Business Development Manager
Sydney, Melbourne, or Brisbane (Sydney preference)
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.
The Role
As Business Development Manager (AU), you will be responsible for developing new business and increasing revenue opportunities across your assigned accounts, as well as identifying opportunities outside of your account allocation. Reporting directly to the Chief Customer Officer, 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 (existing customers) 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, be responsible for observing and enacting ways of building out existing customer relationships, and drive value through increased engagement for your designated accounts.
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 the Chief Customer Officer and 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 CCO 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 CCO and ELT
- Host requirements gathering discussions/workshops with both technical and non-technical stakeholders for new business opportunities across internal and external audiences
About You
- Minimum 5 years enterprise software / technology sales
- Preferred experience in financial services (preference for vendor side)
- Preferred experience in selling to and / or account managing tier 2 financial institutions
- Qualifications in information systems, technology or banking fields
- Self-starter with strong business acumen (achieve goals with minimal supervision)
- Has a level of technical understanding of Digital Banking and / or Lending solutions to be able to hold conversations at all levels of client and partner engagement
- Be able to engage with a broad range of client stakeholders across Finance, Risk, IT, Product and Security.
- Anticipates and identifies complex business issues and co-operates closely with the relevant internal stakeholders resolving them.
- Develops and nurtures long-term partner relationships with client’s senior management and decision makers.
- Establish and maintain customer account plans for retention and growth
- Manages and guides client expectations within the company’s current and future planned capabilities.
- Set an example for being a “Partner of Choice”, that permeates the whole organisation.
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.
28 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 35+ financial institutions across Australia, New Zealand, Asia and the United Kingdom placing their trust in our solutions.
If you like the sound of this challenge and are interested in working with us, apply now with your up-to-date resume!
