Business Development Manager, New Logos & CxO Wins

Nexon Asia Pacific; Melbourne; On-site; AUD 90,000 - 130,000; Full time

Job summary

Nexon Asia Pacific is seeking a Business Development Manager in Melbourne to own the full sales cycle from first contact to signed contract. You will target priority segments such as Financial Services, Professional Services, NFP, and Health & Social Services, building a strong pipeline and securing multi-year per-user deployments.

You will work at CxO level to frame business cases and harmonize the operating model with Compass, MSP and Frontiers.

Qualifications

• Proven full cycle new logo selling into commercial accounts.
• Fluent at CxO level with commercial framing.

Responsibilities

• Own net new revenue and carry a new annual GP number.
• Self-generate pipeline through outbound, referrals, partners and marketing.
• Run disciplined qualification using MEDDPICC on large pursuits.
• Sell the operating model with multi-year per-user bundles to executive buyers.
• Land with attach by maximizing products per logo at first sale.
• Close and hand off by transitioning the account with a complete scope.

Skills

Full cycle sales

CxO engagement

MEDDPICC

Per-user commercial models

Pipeline generation

Job description

Business Development Manager, Melbourne (Commercial)

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 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

All candidates must have full permits to work in Australia.

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