Business Development Manager (Commercial), Sydney
- Win new commercial logos in priority segments such as Financial Services and Professional Services.
- Run the full sales cycle from first contact to signed contract, focusing on multi-year per user solutions.
- Self-generate pipeline and apply disciplined qualification methods to maximise sales opportunities.
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
The below are the list of key accountabilities for the Commercial BDM role.
- 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
The below are the list of key success measures for the Commercial BDM role.
- 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
The below are the list of key capabilities and experience for the Commercial BDM role.
- 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.
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