Business Development Manager

AI Job Summary

Previous experience as a Business Development Manager or Acquisition Manager focused on new logo acquisition.

Experience in channel sales within UCaaS/CCaaS/SaaS/cloud, or related software/voice vendor or telco background.

Proven ability to manage pipeline, accurately track and forecast in CRM, and meet or exceed quota.

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Role Type

Permanent • Full-time • Associate

Pay Rate

$120,000 AUD – $130,000 AUD (Annum)

Description

The Opportunity

We’re looking for a driven Business Development Manager to join our team, focused squarely on new logo acquisition and growing Access4’s wholesale partner program. Access4 operates a channel-only approach, partnering exclusively with managed service providers rather than selling direct. This is a hunter role if you get energy from picking up the phone, opening doors with business owners and C-suite executives, and running a challenging sales conversation with confidence, we’d love to hear from you.

What You’ll Be Doing

This role is about and creating your own opportunities, not just working what lands in your lap. While our marketing team helps generate interest and keeps a pipeline warm, this role is about being able to go out and get it yourself. Working closely with the Go-to-Market team, you’ll cultivate relationships with channel partners, maximise revenue opportunities, and set our mutual customers up for success.

Proactively generating pipeline through outbound prospecting, including direct calling

Confidently engaging owners and C-suite executives in challenging, value-led sales conversations

Representing Access4 at events, tradeshows, webinars and conferences, digitally and in-person, as the face of the business

Conducting discovery and research to qualify prospective partners against our Ideal Partner Profile

Running product and platform demonstrations yourself with additional expertise and support from our Solutions Consultants

Leveraging marketing, lead generation, networking events, social media and personal networks to identify and engage potential partners

Building a considered business case with each partner and nurturing them through the funnel

Managing the end-to-end deal cycle, from commercial negotiation through to contract execution

Accurately tracking and forecasting your pipeline in the CRM

Travelling locally, interstate and across ANZ, including overnight and multi-day trips, to grow our partner footprint

Staying aware of and complying with ISO certifications and standards, and actively participating in related training, audits and improvement effort

What You’ll Bring

Previous experience as a Business Development Manager or Acquisition Manager, with a genuine hunter mindset

Experience in channel sales, UCaaS, CCaaS, SaaS or cloud solution environments, or a related software/voice vendor or telco background

Understanding of the ANZ IT reseller and MSP landscape

Confidence selling to C-level stakeholders and business owners, whilst being comfortable in Challenger Sales environments

A proven ability to manage a sales pipeline and meet or exceed quota

Strong discovery skills with the ability to help prospects understand their own situation better than they did before

Comfort in an advanced technology user, able to run platform demonstrations independently

Exceptional communication and relationship management skills

Strong problem-solving skills and the ability to adapt and overcome objections

Willingness and ability to travel extensively across ANZ, including overnight trips

About Access4

Founded in 2016, Access4 started with a vision to bring unified communications to the MSP market; an automated, singular platform to sell, provision and invoice customers. Today, this platform is known as SASBOSS® and sets the benchmark as an industry standard in middleware to help deliver best of breed vendors and end-to-end partner enablement for service providers.

We live and breathe our slogan of Innovate, Empower and Partner, which represents our commitment to the channel community and drives the growth of the business. As a team, we embrace genuine conversations, a high performing culture and alignment between all areas of the business. We’re also actively working to build a more diverse team, and would love to women in tech and telco apply for this role.

Why Join Us?

Competitive base salary with a strong OTE

Clear career development pathways and opportunities to grow your commercial expertise

Be part of a dynamic, supportive culture, working with talented teams across multiple regions

Join a growing, evolving SaaS, telecommunications and UC technology industry

Melbourne or Sydney based, with flexibility to work remotely or from the office

Regular team events, EOFY and Christmas parties plus more

Employee Assistance Program (EAP)

Apply today with your CV and a cover letter outlining your suitability for the role.

Agencies need not apply.