicted salary is between 135000 - 165000 $ per year.
Win new commercial logos in the priority segments (Financial Services, Professional Services, NFP, Health & Social Services) and land them well. The BDM runs the full sales cycle from first contact to signed contract, sells the multi-year per user solutions as an operating model to CxO buyers and hands a clean, well engaged account to the Client Partner at close (or after a handover period).
Key Accountabilities
- Own net new revenue.
- Carry a new annual GP number and generate the pipeline to hit it. This is a 100 percent net new logo remit.
- Self-generate pipeline.
- Build coverage through outbound, referral, partner and marketing sourced motion. Do not wait for leads.
- Run disciplined qualification.
- Apply MEDDPICC on every large pursuit.
- Kill weak deals early and protect time for the ones that can close.
- Sell the operating model.
- Position multi-year per user bundles across Compass, MSP and Frontiers to executive buyers in financial services and professional services.
- Frame the commercial and business case, not the feature set.
- Land with attach.
- Maximise products per logo at first sale rather than landing thin.
- Close and hand off.
- Bring deals to signature and transition the account to the Client Partner with a complete picture of scope, commitments, stakeholders and expansion signals.
Success Measures
- Annual Gross Profit (GP) against quota (primary)
- GP credited on multi-year value
- Qualified pipeline coverage maintained against target
- Win rate on qualified opportunities
- Sales cycle length and deal velocity
- Products per logo at land
- MEDDPICC completeness across active pipeline
Capabilities and Experience
- Proven full cycle new logo selling into commercial accounts, ideally financial services, professional services, Not for Profit (NFP) or Health & Social Services
- Confident at CxO level with commercial and business case framing
- Fluent in a structured qualification method (MEDDPICC or equivalent)
- Comfortable selling multi-year and consumption or per user commercial models
- Strong self-generated pipeline discipline
Key Interfaces
- Commercial Sales Manager, marketing and lead generation, Deal Desk, pre sales and solutioning, and the Client Partner at handoff.
All candidates must have full permits to work in Australia.
Business Development Manager – Sydney employer: Nexon Asia Pacific
Nexon is an exceptional employer located in Melbourne, offering a dynamic work culture that prioritises employee growth and development. As an SMB Account Manager, you'll benefit from a supportive environment that encourages collaboration and innovation, while also having access to comprehensive training programs to enhance your skills in account management and sales. With a strong focus on customer satisfaction and a commitment to delivering premium service, Nexon provides a rewarding career path for those looking to make a meaningful impact in the IT industry.
