Business Development Manager

Sandstone Technology; North Sydney; On-site; AUD 120,000 - 180,000; Full time

Job summary

Sandstone Technology is seeking an experienced Business Development Manager to grow new business with financial institutions across Australia. You will work with AU Marketing, AU Sales, Heads of Product and Technology, Delivery teams and the ELT to define sales objectives and drive annuity revenue.

The role focuses on converting sales conversations into contracts, refining opportunities from MQLs/SQLs, and building a robust pipeline while providing industry and competitive insights to shape

Qualifications

• Minimum 5 years enterprise software/technology sales.
• Experience in financial services is preferred.
• Ability to engage with senior management with a consultative sales approach.
• Proven hunter who develops relationships at senior levels and closes opportunities.
• Qualifications in information systems, technology or banking fields preferred.
• Self-starter with strong business acumen.

Responsibilities

• Work closely with AU Business Development counterparts to align sales and marketing objectives.
• Build and develop strategic partnerships with financial institutions focusing on revenue generation.
• Discuss opportunities with existing clients and propose Sandstone solutions.
• Generate and close new proposal opportunities for Sandstone solutions.
• Manage and maintain relationships with existing customer base.

Skills

Enterprise software sales

Hunter mentality

Senior stakeholder engagement

Consultative sales

Financial services domain knowledge

Education

Bachelor's degree in information systems/technology or banking

Job description

Sandstone is currently seeking an experienced Business Development Manager to join our Australian team who would be responsible for developing new business opportunities with financial institutions in Australia.

Sandstone Technology is a leading provider of loan origination, internet banking and mobile banking solutions to financial institutions globally. Headquartered in Sydney, New South Wales and with offices in Melbourne, Manila in the Philippines and Leeds in the UK, Sandstone is delivering world's best practice strategic banking solutions to financial institutions globally.

About You

• Minimum 5 years enterprise software / technology sales
• Preferred experience in financial services (preference for vendor side)
• Ability to engage on Senior Management level with a consultive sales approach.
• Is a proven “hunter” and can develop relationships at senior executive levels in the target accounts and identify, develop and close new business opportunities
• Qualifications in information systems, technology or banking fields (Preferred)
• Self-starter with strong business acumen (achieve goals with minimal supervision)

The Role Description

As Business Development Manager, you will be responsible for developing new business and growing Sandstone’s annuity revenue. You will work closely with the Marketing team AU, the AU sales team, Heads of Product and Technology, Delivery team members and executive leadership team (ELT) to define and clearly articulate the overall sales objectives for your accounts and help the business achieve the associated success metrics accordingly.

The overall goal is to maximise the conversion from sales conversations and lead generation (MQLs and SQLs) from new customers through identification, qualification, and negotiation strategies, working closely with the relevant stakeholders at each stage through to closing the sale (contracting with the client). Your objective is to aid in building out the sales pipeline for both short- and long-term opportunities.

Another critical element of the role will be to gain a level of industry and competitive insights that will assist the sales, marketing, product and management teams to help determine positioning and the future state of our products and solutions.

Key Responsibilities

• Work closely with your AU Business Development counterparts to create alignment between the sales and marketing teams to help define both short- and long-term objectives
• Build and develop strategic partnerships with financial institutions, focusing on revenue generation
• Discuss potential opportunities with existing clients, working with the relevant Sandstone outcome owner and client-side staff to propose solutions to these opportunities
• Generate, pursue and successfully close new proposal opportunities for Sandstone solutions
• Manage and maintain existing relationships with your allocated existing customer base
• Manage the internal tender / RFP process across functions in order to meet the customer requirements on time
• Work closely with the CEO and the ELT to ensure alignment across the business functions including marketing, legal, product, and sales teams
• Champion the Sandstone brand and ensure a high standard is reflected in all sales communications and advise and provide direction as and when required
• Provide regular reporting on all sales activity to the ELT
• Host requirements gathering discussions/workshops with both technical and non-technical stakeholders for new business opportunities across internal and external audiences

A bit about us..

Before “fintech” was a thing, our founders were dreaming up new ways to transform banking, simplifying the customer journey and the employee experience.

30 years later Sandstone Technology is still leading the charge, innovating and evolving as the industry evolves. Our high client retention rate is our proudest achievement with 30 financial institutions across Australia, New Zealand, Asia and the United Kingdom placing their trust in our solutions.