Business Development Manager (Commercial), Sydney

Nexon Asia Pacific; Sydney; On-site; AUD 140,000 - 180,000; Full time

Job summary

Nexon Asia Pacific in Sydney is seeking a Business Development Manager (Commercial) to win new logos and drive multi-year per-user solutions to CxO buyers. You will own the full sales cycle from first contact to signed contract and hand off to the Client Partner with a complete view of scope, commitments and expansion signals.

The role emphasises MEDDPICC discipline, self-generated pipeline, and landing multiple products per logo in financial services, professional services, NFP, and health

Qualifications

• Proven full cycle new logo selling into commercial accounts, ideally in FS, professional services, NFP or health services.
• Confident at CxO level with commercial and business case framing.
• Fluent in structured qualification methods (MEDDPICC or equivalent).
• Comfortable selling multi-year and per user commercial models.

Responsibilities

• Own net new revenue and carry a pipeline to hit annual GP targets.
• Self-generate pipeline through outbound, referrals, partner and marketing motions.
• Apply MEDDPICC on large pursuits and prioritise high-probability deals.
• Sell operating models and multi-year per user bundles to executive buyers.
• Land with attach; maximise products per logo at first sale.
• Close deals and hand off with a complete scope and expansion signals.

Skills

Full cycle selling

CxO engagement

MEDDPICC

Multi-year / per user models

Pipeline generation

Job description

Business Development Manager (Commercial), Sydney

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.

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 valueQualified 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.